It’s so frustrating to hear “I want to think about it,” after you’ve just explained your fabulous, holistic program to a potential client. How do you get them to say “Yes!” instead?
In this article, I’ll give you exact scripts to use so you can stop wasting time and effort and start transforming lives. I’ll also help you understand what’s going on in their head when they hesitate so you can handle multiple scenarios.
If you’ve spent any amount of time trying to get health coaching clients, I know you’ve heard “I want to think about it” more than once. It ranks right up there with “I can’t afford it,” which is another variation on that phrase.
The problem with settling for “I want to think about it” is that you’re really accepting a no, but you’re still hoping it will turn into a yes. It may sound like a maybe, but it’s really a no – or at least a no for now.
And while you’re waiting for someone to think about it, you’re not bringing income into your business, and the person you’ve talked to stays stuck with their current health problem. It’s a lose-lose scenario.
On the other hand, it’s reasonable that someone might want to think things over before making a decision, especially if you’re promoting high-end coaching programs. Not everyone will be able to say yes immediately.
First, learn exactly why they want to think about it. Then ask pointed questions to help them make a buying decision, whether that decision is yes or no.
The last thing you want to hear is a maybe or “I want to think about it.” If someone is an ideal client, you want to understand what they are thinking and try to get a yes. If they aren’t an ideal client, then graciously accept a no.
The next time someone says, “I want to think about it” or something similar, say this:
“If you’re willing to make this decision a priority and take a couple of days to think about it, I’m happy to let you do that, and we can chat again in about 48 hours from now. And if your decision is a yes, then we’ll get you scheduled on my calendar and started right away.
“So far, we’ve explored what’s possible for you, and I think you agree that you’re truly ready for this. May I ask what it is you want to think about?”
Then pause and wait for their answer. Here is why: once your call with them is over, fear will likely creep up. It happens to all of us. The voices in the back of their head will get louder and tell them all the reasons why they shouldn’t do it, in essence sabotaging themselves. You can’t help them address those fears unless you know what they are.
Here are some common fears that stop them from saying yes:
§ Fear they won’t be able to do the work
§ Fear they won’t get the results they want
§ Fear they’ll waste their time and/or money
§ Fear what their spouse, child, or someone else will say if they work with you
§ Fear you’ll disappoint them
Ask them about their fears and concerns to help them move beyond their doubt so they can have the transformation they desire. Based on their answer, explore further and see if you can come up with a solution for them.
They aren’t an ideal client. This is probably the most common reason you’ll come across. You’re talking to someone who simply isn’t that interested in what you offer. It doesn’t matter how great your program is or how wonderful you are to work with if your program isn’t a great fit for them.
By asking the question above – “May I ask what it is you want to think about?” – you’ll be able to determine if they are someone who is desperate for results and committed to making the changes necessary to getting them.
They don’t see how your program will help them. This can be because you focused on your program’s features instead of the amazing results they would get. Or maybe you didn’t address their #1 concern. For example, you focused on helping them lose weight when what they really want is to lower their blood sugar.
Don’t assume you know what they want. Ask them.
They want to work with you, but don’t have the full investment right now.
“I can’t afford it” usually doesn’t mean someone doesn’t have the funds to work with you. It’s often an excuse people use because they don’t want to appear rude by saying no.
But occasionally, someone will be in a position where they really want to work with you, but don’t have the financial means to do so. In that case, help them find a solution. Can you offer them a payment plan or get them started with a shorter quick-start program, a group program, or a VIP Day? Perhaps they can sell something or borrow from a credit card or relative.
If they truly want to work with you, help them to find a solution so they can start seeing amazing results right away. Then they’ll look forward to upgrading to your higher-end programs when they are ready.
There are many ways to turn “I want to think about it” into “Yes!” The important thing is to remember to ask questions, dig deeper into their reasons WHY they need to think about it, and then help them make the decision that’s right for them.
Help them to overcome their fears so they can transform their health and their lives. You’ll be so glad you did, and they’ll love you for it!
If you’ve found this article helpful, please leave a comment on your favorite tip or ask a question below. I love hearing from my readers.
“I’m scared mom. Should I do it?”
“What if I fall off?” “What if I don’t like it?” “What if I get hurt?”
It’s ok to feel scared Alexis. Everyone feels scared right before they do something they’ve never done before. Remember when we were at Great Wolf Lodge and you wanted to go down the big slide but you felt scared? Then you built up the courage and went down anyways… do you remember how you felt after you went down the slide?
“Yes. It was so fun. I loved it.” “Ok. I’ll do it…”
Before I learned the 4 C’s Formula to build confidence created by Dan Sullivan I practiced anchoring confidence to good feelings with my daughter so that the next time she felt scared to try something she could recall the good feelings that are associated with confidence or triumph. So far, it’s working like a charm.
Dan Sullivan, the founder of Strategic Coach created the concept of the 4 C’s Formula, which beautifully explains the 4-part process of creating confidence.
The reality is that most of us continuously think about a bigger, better and supposedly easier ways to grow our businesses. The constant stream of never-ending ideas usually leads to inaction because you don’t end up committing to anything.
Or you have a consistent internal conversation going on in your head that might sound something like this…
“I don’t know enough”
“What if I’m asked a question I can’t answer”
“Do I have enough credentials to be taken seriously”
“I don’t look the part… my website doesn’t look the part… my branding sucks”
“What if she says no… what if no one buys my programs”
There are a number of things that hold you back from taking action, growing your business and living your purpose. As you step into entrepreneurism and get busy with all of the millions of things you need to do you can easily forget the BIG REASON WHY you wanted to pursue this career.
When I learned Dan’s 4 C’s Formula at my Strategic Coach session it immediately resonated and I knew I needed to teach this mindset model to my community.
As you can see from the 4-step model, confidence is actually the last step in the formula. Before you get to the good feelings that having confidence brings, you must work through the first 3 steps…
It’s been my experience that most new health practitioners, healers and coaches get tripped up on the first step: commitment.
It’s hard to commit to just one goal when you aren’t quite sure if it’s going to work out for you. In this case the chicken does come before the egg because without an unwavering commitment to one clearly defined vision it will be next to impossible to make any real progress.
Without a clear commitment to achieve realistic goals you can’t advance to the second step… courage.
It’s the courage part that feels really yucky because you have no proof that what you’ve committed to will work out. So you stop yourself before you even start because you’re scared.
That’s where faith in your passion and abilities comes in. That’s where having a proven business building system is vital… if you know that the system works then all you need to do is to commit to following it.
And there is a proven system for building a holistic health business – –
After you clearly define your goal and make a commitment to achieve your vision you’ll find courage. Courage = stepping outside of your comfort zone.
Building up courage allows you to create the capabilities to succeed. You’ve got to move through fear to demonstrate to yourself that you’ve got what it takes. That’s why confidence is last… you’ve got to prove to yourself you can in fact do it.
And on the other side of fear is freedom… or confidence.
Don’t expect to find the confidence right from the start. That’s not the way it works (don’t shoot the messenger).
So if you are stuck in your business and waiting to feel confident before you start remember the formula… remember that confidence only comes after you commit, move through fear and build up new skills (capabilities). Once you’ve done all of that you feel like a rock star and nothing can stop you… that’s confidence.
All of this is to say that feeling fear and lack of confidence is a completely normal part of building a business. It happens to all of us.
“You have plenty of courage, I am sure,” answered Oz. “All you need is confidence in yourself. There is no living thing that is not afraid when it faces danger. The true courage is in facing danger when you are afraid, and that kind of courage you have in plenty.”
― L. Frank Baum, The Wonderful Wizard of Oz
So the next time the fear creeps up, recognize it for what it really is… a gateway to confidence.
We were banging our heads against the wall.
We’d been doing everything we knew to try to speed up audience growth, but couldn’t seem to break through the plateau.
Putting out regular blog posts
Promoting content on social media
Using tools to capture contacts on our site.
But not seeing hockey stick growth we were expecting for our efforts.
Feeling slightly defeated, we realized we needed to switch things up and find something more engaging and more compelling…
i.e. Increase website traffic and create a BETTER method of turning visitors into real prospects.
While blog posts and downloadable docs can be core pieces of your content strategy they deliver marginal benefits in terms of building a relationship and trust with your visitors and prospects.
The big question was how could we adjust our strategy to be more personable and have a higher value proposition?
We decided to pursue a webinar strategy built around collaboration with influencers to create great content we knew our audience was hungry for. After all, we had been doing something similar with our blog posts for months.
Webinars have a multitude of benefits but there are several worth noting.
It’s Works… but it doesn’t come easy
After several months of constant tinkering we’ve become huge advocates of using webinars to grow your audience, and it has become the core focal point of our marketing efforts.
Why? Because we’ve seen the upside!
We are collecting roughly 3X the number of email addresses each month and generally selling at least a handful of annual subscriptions directly from each webinar.
If you have hosted a webinar before you know how time intensive preparation can be, so to try and save you some time and effort I’ve gone ahead and mapped out a strategy to use to host an effective webinar.
As I mentioned before, working with the right guest can help you not only boost the appeal of your webinar but it can also help you tap into new audiences.
I’ve found that guests generally promote the webinar almost as much as we do AND they usually provide lessons on what they’ve seen work in the past.
Who is your target customer and what are their interests? Find a topic that allows you to demonstrate your knowledge in the field and segues nicely into your offering.
For instance, I was working with a coach recently who catered to busy females 30-50 years of age. As her brand is heavily tied to the idea that her target market is super busy and doesn’t have time to take care of themselves, the following topics would be relevant for her webinar…
“The top 5 healthy dinner recipes for women on the go”
“How to create a time-saving workout routine that provides results”
Frame your webinar around providing a solution to a specific need or problem of your target audience, so they know what they are getting by signing up.
Keep in mind that a concise topic will ALSO make it easier for you to market to others.
There are two strategies we use consistently for our Nudge Coach webinars that I’m more than happy to share.
First off, to maximize signups from site visitors we set up a new campaign using the Sumome Welcome Mat, which is a simple plugin that delivers a simple call to action to visitors on your page.
This simple tool is incredibly effective when it comes to capturing leads, and the best part is that it integrates directly with Mailchimp allow this to feed into your other email lists.
Secondly, as one of the key goals of our webinars is to expand our audience we generally use some paid promotion as well.
Even if you are on a shoestring budget I recommend spending something on Facebook promotion, using their promoted post option. More and more companies are finding success through this channel because of how well you can target and the ability to measure your campaigns.
One of the hardest aspects of hosting a webinar is structuring all the necessary emails to accompany a person’s experience. For instance, a person signs up for the webinar on your site… then what?
You need to thank them and send them instructions on how to attend, reminders leading up to the actual event, etc. It’s tough, but once you have everything crafted you can reuse the framework for future webinars.
Here are some of the emails you should prepare ahead of time…
Email 1. Thank You and Next Steps (right after a person registers)
Email 2. Reminder 1: Don’t Forget about the Webinar Tomorrow
Email 3. Reminder 2: Webinar Starting in an hour
Email 4. Thank You for joining + Next steps (Purchase? Trial? etc.)
Email 5. In case you missed the webinar last night – link to recorded version
Email 6. Last change for this special offer
As you can see hosting a webinar is no easy task, but with fine-tuning can be an incredibly effective tool to grow your email list and start boosting sales.
Remember to ALWAYS provide folks with a way to watch the webinar on the own time as well as a clear action you want them to perform next, such as signing up for a special offer.
Using tools, like Nudge Coach, will help you establish a foundation for long term growth and will make sure you never miss a chance to provide great service to your clients.
“Create the highest, grandest vision possible for your life, because you become what you believe.” ~Oprah Winfrey
This is the most recited quote ever from Oprah and I’ve always loved it.
It’s simple and speaks clearly to all that is possible when you allow yourself the opportunity to create a vision for your life that is so grand it almost feels like a dream.
For me personally, visioning doesn’t come easily. I recently was tasked with creating a vision for my business and my life, and I found that for me… it just doesn’t come naturally. In fact, it didn’t come at all.
In trying to figure out the visioning process I did extensive research and talked to other business owners in my industry as a way of getting clarity.
My findings led me to a major breakthrough on many levels and I now see why it’s so important to not only set goals but to have a vision as well.
Today I’m sharing my findings so you too can develop a success strategy for you, your business and your life.
First let’s talk about the difference between a vision and a goal and how they work in tandem with one another as the ultimate success plan.
Simply put, a vision is the destination and
goals are the steps that get you there.
Goal setting comes naturally to me. It’s a major component of my core philosophy. Goals keep me on track so I always achieve what I set out to accomplish.
I am extremely practical and analytical which is why visioning is difficult for me. Visioning felt too ‘pie-in-the-sky’ for me.
Most people that I encounter on a daily basis are great at visioning but lack skills in goal setting.
They have no problem creating a vision or dreaming big but don’t have any idea what steps need to be taken to reach their vision, (destination).
Have you ever met someone that is always sharing their “next big idea” with you and you silently wonder to yourself, ‘what happened to your last big idea’?
That’s exactly what I’m talking about.
Whether you are great at visioning and lack goal-setting skills or if you’re like me and are great at goal setting but struggle with creating a vision for your life, without both working together you will find it difficult to create a successful business and life.
Here’s a great visual analogy for this topic…
Let’s say you are getting married in six months and it’s time to order your “perfect” wedding cake.
The vision you’ve always had for your wedding cake includes multiple tiered cakes, connected by a trickling water feature, creamy white frosting and a custom bride and groom figurine on top.
As you can imagine, there are many steps, (goals), along the way that will lead to turning your vision into reality.
What flavor is the cake?
Do you want the frosting to taste like almond or vanilla?
Do you want the water feature to have backlighting?
How many people will it feed?
Who will order the figurine?
Each one of those steps, (and a million more), lead to realizing the “perfect” wedding cake your vision started with.
See how that works? You start with a vision and then you determine the goals that will get you there.
So now it’s your turn. What is your vision for your life and/or your business?
Take the time to get crystal clear on what that looks like.
For me, I realized it’s not about a certain number of sales in my business. It’s about a feeling I want to cultivate that leads to mutual value and appreciation between my clients and me.
Living and working in that environment will lead me to one of my visions of being able to take my entire family on an all expense paid Caribbean cruise.
In doing the hard work, beating my head against the wall for weeks I realized that my life vision includes more family time and more family memories. What it doesn’t include is focusing only on sales and income numbers.
Right now I’m in the process of identifying the steps I’ll need to take to make that happen. In a nutshell, my true lifestyle freedom business.
Your next steps:
· Create a vision board, (Pinterest is great for this), of what you want your life to look like in 5 years… this is your destination.
· Take into account your personal growth, what you want your business to look like and where family and friends fit into the equation.
· Now grab a piece of paper and write down the steps it will take to get there.
· Once you know the steps create a timeline for each step.
· Most important thing to remember… allow for flexibility. You’ve established your destination but more than likely that will be somewhat of a moving target. As your experience and knowledge base grows so will your vision. That’s a good thing.
It’s time for you to take this information and adopt a vision/goal setting plan for your life and coaching business.
It’s amazing how productive and clear you can be when you work through this process.
To get you started on the right path in building your online coaching business I have compiled the “Top 10 Online Resources To Quickly Grow Your Health & Wellness Business & Build Brand Recognition Without Breaking the Bank”.
Just >>CLICK HERE<< to grab your copy.
It is 4 o’clock in the afternoon and you realize that the day has passed you by and you haven’t actually accomplished much. It’s not like you’ve been slacking off or anything, but you’ve just been spinning your wheels with busy work.
You ask yourself where did the day go and why haven’t you been able to check even one thing off your to-do list?
Does this ever happen to you? Confession time; it used to happen to me more often than I’d like to admit.
As health coaches, there is a lot to juggle. It’s easy to get sidetracked and end up feeling stressed out because the important things aren’t getting done.
The hacks I’m sharing with you today are insanely easy to do – set your mind to incorporating them into your life, commit to it, and watch your productivity soar.
I promise it will make a huge difference in how much you are able to accomplish in a much shorter period of time.
Being more productive can equal making more money. And who doesn’t want that, right?
Let’s dive in to the top 3 hacks that I know will help you accomplish a lot much more in your day.
1. Keep a running to-do list
I am not joking when I say I would be lost without my to-do list! It’s what keeps me focused and on track. It also helps me feel less stressed and scattered.
I like to keep a running to-do list so I can prioritize what needs to be done in what order. Getting it all out of my head and written down somewhere really helps. You don’t have to remember everything! When you think of something that needs to get done, write it down.
I like the Evernote app for this, but you can use what works for you. Ideally, you want something that will be available to view across all of your devices. You could even keep it super simple and create a Word document and put it in Dropbox or Google docs.
I used to use paper and pen, but I was wasting time rewriting and rearranging tasks (not efficient). Using something like Evernote allows you to create your list once, then check things off (and add more) as you go. You get that feeling of accomplishment when you get to cross something off your list. Yay, sweet progress!
I like to group my to-do’s by project, then prioritize each project and task. This will help you get an objective view of what you should focus on first.
For example, if I know I have a project due by a certain date, all tasks are arranged around that due date. Non-urgent tasks have to wait until the time-sensitive tasks are done.
If you can’t decide which tasks should be more urgent, consider prioritizing them by which ones will bring in income for you the soonest.
Note: Doing one task to completion is much more time efficient than jumping from one project to the next throughout the day. No multi-tasking! If you feel like you aren’t getting anything done, look at what you are spending your time doing during the day. Are you focusing on one thing at a time? It’s not always easy to do, but doing one thing at a time to completion will make such a difference in what you get accomplished.
2. Limit your distractions.
Okay, this is a biggie!
When you think about all the distractions we have during our day it’s crazy!
Just a few distractions at any given moment include: Email notifications, Facebook messages, checking social media, push notifications from other social media platforms, texts, phone calls – it’s nuts! No wonder we find it challenging to get much done.
How many times has it happened that you’ve been working away and you see an email notification pop up, or you decide to check Facebook for “just a minute” only to find that 30-60 minutes has gone by? You were totally derailed by something completely unrelated to what you were trying to work on.
If there is ONE thing I could suggest to double your productivity each day, it’s to log out of all social media and email until your important tasks are completed!
Yup, this means NO electronic distractions for a set period of time. Panic may have just set in, I know. Place your smartphone in another room (or only respond to urgent matters). Try setting a timer and working in 45-60 minute increments, then give yourself a short stretch break. This can work well because you know there’s an end in sight – and a reward – so you tend to be more productive. After a 5-minute break, get back to work.
Here’s the deal – we are used to working more ‘re-actively’ than ‘pro-actively’ and it is having a negative impact on our lives, not just our business. We feel more stressed and overwhelmed when we are pulled in so many different directions at once. And let’s face it, we can’t do our best work when we aren’t completely focused.
Starting tomorrow, give this a try and see how much more you get done. You might just be amazed!
Being an entrepreneur can be a lonely gig sometimes.
It’s easy to think you are the only one struggling in a certain area, when nothing could be further from the truth. It’s also easy to put things off until later when we have no one but ourselves to answer to.
This is where having an accountability partner or mastermind group can make a big difference.
I have a weekly mastermind Skype call with two amazing colleagues. We set goals, support each other, share ideas and provide feedback.
These two women really help me stay on track.
Find someone (or a group of individuals) that you can work with to hold each other accountable and stay focused. I have a great community support group on Facebook for certified health and wellness professionals, so be sure to connect with us for support and ideas. You can find us HERE.
There you have it – my top three hacks for keeping you business (and you life) on track. They are all insanely simple and take just a few minutes to get them really going.
For more helpful tips and tools for your business, grab your free copy of “7 Must-Have Tools Every Health Coach Needs for a Profitable Business.”
I challenge you this week to tackle one of these hacks and see what happens. Life might just get a little easier, and more productive.
What helps you to be more productive? Leave a comment below and let us know.
When you think about offering a cleanse or detox, one of the questions that may come to mind is “how long should the cleanse or detox be?”
This is an important decision because it will impact 3 things.
1. How many people are interested and enroll in your program.
2. The results people get during the program.
3. Your ability to “upsell” your participants into another program after the cleanse or detox.
Let’s break each of these items down.
#1 How will the length of your program affect how many people are interested and enroll in your program?
To answer this question, we have to understand your audience.
If you work with people who are eating a mostly standard American diet, they may be scared off by a 14 or 21 day program. For this audience, 7 days is a much easier “yes” for them. It’s a short enough time commitment, that it feels doable.
If your audience is very health and nutrition savvy, they may be more interested in a more “advanced” experience where they can dig deeper during a two or three week experience.
HOT TIP: As you develop a cleanse or detox, think about what will be an easy “yes” for your audience.
#2 How will the length of your program affect the results people get during the program?
Clients often get ask me how long a program should be.
Before giving my input I always ask my clients “how many days or weeks do you NEED in order to teach the content and take people through an experience that will get them results?”
To answer this question, you will want to put your coach hat on.
Will your program be fairly simple and only require one group call? In this case, a 7 day program is probably perfect.
Or, will you need two or three calls, in order to guide your participants? In this case, a 14 or 21 day program will work well.
#3 How will the length of your program affect your ability to “upsell” your participants into another program after the cleanse or detox?
A cleanse or detox is great starting point for most clients. It is a short program that gets them results quickly.
Once clients experience success with you, they will likely want more of what you have to offer. (This is one reason I believe cleanses and detoxes are such a smart thing to offer.)
If your program is longer than it needs to be, you may find yourself trying to solve all of your participants’ problems in a single program. This will not only be overwhelming for your participants, but it won’t lead to sustainable results.
When you create a cleanse or detox, you will want to be clear (with yourself and your audience) what problem you are going to solve during the program. Then, go back to #2 above and make sure the length of the program is in alignment with the results you want participants to experience.
Once you know what problem you want to solve during your cleanse or detox, think about what your participants’ next step will be with you.
For example, do you want your detoxers or cleansers to sign up for private coaching with you after their cleanse or detox? Or perhaps you have another virtual group program or VIP Day experience you want to lead them to after the cleanse or detox.
HOT TIP: As you digest all of this, remember that everything you do in your business is a test. Make a decision about what you think will be most effective and then see how it works for you and your participants. Take what you learned and adjust for the next time around!
Do you want to offer a group program but aren’t sure where to start?
Do you wonder…
…how to structure the program
…what materials to include
…how to create something people will buy
…what needs to happen when?
We’re about to change this.
I’ve put together a FREE webinar to show you, step-by-step, how to you can launch your own group program that your clients will beg for.
“How to Easily Structure, Market & Fill
Online Wellness Programs”
Thursday, September 17th
10am Pacific / 1pm Eastern
SPECIAL BONUS! When you launch a new program, it’s easy to get into overwhelm. After the webinar, I will send you our Online Program Launch Timeline. It spells out exactly what to do, so you can launch your program with ease.
Don’t worry if you can’t make the live call. Register anyway, and I’ll send you the recording after the call.
I typically keep my articles on Health Coach Weekly focused on business building tools and strategies but there has been something happening over the past couple of years that I think really needs to be addressed and isn’t talked about much in the GMO debate.
With yesterday’s publishing in The New England Journal of Medicine “GMO’s, Herbicides, and Public Health”, I am hoping we can reverse this trend of accepting this notion that GMO safety is “settled” science. Just because someone questions the safety of GMO foods does not really make them anti-science, a point I hope to drive home in this rant, I mean article.
I have seen a shift in strategy in the media over how to frame the question of GMO safety. This new strategy involves making it sound that the overwhelming majority of science points to the safety of Genetically Modified Organisms.
This takes on several disguises.
In this country at least, the vast majority of GM crops are genetically modified for basically 2 purposes, either to withstand the spraying of large amounts of herbicides such as Monsanto’s Roundup, or to actually engineer a pesticide to be contained within the seed or plant itself, such as Bt corn.
In a very popular article on Slate.com last month, William Saletan basically took this approach. I must say, I don’t entirely disagree with him. Perhaps there are some compelling uses for GM crops, although I would say the science is still out on most of them. The favorite of the pro GMO crowd is Golden Rice, which was promoted as a solution to Vitamin A deficiency in third world countries. This has become a very hot button issue with some very questionable scientific ethics in the studies, like feeding this rice to children without disclosing the source.
The reality is that in most of the developed world, the separation of GMO’s and pesticides is not a realistic argument. The vast majority of GM crops grown and consumed in the USA are either designed to be herbicide resistant or to contain internal pesticides.
Yesterday’s article in NEJM raises some excellent points in this discussion.
The first of the two developments that raise fresh concerns about the safety of GM crops is a 2014 decision by the Environmental Protection Agency (EPA) to approve Enlist Duo, a new combination herbicide comprising glyphosate plus 2,4-D. Enlist Duo was formulated to combat herbicide resistance. It will be marketed in tandem with newly approved seeds genetically engineered to resist glyphosate, 2,4-D, and multiple other herbicides. The EPA anticipates that a 3-to-7-fold increase in 2,4-D use will result.
In our view, the science and the risk assessment supporting the Enlist Duo decision are flawed. The science consisted solely of toxicologic studies commissioned by the herbicide manufacturers in the 1980s and 1990s and never published, not an uncommon practice in U.S. pesticide regulation. These studies predated current knowledge of low-dose, endocrine-mediated, and epigenetic effects and were not designed to detect them. The risk assessment gave little consideration to potential health effects in infants and children, thus contravening federal pesticide law. It failed to consider ecologic impact, such as effects on the monarch butterfly and other pollinators. It considered only pure glyphosate, despite studies showing that formulated glyphosate that contains surfactants and adjuvants is more toxic than the pure compound.
The second new development is the determination by the IARC in 2015 that glyphosate is a “probable human carcinogen”1 and 2,4-D a “possible human carcinogen.”2 These classifications were based on comprehensive assessments of the toxicologic and epidemiologic literature that linked both herbicides to dose-related increases in malignant tumors at multiple anatomical sites in animals and linked glyphosate to an increased incidence of non-Hodgkin’s lymphoma in humans.
These developments suggest that GM foods and the herbicides applied to them may pose hazards to human health that were not examined in previous assessments. We believe that the time has therefore come to thoroughly reconsider all aspects of the safety of plant biotechnology. The National Academy of Sciences has convened a new committee to reassess the social, economic, environmental, and human health effects of GM crops. This development is welcome, but the committee’s report is not expected until at least 2016.
In the meantime, we offer two recommendations. First, we believe the EPA should delay implementation of its decision to permit use of Enlist Duo. This decision was made in haste. It was based on poorly designed and outdated studies and on an incomplete assessment of human exposure and environmental effects. It would have benefited from deeper consideration of independently funded studies published in the peer-reviewed literature. And it preceded the recent IARC determinations on glyphosate and 2,4-D. Second, the National Toxicology Program should urgently assess the toxicology of pure glyphosate, formulated glyphosate, and mixtures of glyphosate and other herbicides.
Finally, we believe the time has come to revisit the United States’ reluctance to label GM foods.
“GMOs, Herbicides, and Public Health.”
Philip J. Landrigan, M.D., and Charles Benbrook, Ph.D.
N Engl J Med 2015; 373:693-695 August 20, 2015
My friends over at The Food Revolution Network did a great summary of the article HERE.
I think the next year or 2 will be the deciding factor of the future of GM foods in the US. It has finally reached the mainstream and if we can all get well educated so we are not painted into an “anti-science” corner as the food industry would like, we have a real shot at getting GM labeling laws passed in the near future. Of course, it could easily go the other way, similar to the vaccine debate, the choice is up to us.
“People tell me all the time that they love my newsletter and find me so inspiring but I seem to have trouble getting them to say ‘yes’ to my programs.”
If you personally feel the pain from the statement above you’re going to love the information I’m sharing in this post.
The quote above actually was sent to me via an email a few weeks ago. It’s one version of an array of emails that I regularly receive all based around the same topic… “Why aren’t more people saying yes to me and my programs?”
Here’s the deal, it comes down to one of three reasons, (or maybe all three in some cases). Understanding each and making adjustments in your strategy will turn a ‘No’ into a ‘Yes’ almost every time!
Reason #1: They aren’t convinced that you understand their problem.
To make sales in any business you must do some type of marketing. The most important element to your marketing is demonstrating that you completely understand their problem.
When you speak, (or write), using the same language or phrases they use to describe their problem they will feel like you understand. More than that, they will trust you because you are displaying a knowledge base that proves you get where they are coming from.
Reason #2: They aren’t convinced that you have the solution.
Whether you have a one-on-one conversation or you have a sales page online you must be able to convince your potential client that you have the solution they’ve been looking for to solve their problem.
Again you do this through speaking their language but even more importantly you accomplish it by outlining the benefits they will receive by working with you.
Speaking in benefit statements can be a little tricky but here is a formula that will help you.
Ask yourself this question, “How will their life change/benefit from working with me?” Now make a list of all of the answers you can come up with.
Keep this list close by and always remind yourself to speak and write in benefit statements for every type of marketing you do.
Reason #3: They want to date you… not marry you.
Unfortunately this too often is the case with entrepreneurs that don’t have a marketing system in place. They rely on a take-it-or-leave-it sales pitch.
A potential new client comes into their world and instead of asking them for a date, they ask to marry them. They haven’t even had the chance to get to know one another yet and already they are promoting their highest priced program, product or services.
There will be a time and place for that, (as all great relationships have), but right away isn’t the answer.
Bridging the gap from someone being a new lead to a paying client calls for a time investment by you into the “Know, Like, Trust” factor.
You can easily do this through a series of automated emails, videos, audios, etc. that share your best tips and strategies with your new ideal client.
This gives them the opportunity to receive and implement what you are sharing so they have time to see the winning results. This strategy has been proven again and again to be the quickest way to get someone to say “YES” to what you are offering. (Although it does require some patience on your part.)
Reason #4: All of the above.
Yes, I’m being a little playful here but I’m going somewhere with this I promise.
I often work with business owners that struggle with each of the three reasons I described above. But in truth, it goes even deeper than what I’ve shared so far.
Each of the three reasons above will be completely eliminated if you get crystal clear on who your ideal client is. I mean super-duper, crystal clear on who your ideal client is and what their pain points are.
You need to know them inside and out, backward and front. It’s important to speak their language and understand their struggles.
When that becomes the case all of your messaging will become more influential. Your blog posts are more targeted, your social media posts get more engagement and your sales conversations, (whether in person or online), become more impactful.
Take the time necessary to build a solid ‘Know, Like, Trust’ campaign and before you know it you will have clients regularly saying “YES” to you.
Remember, it all starts with laser-focused, crystal clear identification of your ideal client.
Try it and I’m positive you’ll be amazed by the results.
To your success,
Are you undercharging to get clients? Or do you work too many hours for too little money? Maybe you fear that if you increase your fees, you won’t be able to find clients willing to hire you.
In this article, I’ll share with you four essential steps that will allow you to charge what you’re worth and get it.
You can increase your fees 20%, 50%, or even 200% and get more clients than you do now. But before you do, there are a few things you’ll need to have in place.
Each of the following four steps can help you increase your fees and/or earn more while working less. But when combined together, they have an amazing, synergistic effect – allowing you to truly charge what you’re worth.
Here are the four steps to focus on.
There’s a big difference between someone who is desperate for a solution to their problem and someone who is slightly interested in your services. The first is willing to invest time, money, and effort into getting relief. The second one isn’t.
Many coaches undercharge and struggle to get clients because they are trying to “sell” their services to people who aren’t convinced that they need help in the first place.
Your ideal client is someone who is desperate for a solution and is already looking for the transformation that you offer. There’s a good chances that they’ve been suffering with their problem for months, years, or even decades. And nothing they’ve tried has worked well or had lasting results.
Coaches often undercharge because they’ve never figured out the true and real value of their services. Miss this, and you’ll end up working for peanuts – with a hobby, instead of a profitable coaching business.
The real value is equal to the transformation your clients experience, not the amount of time you work with them.
Write down the results your clients experience in their life after working with you. Do they have more energy? Do they feel more confident? Are they able to earn more money, get a better job, or find their true love? Make a list of all the ways they benefit.
Ask yourself, what that is worth to them? What is it worth to no longer be anxious or depressed? What is the value of doubling their business, getting a good night’s sleep, boosting their energy, or finally eliminating pain?
Try to put a monetary amount on each benefit, and you’ll quickly see that you can easily charge what you’re worth for the transformation you offer.
Let me show you how powerful a proven, step-by-step system can be for charging higher fees.
If you wanted to lower your blood sugar and boost your energy, would you rather:
A) Work indefinitely with a health coach on your lifestyle and food choices until you get the results you want?
B) Start a proven, step-by-step, 6-month program for lowering your blood sugar, losing weight, and boosting your energy?
Obvious choice, right?
Consider the services you are currently offering. If your clients get amazing, transformational results, then you already have a proven, step-by-step system in place. That means you just need to document what that system looks like. Then use it in a program.
This is an extension of your system discussed in Step 3. Your programs (and packages) will include your proven, step-by-step system, along with a collection of features that produce a specific result.
Your program may include a number of coaching sessions, email access between coaching sessions, handouts, books, video training, workshops, or any other features and services that a typical client would need to get the transformational results you deliver.
I recommend you offer at least two different programs, each for a fixed investment and specific time frame. That way you have an entry-level program, like a Jump Start package or group program, for people with a limited budget, and an in-depth program for people who want a lot of your time and attention (and are willing to pay for it.)
You can easily charge what you’re worth and get it. Think about the services you currently offer and the amazing transformation your clients are getting. Then redesign your current programs with the above four steps in mind. You should notice an immediate increase in the number of clients you are able to attract.
I recommend that you increase your fees at least 20% to start. Many of my clients have been able to increase their fees 50-500% with just a few tweaks to their existing programs. Over the years, I’ve personally doubled and tripled my own profits multiple times by focusing on these four things.
What are you waiting for? Find a comfortable place to work, and get started today.
Please leave a comment or question below – I’d love to hear from you.
It’s one of the four most important pages on your website. If you don’t have any content on this page it certainly can give a potential client a moment of pause before hiring you. The page I’m referring to is your ‘Testimonial Page’.
Have you ever been on Amazon ready to click the buy now button to purchase a hot new book or the latest trending gadget and just before committing to the purchase you think to yourself… maybe I should check out the reviews?
Even more importantly have the reviews or testimonials ever swayed your decision whether to buy one way or the other? I know that has happened to me time and time again.
Testimonials carry a tremendous amount of credibility when a potential buyer is thinking about making a purchase. It’s the same situation when a potential client is checking you out on your website trying to decide if they will hire you. Of course, one of the first places they will go is your Testimonial Page to read about the experiences of your past clients.
Unfortunately this page is one of the most neglected or ignored pages by Coaches and Consultants when they are new in business and haven’t yet worked with their first client.
There is no doubt that you want to make a great impression and have your website content persuade your potential client to say, “Yes” to hiring you. But what should you do if you don’t have a single testimonial to add, leaving your Testimonial page blank?
I have GREAT news for you!
You can easily build an extremely impressive and professional Testimonial Page even if you’ve never had a paying client.
Keep in mind that the goal of a Testimonial Page is to build credibility in the eyes of your ideal clients. When designed in a way that spotlights your value and experience it will quickly convince the reader that you’re just what they are looking for and they’ll immediately want to hire you.
Today I’m sharing 3 easy strategies you can implement today that will instantly establish you as an expert and authority within your niche’, even if you’ve never had a paying client.
Strategy #1: Ask colleagues or mentors to write a testimonial describing your expertise and commitment to your clients.
Who better to give you a recommendation than someone you’ve learned from or a peer in your industry that has knowledge of your programs, products and services?
Strategy #2: Ask friends and family that you’ve helped and supported with your vast knowledge to write a testimonial describing how your support has caused a change or improvement in their life.
As a passion driven entrepreneur, you are more than likely sharing valuable tips and strategies with those around you all of the time. Even the smallest improvement in someone’s health or condition is worth documenting in a testimonial.
Strategy #3: Document each time you participate in a local talk, online summit, guest blog or are interviewed on a podcast. This type of exposure certainly establishes your expertise and gives you the opportunity to share your knowledge with a larger audience.
If you’re being asked to share your information with someone else’s following, it is definitely noteworthy and should be included on your Testimonial Page.
All you have to do is take a screenshot of the webpage and write a descriptive paragraph about what you offered during the event.
BONUS STRATEGY: If you want to take Strategy #3 one step further, ask the host of the event you participated in to write a testimonial about the value of your presentation. Ask them to share their favorite part of the information you shared and how it impacted them or their audience.
If you would like to learn more about designing the perfect Testimonial Page, how to capture amazing testimonials from your past clients and the 5-step process that breaks it all down for you, just grab a copy of my brand new guide by CLICKING HERE.
The Client Testimonial Acquisition Formula
Build An Amazing Testimonial Page Even If You’ve Never Had A Paying Client
Don’t wait! Download your copy of my brand new guide right now and then draft a list of 10 people you can ask for testimonials today. Draft a simple email to each of them, (just copy and paste for simplicity), asking them to provide a testimonial to you. Set a 2-week timeline for collecting at least 3 brand new testimonials that you can add to your website immediately.
You can do this! I believe in you and your success.