In my last post on marketing over the holidays for business coaches, I taught you that the first thing you can do to retain coaching clients is to respect your contracts and maintain your positioning as a coach (not a consultant).
Today, I want to introduce you to the very best defense against holiday drop-offs:
Add more value.
Of course, providing maximum value is precisely how you attract and retain high-paying, loyal clients year-round. But over the holidays, it helps to add some extra oomph!
When you do, you make your clients want to stick around even through the busy season because they know they’ll miss out on major opportunities if they don’t!
How to Add Value Over the Holidays
I have two favorite ways of doing it:
- Create a special training event for your clients and their teams. Make this a fantastic, high-value event that clients can attend FREE. And then invite your entire database! Charge $197 or $297 for prospects to sit in. This accomplishes two things: first, it makes your clients feel special because they’re getting something for free that others have paid for. Second, your existing clients actually “sell” the value of having a coach to your prospects! Talk about a win-win-win!
- Conduct a special “strategic planning session as part of your regular meetings. Make a big deal about how the end-of-the-year strategic planning session is one of the most important coaching sessions of the year. Revisit the basics of visioneering, budgeting, and forecasting. When you help your clients catch a glimpse of what next year is going to be like under your guidance, you’ll have them pining for more!
When you help your clients catch a glimpse of what next year is going to be like under your guidance, you'll have them pining for more!
Remember: the holidays can be a highly-profitable period of time for business coach marketing if you do it right. So get proactive with these two suggestions immediately. You’ve got no time to lose on the two items above!
Next time, I’ll bust one of the biggest myths about holiday prospecting. Until then, if you haven’t checked out my ebook, Secrets of a Business Coaching Rock Star, why don’t you do so now? Treat yourself to a little holiday gift … a step-by-step guide that details exactly how I went from $0-$1 Million in just 4 years as a business coach!