Do you ever find yourself falling into the trap of comparing yourself to other health coaches? Maybe you wonder how they seem to have it all together, and you feel like you’re moving along as slow as molasses sometimes. Do you ever feel discouraged and maybe even question if you have what it takes to make it in this field?
It’s easy to get so get caught up with what others are doing, and begin to compare ourselves, and then we feel like we fall short. The phrase, “Comparison is the thief of joy,” illustrates just how much our illusion of perfection can hold us back.
Constant comparison can cripple our business. It is easy to look at successful business owners, who seem to have it all together, and think that if we were more like them, then everything would be perfect! However, we don’t see the struggles that person has had to face behind the scenes or how long it took them go get there. We don’t know what tough decisions they had to make in order to get to where they are today. All we see is the end result, not the obstacles they had to overcome to get there.
It’s great to look at other people for a source of inspiration to see what’s possible, but just remember to tailor your goals and your plan of action to fit your unique needs and dreams.
The illusion of being perfect or feeling like everything has to be perfect holds us back from building the life and the business we want. Clients don’t expect you to be perfect – they expect you to be kind, compassionate, relatable and supportive.
Most clients appreciate coaches who show their ‘real’ side. They can identify more easily with someone who is authentic; someone they have seen struggle and overcome obstacles. When you share your story which includes where you may have stumbled or failed along the way, people will be drawn to you so much more. Maybe your transformation is still underway, and that’s totally fine too.
When you share your failures along with your successes, you make yourself vulnerable, but you also make yourself more approachable. You don’t want your clients to put you on a pedestal because they won’t be able to relate to you in the same way. Instead, seek to be genuine and caring. Forgo the illusion of perfection, and focus on authenticity and inspiration.
In what ways can perfection be holding you back? As business owners, we are often our own worst critics. By thinking that you aren’t good enough, knowledgeable enough, or that your website isn’t exactly how you want it, can really hold you back. You may even feel like you need another certification or degree in order to be taken seriously, and this is rarely the case. It’s too easy to fall into the trap of chasing certification after certification which only delays you getting out there and helping people.
Don’t let the things you haven’t accomplished yet hold you back from pursuing your dreams. You are the face of your business. Don’t be so caught up in your imagined shortcomings that you fail to pursue your goals. Instead, focus on what you have accomplished, and use those as stepping stones to achieve your long term goals. Do what you can with what you have now, and see where it leads you.
This illusion of perfection can cripple your progress in your business. You may spend so much time waiting for the perfect circumstances that you never make progress toward your goals. It’s important to proceed even though things aren’t perfect. Progress always trumps perfection. Take one small step toward your goals, and then another. Before you know it, you will be well on your way to where you want to be.
It is important to surround yourself with individuals that will lift you up and encourage you. Having a support system in place can help you get off the never-ending hamster wheel of perfection. When you find like-minded colleagues, allow them to support you rather than viewing them as your competition.
When we view our peers as a support system rather than competition, we open ourselves up to growth. We all have unique strengths and weaknesses that we can learn from. You can even create your own mastermind group and grow together. By freely sharing ideas, you can learn new things, and brainstorm new projects that you may not have considered otherwise.
If you’d like to connect with other like minded people, I have a Facebook group full of wonderful and supportive health coaches. Feel free to join us HERE. We provide connection, inspiration, and ideas to help you build your health coaching practice.
Don’t let comparison and the illusion of perfection stop you from reaching your goals. Find the support you need, and put the action steps into place that will propel you to reach your goals. You can do this, and I’m rooting for you!
Why does it seem so hard to get clients? You’re passionate, talented, and people get amazing results when working with you. But you’re struggling to grow your health coaching practice.
Over the years, I’ve talked with many health coaches, and invariably, I find that these amazing coaches are making one (or more) of the following five mistakes.
If you’re having trouble attracting clients, chances are good that you are making one of these common mistakes, too. The good news is that these are all easy to fix, and you’ll learn how in this article.
See which ones you are likely making right now and learn what to do instead.
If you’re struggling to grow your coaching practice, it may be because you’re talking enthusiastically about things your ideal client doesn’t understand like: gut health, liver cleanse, adrenal fatigue, leaky gut syndrome, or green smoothies.
Although you have an understanding and appreciation for how these things can transform people’s health and lives, chances are good that the people you talk to won’t. Worse, they may automatically discount working with you because they don’t identify with what you are saying.
If your clients get amazing results, but you feel frustrated trying to convey the value of what you offer when you market your services, this may be the biggest mistake you are making.
SOLUTION: In order to attract clients, you want to use the same words they are using to describe their problem and the solution they are looking for. Listen to what people are saying and use the phrases they use. When talking with potential clients, include words and phrases like: weight loss, more energy, reverse diabetes, or stop mood swings. They may not understand what adrenal fatigue is, but they will understand the phrase “all day energy.”
This is a two-fold mistake. First, it causes you to under-change for your services. And second, it is the false belief behind mistake #3: not promoting yourself.
I’ve talked to so many holistic practitioners who are holding themselves back because they believe they need more education, certification, or an online presence before they can promote themselves.
Are you waiting to start your business once you finish a certain course, complete a training program, or jump over the next hurdle? If so, then this could be your biggest mistake.
SOLUTION: This requires a mindset shift. As a health coach, you are a supportive mentor who motivates and guides your clients into making positive lifestyle and behavior changes.
Having all the answers isn’t part of your job description. And no matter how brilliant you are, I’m sure you realize that even top professionals in the medical field don’t have all the answers. So why should you?
Accept that you only need to know a little more than your client in order to help them. That’s it. And if you passed your health coach certification, then you already know 90% more than the general population on your expertise.
If you’ve ever helped someone transform their health (including yourself), then you already know enough to help others. No one is expecting you to know everything or have all the answers – except maybe you.
It’s wonderful when you have a waiting list of clients ready to work with you. And most coaches dream of day when they can fill their practice by referrals alone. But the reality is that you won’t get clients unless you market your services.
Promoting yourself is especially important in the beginning when nobody knows about you or what you can do for them. But it doesn’t have to feel “salesy.” Marketing is not a 4-letter word.
If you feel that you’re a best kept secret, then this could be your biggest mistake.
SOLUTION: Understand that marketing is about attracting the people you most want to work with. And it can be fun and easy.
It can be as simple as sending announcement letters to friends and family, writing guest articles for someone else’s site, or posting to social media sites.
You can hold free, live presentations in your area on your topic of expertise, such as “How to Drop 2 Dress Sizes in 30 Days” or “The Top 5 Cancer Fighting Foods and How to Cook with Them.”
When someone asks you what you do, have a short response ready that gets people curious. Instead of saying, “I’m a health coach,” you might say “I help women over 40 fight cancer.” Most people who heard that would ask how you did that and want to know more.
There are more ways to market than you can imagine. And you don’t have to have a website to get clients, though it can help.
If you try to be everything to everyone, you’ll end up helping no one.
As a health coach, you have the skills and training to help a great many people with their health and wellness. But if you want to easily attract clients, you need to choose a unique group of people to work with. That includes a niche and branding. It will make you – and your future clients – much happier.
To be clear, a niche is a subset of a community that relates to a specific topic. For instance, if the community you want to market to is “natural health,” then the niche could be “digestive issues.” You could even get more specific and choose the niche “food allergies.”
Your brand is how you clearly communicate who you are, what you do, and the results you can deliver. It identifies your specialty in terms that will attract your ideal client to you. So in the example above, if your niche was food allergies, then your brand might be a title: Mary Smith, Your Food Allergy Coach.
If you’re promoting yourself and getting little to no enthusiasm from the people you speak with, then this is likely your biggest mistake.
SOLUTION: Although you could help almost anyone with their health and wellness, I believe that your background, interest, experience, and training has prepared you to deliver amazing, transformative results to a specific group of people.
If you haven’t yet chosen a niche, start with that. Identify which group of people get the best results when working with you and what topic you enjoy most. That is your niche.
If you’ve already chosen a niche, then create a brand such as a title, a tag line, business name, and/or an introduction that can grab people’s attention in eight words or less.
This is the biggest client attraction mistake I see health coaches make, especially when they are just starting their practice. They tell themselves they have plenty of time to build a list later or that they’ll start once they have a website. But without prospects, there is no income.
The first step to having a list of clients ready and willing to hire you is to have a list of prospects that you follow up with regularly. Without this list, you’ll always feel like you’re starting from scratch when trying to get clients.
I see so many health coaches with social media pages or websites that have no list building strategies incorporated in them. Or they give live presentations, but don’t collect information from attendees so they can follow up with them.
If your income constantly fluctuates, this is likely your biggest mistake.
SOLUTION: You don’t need a website or an autoresponder to start building a list of prospects, so don’t let that hold you back. Both of these can, however, put your marketing on autopilot.
If you have a website, get an autoresponder account so you can start collecting names and email addresses from your website visitors. I personally use and recommend AWeber.com to all my clients. They offer a 30-day free trial, tons of tutorials to get you started, plus free phone support.
You’ll want to offer something valuable for free in exchange for their information, something more than just a newsletter. If you’d like a proven 5-step system for creating free offers that people love, see this article: Create an Irresistible Free Offer
If you don’t yet have a website, you can still start building a list. Write down people’s contact information when they seem interested in what you’re doing. Then follow up with them by email or phone with an offer for a complimentary strategy session.
Or the next time you attend a conference or networking event, collected a bunch of business cards from people who you think are great referrals. Then follow up with them, tell them a little about what you do, and ask if they know of anyone who would benefit from a complimentary strategy session.
There are many, many ways to attract clients. And probably just as many mistakes that chase clients away. After eight years of helping health coaches with their marketing, the above five are the biggest and most common mistakes that I’ve seen.
Ask yourself which of the above mistakes you are making today. Which of the above are keeping you from attracting the clients you most want to work with?
The great news for you is that many of the solutions above can be implemented in a week – and some in just a day.
· Do some online research tonight or talk to an ideal client. Listen to their words and phrases and you’ll be able to talk on their level in no time.
· Shift your mindset about the need to have all the answers, and you can experience a breakthrough in false beliefs that are holding you back.
· Start promoting yourself today – or the next time you meet someone.
· Think about what you are best at and which clients you love to work with. Pick a niche or create a brand in just 24 hours. Here’s how: Create an Irresistible Brand in 1 Day or Less
· Make a list of people you know who you’d love to work with. Include their names, email address, mailing address, and phone number (if you have it.) Then start following up with prospects tomorrow.
· Create a free, irresistible offer for your website and add a web form to start building your list on autopilot. If you use a checklist or assessment you’ve already created, you can have it online in just 1 week or less.
If you’ve found this article helpful, please leave a comment or ask a question. I love hearing from my readers.
For more tips, strategies, and articles on how to get more clients and create irresistible offers, programs, and websites, visit http://www.KarenBrunet.com. From Karen Brunet, The Irresistible Marketing Coach, where “It’s not just a website…It’s the Mother Lode!”
Overwhelmed. Frustrated. Burned out. Does this sound like you? Are you trying to do everything in your business and running yourself ragged in the process? If so, you’re not alone!
Most business owners face this problem at one time or another. We may be taught how to coach, attract clients and grow our business, but I don’t think many of us are taught how to balance life as an entrepreneur. For most of the coaches I talk to, it’s quite a juggling act. I face the same challenges at times, so I know how it is. It can be hard to turn off ‘work mode.’
After I hit a time of burnout last year, it forced me to look at what changes I needed to make if I wanted to continue to have a thriving business, while still taking care of myself. The best lessons are always the hardest, right? I’m sure you have a lot on your plate right now too.
As you start out with your coaching business, you want to have systems in place so that when your practice starts to gain momentum, you’ll know where most of your focus, time and effort should be spent.
One thing that is important to realize as a business owner is that you should not be doing it all on your own. This is a recipe for burnout, and it happens to a lot of people.
So what do you do?
It’s important to evaluate your tasks and projects, and decide what can be handled by others, or possibly skipped altogether.
For me, the first step with this is to know my vision, and then set goals for the year (if a year is too much, start with a quarter). What are the most important things to focus on, that will get you the results you want?
Here are a few project ideas to consider:
Looking at this list, which options will help you the most right now? Perhaps there’s something that isn’t even on this list that you’ve been thinking about doing. Don’t get overwhelmed, just pick one or two at a time, and do them to completion before you start something else.
Once you decide on your goals and your plan of action, then you can figure out the pieces of the puzzle and how you will get it done (without feeling frazzled).
Start by making a list of the tasks that you currently handle (or will need to handle) and add any additional tasks that would improve the functionality of your business. From there, prioritize which tasks are the most important to keeping your business running and which ones do not have much of a long-term impact. You will use this list to further evaluate your tasks and decide which category they fall into: Drop, Defer, Delegate, or Do.
Take a look at the tasks toward the bottom of the priority list you just made. Which tasks are low on your list and also have a low return on investment (ROI)? These are likely time drains that do not make a dramatic long-term impact on your business.
Perhaps you have been spending tons of time promoting your services on a certain social media site, but your ideal client isn’t active on that platform. Or maybe you are wasting time doing something else because it’s “comfortable,” but it’s not producing any results. Here’s one example – Have you ever found yourself scrolling through your Pinterest feed only to realize an hour has gone by? You started out pinning an awesome recipe, only to find out you just created 3 new boards to decorate your house! Whoops!
One of the biggest mistakes that health coaches make in their businesses is being afraid to cut things that they have been told are important. Just because an expert recommends something or you know someone that a certain tactic has worked well for, does not mean that the same thing will necessarily work well for you.
Take a hard look at the items on the bottom of your list. What kind of time are you spending there, and what are the results you are seeing? If your answer is “little or NO results,” it’s time to consider dropping that item completely. Once you have eliminated unnecessary distractions and time drains from your business, your time will be freed up for more important tasks.
Next, take a look at your list and decide what items may be of value but maybe the timing isn’t quite right. It can be easy to slip into the trap of trying to jump ahead in your business, even when the necessary foundation is not yet complete. I have to remind myself of this on a regular basis!
Try to stay focused on one project at a time, and take it to completion so you can start making progress. Monitor your results. There are tasks that may come your way that could benefit your business, but you may not be ready to see that particular project to completion yet. Avoid those tasks. Distractions are always going to pull at you, so you need to be able to put our blinders on when necessary.
A good strategy for tasks that can be deferred is creating a “projects for later” document for your business goals (I currently use Evernote for this). These are goals that will help you meet your long-term objectives, but you may not have the time or resources to tackle them immediately. Put all these tasks down on one document, so you have a clear vision of what you would like to work toward in the future. Once a quarter, reevaluate the items in this document and decide if you are ready to move forward with any of them. This way, you can stay focused on your long-term goals but you won’t be distracted by trying to take on too many projects at once. Just be sure to write them down when you think of them, or if you’re like most people, you’ll forget.
Once you have decided what tasks to drop and defer, look at the remaining tasks on your list and decide what can be delegated. Don’t be afraid to hire help, especially if it is an area you are weak in.
Hiring a professional not only frees up your time, it can also lead to improved effectiveness (and a lot less stress for you) and more profit. By outsourcing tasks to people who are strong in that area, you can ensure that the end result will represent your business well.
Take a look at tasks that you either don’t enjoy, or you are not particularly skilled in. Those should be the first tasks you delegate. Once you have delegated those tasks, take a look at what you do enjoy, but may not have a high ROI in your business. These tasks should also be considered for outsourcing. These may be things like creating your own graphics, motivational quotes, web design, SEO, etc.).
Delegating does not have to be expensive. If you are just starting out and your budget is low, check out sites like Fiverr, or Upwork. You can find freelance help for all areas of your business – from graphic design and web design to virtual assistants and more. You can also ask for recommendations from friends and colleagues.
For ideas on some of the best tasks to outsource, along with six signs that it’s time to start outsourcing, check out this post HERE.
The remaining tasks on your list should be the most important, with the highest ROI. These are the items that are critical that you handle personally. Now that you have dropped, deferred, and/or delegated the other tasks on your list, you can put your full energy into tackling the most vital tasks within your business.
These are the tasks that will help you grow your business, and increase your profitability. By becoming laser focused on these tasks, your business will be stronger than ever before.
If you aren’t sure, it’s helpful to ask yourself “Will this help me move my business forward right now or help me reach my goals?” or “Is this the most important thing I can be doing right now?” I have found that answering these questions helps me get perspective when I need it.
You don’t have to do it all, no should you do it all. Evaluate and categorize your tasks to take back control of your business (and your life). By only focusing on the most crucial tasks within your business you can reduce your stress levels while still growing your business.
So, how did I come back from my episode of burnout? I recognized what I was doing wrong, and I took some time off to recharge and reprioritize. I didn’t completely unplug or go off the grid (ha, but the thought did cross my mind) – instead I put a hold on any new projects for a few weeks so I could slow down, reprioritize and outsource more things. I felt a sense of relief and renewed energy, and came back stronger. I’m sharing my lesson with you in hopes that it helps if you are facing (or will face) the same thing.
“The strong individual is the one who asks for help when he needs it.” Rona Barrett
Maybe I can help you check one thing off of your to-do list!
I have a great gift for you to help you build your email list – “30 Days to a New You!” is an eCoaching series you can use as a free offer on your website to build your list, and create raving fans. Grab your free copy >> HERE <<
It’s the New Year, and you’re getting ready to take your health coaching practice to the next level. Congratulations! Whether you want to launch your practice, master social media marketing, start a group program, create a website, or just get three new clients next month, here is a checklist that will make it so much easier to attract clients.
I like to think of these 7 essential steps as Client Attraction 101. Use the checklist with any marketing effort, whether in-person or online, to get more clients, more often.
1. Choose a niche.
A niche is a specific group of people you most want to work with. For example, you might work with people who have diabetes, women who want to lose weight, or people with mood swings. This should be a group that you know you can help improve their lives.
2. Identify your ideal client.
Your ideal client is someone in the niche that would get the best results when working with you. They should also be someone you enjoy working with. For example, you may prefer working with women over 50, or with diabetics who have been diagnosed in the last 2 years, or with men who need to lose at least 50 pounds.
3. Specify your transformation.
Your ideal client has a specific problem. Your transformation is the result or solution that they desperately want. As a holistic practitioner, you can certainly help them improve their health. But to really attract clients, you want to be more specific that that.
For example, do you help women lose weight after the baby is born, show someone how to reverse diabetes, or eliminate mood swings?
4. Create an irresistible branding message.
This is the promise of an experience. It is a combination of the first three above. You want a simple sentence or tag line that will resonate with your ideal client, something they can get excited about.
For instance, if you were talking with a new parent and told them you were the founder of BabySleep, and you help parents and babies get a good night’s sleep every night, do you think that would grab their attention? (The answer is a resounding yes!)
5. Offer something valuable for free.
There are so many things you can offer, depending on where and how you are interacting with potential clients. You can offer a free report, a health breakthrough session, articles online, a checklist, quiz, or assessment.
What’s important is that it is very valuable to your ideal client. This will help you attract the people you most want to work with. It also helps establish your credibility so they know, like, and trust you.
This works best if you combine it with #6 below. Once you offer something for free, you need a way to follow up. I’ve talked to many coaches who tell me they’ve been helping people with free advice for years, but they have no paying clients. They had no way to follow up.
6. Get their name and follow up.
It’s not enough to attract people; you want to attract paying clients. So when you offer someone a free report, discovery session, or assessment, ask for their information so you can follow up with them.
Statistically, people buy from you somewhere between the 5th and 12th contact. You want to touch base with them with a phone call, email, newsletter, or social media post. I personally love and recommend email autoresponders because it allows you to follow up with potential clients on autopilot.
Now there’s just one more essential step to attracting clients…
7. Make them an irresistible offer.
In steps 1 – 6, you’ve learned how to attract people who are potential clients. But they are not an actual client until they hire you (or buy your product). You can offer a private coaching package, a live group program, a teleseminar course, a home study course, a book, an audio program, or a membership.
The key is to make your offer irresistible by offering a program that delivers the experience you promised in step #4 above.
Your offer could include a quick start program, such as how to lose the first 10 pounds or how to do a 10-day detox. Or it could be a long-term program that includes everything they need to reverse heart disease, eliminate acne, or end depression.
The above 7 steps include essential marketing you want to have in place BEFORE you start trying to attract clients. When you use the checklist, you’ll find yourself much more effective, focused, and confident.
Here’s an example of how easy and effective this can be. I’ll use the example above of BabySleep.
You may be waiting around to pick up your child from school and start chatting with a parent that looks sleep deprived.
When they ask, “So what do you do?” you respond, “I’m the founder of BabySleep. I help parents and babies get a good night’s sleep every night.” They immediately start talking about how tired they are because the baby never sleeps through the night, and they want to know, “How do you do that?”
You reply that you’d love to talk with them further and see if you can help them uncover some hidden obstacles that are stopping their baby from sleeping through the night. You get their phone number and set up an appointment on your smartphones for the two of you to have a Sleep Discovery Session. During the session, you offer them your program to help their baby sleep, they say yes, and you’ve got a new client.
You can use a variation on this marketing strategy in YouTube videos, social media marketing, website offers, speaking engagements, and so much more. Whatever strategy you use to take your holistic practice to the next level, this checklist will help you create irresistible marketing so you can attract more clients.
If you’ve found this article helpful, please leave a comment or ask a question below. I love hearing from my readers.
For more tips, strategies, and articles on how to get more clients and create irresistible offers, programs, and websites, visit http://www.KarenBrunet.com. From Karen Brunet, The Irresistible Marketing Coach, where “It’s not just a website…It’s the Mother Lode!”
Have you made a resolution for your health and wellness business yet for 2016?
Chances are you’ve been hearing a lot of talk lately about goal setting and mapping out your plans for the upcoming year.
It’s true that without that level of defined strategy you will find it more difficult to be profitable. But I want to ask you to take a walk with me down memory lane of the last year to see what you did right and what you wish you would have done differently.
I always like to start with the positive. So let’s go there first.
Name three things that you’re really proud of that moved your business forward in 2015.
Maybe it was deciding on the perfect email management system or creating a new free offer that has quickly grown your email list or you purchased an awesome done-for-you program that you plan to implement in the coming year.
To all of those things, (plus every other thing you did that made you proud), let me say congratulations!
Now let’s acknowledge the things that didn’t go so well. Name three things that didn’t go the way you thought they would AND THEN write next to each of them what you will do differently next time.
You see testing things in business is the sign of a great business owner.
When you allow yourself to be open to all opportunities you will try new things. Some of them will work and some of them won’t.
When something doesn’t go the way you had planned it is the BEST business experience you can get and will definitely allow you to be more successful in the future. (Remember, there are no failures.)
I know many health and wellness coaches and consultants regularly purchase done-for-you programs in hopes that it will be the missing link to attracting new clients and FINALLY growing their business to a profitable level.
But too often, the program either never gets launched or they give it a try and it doesn’t receive the results they had imagined.
Has this ever happened to you?
If so, what was your next move?
Did you feel defeated? Did you purchase a different done-for-you program in hopes that the results would be different next time?
In my experience, health and wellness business owners get in business because they are passionate about helping people. I know that’s why I invested in my coaching certification through the Institute for Integrative Nutrition.
But after spending thousands of dollars on degrees and certifications they are surprised when customers aren’t rushing to work with them.
When I started building my health coaching practice I had one thing going for me that, unfortunately, many other coaches and consultants don’t… I had years of previous business ownership and marketing experience under my belt.
The reason the done-for-you programs aren’t producing the kind of results you and many of your colleagues were hoping for is simple… there isn’t a solid marketing plan to get in front of your ideal clients before making your offer.
Truth is, there isn’t a business on the planet that can grow and thrive without some type of marketing effort going on to get the word out about their services.
I know you understand that. Marketing is essential for every business… even yours.
So what does it mean for you?
I know you’re filled with passion to help your dream clients heal their bodies. That is a noble mission for sure.
My passion is helping you get in front of those dream clients with a solid marketing plan that utilizes social media and email marketing to promote your programs, products and services.
Your programs, (done-for-you or self-created), are only part of a solid business plan. The other part is discovering how to quickly cut through the overwhelm, confusion and chaos by implementing a proven online marketing system that WILL work for you.
Want to know more about that proven online marketing system?
I have put together a 90-minute workshop filled with action steps where I promise to share the exact online marketing plan I teach all of my clients, (and use myself).
The workshop is called:
4 Steps To Create An Online Business That Will Attract Your Ideal Client, Grow Your Email List & Consistently Make More Sales
I’m personally extending an invitation to you.
To learn more and join me, JUST CLICK HERE
I am truly committed to sharing with you a success strategy that is proven to work. All I ask from you is that you too commit to your business success in 2016.
If you want next year to be your breakout year, now is your opportunity to do something about it.
No one else teaches online marketing like I do. No one else in our industry breaks it down in a way that makes it easy to understand with step-by-step action items you can take each week that get results.
Your online presence will grow, your email list will get bigger and your overall sales will increase.
If that’s appealing to you then GRAB YOUR SPOT NOW!
Here’s to your breakout year in 2016!
Regardless of your business model, chances are your sales take a nosedive in December. For one, most potential clients are giving their attention to personal matters. Second, we all tend to spend on indulgences over practicalities during the Holidays.
How can you turn things around to optimize your Holiday business hours? These are a few tips to help you excel during this season:
Plan your content calendar for 2016
There are a few different strategies you can use to make sure your programs resonate with your audience. For one, giving a survey will keep you on par with what your list wants to learn from you.
Planning your big picture marketing will allow you the time to reflect on what worked and what didn’t in 2015. Be sure to keep classic tactics as well as add in a few new initiatives that are outside of your comfort zone.
Organize your home & office space
I hoard emails. Thousands of them accrue throughout the year. And I can’t seem to delete them because I just know a few might be important. You too?
Use your unscheduled time to create files for client emails. Go through old paperwork or bills and shred anything you don’t need. Treat yourself to fun office supplies that make your desk a clean slate for better creating.
It might seem silly, but an organized office space will clear the way for you to focus more clearly on the start of the New Year. Your external environment will reflect your internal mind.
Connect with colleagues & clients
Personally, my favorite part about down time is connecting with folks I haven’t touched base with in a while. As part of owning a business, you meet a lot of people networking or at conferences.
Most likely, you joined them on social media, too. As part of your network, it’s time to reach out and say howdy to anyone you’d enjoy getting to know a little better. Yes, anyone. Just send them a personal message asking to chat.
Remember that a lot of other coaches are probably in between programs, too. That means you both have an hour to spare to simply connect and chat about business. I can’t think of a better way to get new ideas.
Sit back, relax & practice self-care
As a professional services business, all my giving throughout the year can be extremely draining. To combat burnout, I take time totally off the grid. This means no phones, no emails and no internet.
In fact, it’s one of the only ways I’m capable of recharging. You may not need the extreme I do to put your creative energies back in order, but if your clients aren’t banging down your door, it’s the perfect time for you to focus on yourself.
Do something that brings you absolute joy. Take long walks or go see old friends. Put up an out of office message that sets the expectation when you’ll be back, too. This way, just in case you get a client inquiry, they’ll know when they can expect to hear from you.
Would you like a little more advice? The one thing you cannot do during the Holidays is to use the time of year as a reason to check out completely. Literally, this means that all your marketing cannot stop just because you’re taking a break.
Even if you decide to step away from the office, make sure you pre-program (or automate) your blogs, a few social media posts and email marketing newsletters. This will ensure that the minute you’re ready to jump back in the game, you still have an online presence to come back to.
I became a nutritionist because I wanted to change the way people ate, their relationship with food, and to help empower them to take back control over their health.
After I graduated from university I spent 2 years working at a 20,000 sq. foot fitness facility with upper middle class folks who had the means to buy organic, be active, stress less and enjoy life.
Yet the majority of those people battled weight issues, self esteem issues and yo-yo dieted in an effort to look and FEEL better, happier and healthier. I created WOW! Weight Loss out of sheer desperation because I needed a fat loss solution to give to these people that included real food, wine and chocolate.
I loved my job.
Until I had kids.
When my daughter was 6 months old I had to go back to work 3 nights per week. I had a business to run and we needed the money.
When I had my daughter something changed. I no longer wanted to or was able to work nights and weekends. Back in 2008 I had no idea about offering online programs.
So I struggled through her early years. Juggling my work schedule and having to make sure there was a babysitter, my parents or my husband around to help.
After I had my son in 2011 I made a decision that I would find another way to live my life. I still didn’t know what online marketing was but I knew about webinars.
I ran my first online program (without knowing what I was doing or that I was even running an “online program”) with about 40 students. I taught them how to run their own holistically centered weight loss program.
I made $8000.
My life changed in June 2011.
Your life can change too.
Here I have listed the steps so you can create your first online program and launch it within the next 7 days.
Pre-Step 1: Traffic/customers
It’s safe to say that some of your success online depends on having a steady stream of people viewing your offer (your program). The trick is to match your offer to your perfect target market.
It doesn’t matter that you have 2000 LIKES on your Facebook page. Are those 2000 people interested in what you have to offer and engaged with you enough to buy?
Ryan Diess says that there are no traffic problems, just offer problems. I have to agree. There are enough people in this world to pitch your program to… whether they buy is a whole other story. Match your offer to your market.
Step 1: Lead magnet
At this point I’m assuming you know what this is.
Most people spend 3 months creating the perfect lead magnet and then promote it once and never again. Then complain that they can’t grow their email list.
You should be able to create your lead magnet (valuable free opt in offer) within 24 hours. Pull together some of your existing content and package it into a guide, report or check list.
Don’t make this mistake: Your lead magnet has to tie into your program offer. The lead magnet should be an introduction to you, what you are offering and provide the reader with quick results.
For example – We used a 48-Hour Green Smoothie Challenge lead magnet to sell our 14-Day Eat Real Food Cleanse.
People who are interested in green smoothies value cleansing, detoxification and clean eating. We attract our ideal customers through our lead magnet.
The purpose of the lead magnet is to set up the sale through getting the reader to know, like and trust you. You’ve gotten then some quick results and now they want more.
TIP: Avoid the instinct to overwhelm and overeducate in your lead magnet. Focus on one change, one topic and one action. Break down the steps into easy to implement actions.
Step 2: Landing page/thank you page
Your landing page/squeeze page/opt in page is where you send interested traffic to opt in by giving you their email in exchange for the free valuable lead magnet you’ve created.
Use Leadpages to create all of your online program pages. There is nothing else out there that’s as easy to use and serves multiple purposes.
Things to include on your landing page:
1.The benefit rich headline detailing what your lead magnet is.
2.Two to three benefits that address the reader’s pain points.
3.A nice crisp glossy image of your lead magnet.
4.The call to action where you ask people to opt in.
No need to overcomplicate it or provide too many details. Before you attempt to write the copy for your lead magnet spend some time writing down a list of your ideal client’s pain points, problems or complaints.
Pick 2 or 3 of those problems your lead magnet solves and those become your bullet points.
When you are writing the benefit bullets explaining the value of the lead magnet relate it back to solving the reader’s problem instead of advertising the features.
For example – instead of having the bullet read 7-Day Meal Plan create a solution to the annoying problem of having to meal plan in the first place.
7-day done-for-you meal plan so you don’t have to stress over planning your own meals.
Foods that fight stress turns into…
Identify the strategic stress fighting foods that help to calm you down at night so you can enjoy a rejuvenating night’s sleep.
Your lead magnet bullet points should solve problems.
Step 3: Email marketing conversion funnel
So now the lead has opted in and has received your value packed lead magnet (free opt in offer). Now what?
This is where you create several emails that convert the prospect into a paying customer by educating them, providing value and demonstrating your program’s ability to help them.
These emails are rolled out through the autoresponder feature in your email marketing platform. The purpose of these emails is to get the prospect to KLT you and to motivate them to buy your program.
|Email #||Subject Line||Delivery Schedule||Email Type||CTA|
|1||Here’s Your 7 Steps To Supporting Your Digestion Guide||Immediate||Access to opt in offer||Click the link to download your guide|
|2||One Inexpensive Food That Supports Digestion||2 days later||Value add||LIKE Facebook Page|
|3||How To Eat Your Favorite Foods Without Getting Heart Burn||4 days later||Value add||Reply and let me know your favorite food that gives you heartburn|
|4||3 Ways To Get Off Your Acid Reflux Medication||3 days later||Promotion||Click the link for more information|
|5||You’ve Got Questions…We’ve Got Answers||2 days later||Promotion||Early bird special ending|
|6||Avoid Destroying Your Digestion With This Secret||3 days later||Promotion||Last chance for early bird|
|7||The Digestive Support Shopping Guide||5 days later||Value add||Print this out|
Step 4: Create the sales page
Before you starting writing the content for your sales page write out 10-15 headlines that attract your ideal clients to your offer.
The headline is the very first thing prospects see when they land on your page. If the headline doesn’t speak to them and get their attention then you’ve lost them.
If you are having trouble thinking of headlines look at a bunch of magazines that serve your same target market. Look at article titles or Google search the topic and see what blog posts pop up.
This is a good article outlining the steps to writing good headlines.
After you’ve spent time writing 10-15 headlines, next it’s time to write the sales page.
Read this article from Copyblogger on how to create a sales page.
If you are just starting out online and don’t have a shopping cart or merchant account you can use Paypal as your means to collect money. You can create a product button in Paypal and add that code to the appropriate spot on your Leadpage sales page.
There is no need to invest in a shopping cart or merchant account at the beginning. The goal is to get you online within 7 days.
NOTE: When you use Paypal as your shopping cart and merchant there is an extra step that’s involved.
Watch this video to learn the extra step involved.
The other option is to put your program for sale on Clickbank.
Step 5: Deliver the purchased content
How does my new customer get the program I’m selling? Good question.
If you decide to use Paypal and haven’t watched the video shown above, watch it now. There is an extra step involved in the set up for new customers.
There are two ways to deliver the actual content of the program.
1. Thank you/download page
2. Immediate response email with download links
In option one – the thank you/download page the customer completes the checkout process and is automatically redirected to a Thank You Page. The download links for your program are located right on the Thank You Page.
This way the customer can have instant access to the content right after completing the purchase without having to check their email.
The downside to this is that sometimes people miss the thank you/download page. They complete the purchase and then click away to another webpage.
To avoid this problem include option two – the immediate response email where you also place the download links. This way you are covered in case the new customer misses the download page.
The open rate on the immediate response email will be high since customers are looking for their newly purchased content. This is your chance to ask your new customers to take action on something… maybe LIKE your Facebook page or subscribe to your YouTube channel.
Take advantage of their excitement and include a strong CTA (call to action) in the immediate response/download email.
BONUS Step: The post purchase follow up
Since you have the ability to schedule pre-written emails use this feature to craft a post purchase follow up email. Schedule it for 7 to 10 days post purchase and use it to follow up and offer your support.
This might be done in the way of an upsell to private coaching or just a simple check in asking how they are doing. If you are looking for your new customer to respond then ask a specific follow up question and tell them to respond.
For example – How did you enjoy the breakfasts on days 1 and 3? Hit reply and let me know your favorite breakfast choice.
Your new customers are looking for support, motivation and encouragement. Reach out to them and engage them.
Now that you have a step-by-step guide walking you through how to set up your online program there is no barrier to your success unless you don’t actually have a program to sell yet. If that’s the case then check this out – The Holistic Weight Management System Online Program For Health & Wellness Professionals
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.