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Welcome to the February 5, 2002 issue of LocateACoach.com's Focused Lives Update "Experts & info to bring your life, career, family, home, health & spirituality into focus" A full HTML version can be found here: http://www.LocateACoach.com/ezine/ INSIDE THIS ISSUE: - Welcome New Coaches to the LocateACoach Team!- Upcoming Teleclasses & Chats - Service Professionals: 3 Tips for Getting More Clients
Welcome New Coaches! Christine Lockmon - Fundraising
Pauline Laurent - Grief Greg Pehrson - Health/Fitness/Weight Loss Patrick Williams - Coach Training
Russ Volckmann - Business Leadership
Upcoming Teleclasses & Chats : Class with Michelle CastoFor
a complete list of teleclasses, visit For
a complete list of upcoming online chats, visit
If you're a service professional such as a consultant or coach, I'm sure
you've experienced what it's like to struggle for clients. The competition can
be stiff, and very few people jump from finding your Web site on a search engine
to forking over $100/hour to talk with you on the phone. But there are
strategies for getting more clients. Here's three to get you started. 1. Be able to succinctly say what you do and who you do it for. This
should be a one sentence statement that helps a total stranger get a feel for
what you do and be interested in learning more. Use this statement when someone
asks you what you do for a living. Use it on your Web site, your business card,
everywhere. Here's mine: "I help talented professionals discover, define and
deliver their message to the online world." You probably won't gather
from this statement how I help clients use articles, ezines, ezine advertising,
information products and other methods to accomplish this. But, if you're a
talented professional, it will be enough to make you want to learn more. So what's yours? Fill in the blanks: I help (or work with) ____(who?)______
to ________(do what?)__________. Make sure the "do what" part of this
statement is something that your typical customer really wants. 2. Create lead-in products that easily convert lookers into buyers. If
you charge $100 per hour for consulting, don't expect too many people to beat
down your door to pay you that right off the bat. Baby step them into doing
business with you. Create products and services at different price points so
that people can easily have a buying experience with you. Typical baby step
products would be ebooks, books, online courses, teleclasses, workbooks, CD's
and audiotapes, workshops/seminars, etc. For example, you might have a $12
ebook, a $19 book, a $49 manual, a $89 multi-session teleclass, etc. Once someone does business with you, they'll feel like they know you on a
better level. If that experience was good, it builds trust. It takes more trust
to pay you $100/hour for a phone consultation than it does to buy a $12 book.
But once someone's bought your book, they'll more readily enroll in your $89
teleclass series. Once they've taken your teleclass, they'll be more likely to
hire you on an hourly basis for one-on-one consulting. But to expect someone to
jump from visiting your Web site to paying you $100/hour is asking too much. 3. Promote your free and low-end products & services first. Once
you've created products and services at different price points, spend your
marketing dollar promoting your lead-in products. Send visitors who read your
articles to your ezine subscription page, to a free product or service page, or
to information on one of your lower-priced products. Don't waste valuable
marketing dollars promoting your most expensive product or service. Build trust
first. Lead them through your products and services step-by-step until they're
happy to pay your hourly consulting rate. If you're a talented professional who would like help creating lead-in
products for your service business, contact me for a free consultation by going
to http://www.pwgroup.com and clicking on
"Contact Me." About the Author
P A S S U S O N ! |
