Are your goals “outcome goals”? Find out the difference between tactical goals and outcome goals, as well as what outcome goals are and how to use them.
Been on a webinar lately? I bet you have.
The fact is, webinars are one of today’s hottest marketing trends. Each and every week, you’ll find small business owners hosting webinars about book publishing, blogging, and even how to sell T-shirts online. No matter what your niche or industry, webinars are a great option for growing your market.
3 Powerful Benefits Every Webinar Offers
- List Building
Perhaps the number one reason to host a webinar—especially if you partner with another business owner in a complementary niche—is to grow your list. Here’s why it works so well.
As a business owner with resources and information to share, you’re in demand, and there are plenty of others out there looking to partner with you. Find a colleague in a related niche to host your event. Ask her to mail her list with an offer to join you both on the call. Collect emails in your mailing list system. Any sales you make from the event will pay your partner an affiliate commission. That way you both win: You build your mailing list, and she earns cash for her time.
Here’s a Facebook live video I did last week for a FB group. I was inspired to talk about the current Corona Virus situation after hearing a coach say that they were thinking of quitting because they were worried about the pandemic. In this video, I explain my reasons as to why now is one of the best times to get coaching clients. I hope this serves as encouragement for you in these uncertain times.
Goals can change as life circumstances change. In these fast changing times, it may be necessary to readjust your goals for your business as well as your personal life. So, if you haven’t reset your goals recently, here are some reasons why it’s important not only to have them but also to keep them current.
Goals push you forward. Without them, you will stay stuck where you are. Everyone likes to be in their comfort zone, but the nature of life is to evolve and grow. Almost everyone has a deep desire that they would like to manifest. If they are serious, they will make it a goal.
Most of us coaches are lucky at this time because we are used to working from home. But if you have another job and are suddenly needing to work from home, or you haven’t worked your coaching business at home, being productive and efficient while working remotely is one of the bigger challenges you may be facing right now. So here are some tips for virtual coaching:
- Establish a Coaching Mindset: First and foremost, remember that your coaching goal is to help the other person get results. Keep that in mind and you’ll have greater success in both engaging and motivating them.
- Focus and Don’t Multitask: Focusing solely on the other person can be difficult when coaching virtually. We’re so accustomed to multitasking while we’re at our computers, but checking your email during a coaching session steals attention away from the task at hand. If you allow yourself to become distracted, you aren’t giving your full attention to your client and can’t do your best work.
- Get Quality Equipment: The technology you use will dramatically impact the online coaching experience. High-quality webcams, monitors, and microphones give you a professional presence. These don’t have to be expensive investments, but having the proper equipment will improve the quality of your virtual coaching.
- Formalize the Session: Set your schedule for virtual coaching as if you were setting up a face-to-face meeting. This enhances accountability on both ends. Schedule a dedicated time to connect and minimize interruptions.
- Set an Agenda: Agree on the expectations for online coaching sessions just as you would with an in-person session. Make sure you both know what you need to prepare in advance and how long the session will last.
- Manage Time Effectively: Track time during the conversation. Set a timer and stop at a point you’ve agreed on.
- Use a Professional Setting: Especially if you’re on-camera, make sure you’re running your coaching session in a location that sets a professional yet relaxed tone. If you’re coaching over the phone, a professional setting is still important since it can come across in your voice.
- Practice Active Listening: Whether on-camera or off, you need to pay close attention to what the other person is saying and what they are not saying. Listen for hesitations, doubt, enthusiasm, and other clues to what else is going on. On-camera, you should also pay attention to body language.
- Be Open to Changes: Staying flexible allows you to keep learning and improving your virtual coaching skills. For example, if the person you’re coaching is more tech-savvy than you, they may be able to show you new options.
- Agree on Next Steps: As you would with any coaching session or meeting, make sure you’re both clear on what your next steps will be in order to achieve the goals you set.
Would it come as a surprise to you if I said we’re all sales people?
Every time you have a prospective client on a discovery call, you’re making a sales pitch. Every time you send an email or write a blog post with an offer, you’re making a sales pitch. Every time you write an opt-in page, you’re making a sales pitch.
And you’re probably pretty good at it, too, or you wouldn’t be where you are today, would you? So why do we continue to think we’re so bad at sales?
Sales Feels “Icky”
I hear this one a lot. You feel pushy or uncomfortable when talk turns to money. You don’t want to force anyone into a decision. You secretly think your rates are too high.
I’m going to be honest with you. This is one of those things that gets better only with practice. But the good news is, you don’t have to be on the phone with a prospective client to get that practice time in.
Instead, use the technique self-help gurus have been advocating for years: Look in the mirror and talk to yourself. Practice saying your rates out loud. Practice your segue from discovery to sales pitch. The more you do it, the more natural it will sound, and the less uncomfortable you will feel when on a real call.
Fix Your Mindset
What if you weren’t selling anything, but instead were simply chatting with a friend about the incredible new product that was going to change her life? You’re helping your friend to improve herself by sharing your experience with this new product.
That’s exactly how you should think about selling your coaching programs. You’re not trying to get your prospective client to spend money. Instead, you’re offering a solution to her problems. You’re genuinely helping her to overcome some obstacle in her life or business.
When you can turn your thinking around from “sales” to “helping” you’ll find it’s much easier to have the sales talk.
Don’t Be Afraid of the Follow Up
Most clients won’t say yes with the first call, and maybe not even with the second. But good coaches know that many sales can be closed if you simply take the time to follow up. Send a quick email and invite your prospect to:
- Schedule a follow-up call to answer her questions
- Read some of your testimonials
- Review your coaching program outline or sales page
- Or even join a different program of yours that might be a better fit
Don’t let that old “I’m not good at sales” thinking get in the way of making a real difference in people’s lives, and in growing your business and your profits. With these tips, you can quickly turn your sales blocks into a system for landing new clients consistently.
As marketing guru Dean Graziosi says, “If you don’t get your prospect’s credit card, you’re doing them a disservice.” Be of service by helping them become your client.
This video tip talks about doing how to use pre-content to build better relationships with prospects, that most other coaches aren’t doing. This will make you stand out from the crowd. Watch below:
Goal Setting for Entrepreneurs
If there’s one thing we know about goal setting, they have to be SMART, right?
After all, that’s what we’ve been told for years. The only thing that matters is that your goals are specific, measurable, attainable, realistic and timely.
While that looks great on paper—and clearly it’s easy to remember—it doesn’t go far enough for those who want to achieve big things.
Think about it. Do you want to be stuck with “attainable” and “realistic” goals when what you really dream about is a 3-day workweek, frequent international travel, and enough money to fund a mission trip (or three). Seems pretty clear that those safe, smart goals aren’t going to get you there.
Here’s a video on how to use Adobe’s Spark free tool for creating nifty graphics.