Get Clients Fast!COACHPRENEUR ACADEMY

Digital vs. Relationship Marketing

u Distinctionsu Technology vs. Relationshipsu Detailed vs. Simpleu Longer vs. Shorter Timeframeu Long-Term Sustainable vs. Fast Resultsu Bottom Line: You’ll want BOTH!

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PHASE I: FOUNDATIONSIDENTIFY & FIND YOUR IDEAL CLIENTS

Relationship Marketing First Steps

u Identify your Tribe

u Get radically clear on who your ideal clients are

u Research where your ideal clients spend their time (offline)

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Identify Your Tribe

u Ideal Clients – People you love, who value you ($)u Connectors – People who know your ideal clientsu Influencers – People who already serve your ideal clientsu Colleagues – Professional friends/coworkers (present/past) u Subcontractors – People you hireu Champions – Friends/family/cohort (support team)

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Identify Your Tribe - Example

u Ideal Clients – Spiritual Entrepreneursu Connectors – Program Directors for Holistic Business

Networking, Conference Leaders, etc. Ewomen Network u Influencers – Established Financial Coaches, Business

Coaches, Consultants (JV Partners) – Similar but differentu Colleagues – Past Marketing Peers/Clients (present/past) u Subcontractors – People you hireu Champions – Friends/family/cohort (support team)

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Ring of Influence

u Create a mind mapu Identify your connectionsu Brainstorm with others for

more ideas

Champions

Subcontractors

Colleagues

Influencers

Connectors

Ideal Client

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KNOW your tribe (inside/out)

u Outer World (Roles, interests, geographic, etc.)u Inner World (Inner Dialog)

u Thoughtsu Feelingsu Fears/Concernsu Desires/Dreamsu Top of Mind Problem, Pain & Perceptions

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Build Your Ideal Client Avatar

u Download:Ideal Client Avatar Tool

u Brainstorm with a partner

u Two Audiences?Create two Ideal client avatar profiles

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Locate Your Tribe

u What do they like to learn about?Workshops, Seminars, Conferences, etc.

u Where might they network?uProfessional organizationsuChamber eventsuNetworking groups

u Where do they socialize/play/relax:uRetreats, travel groups, outdoor activities, etc.

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Research: Do your homework!

uGoogle – Search for events, chambers, networking, workshops

uAsk Peers – Where do you go? uAsk People at events – What other events do

you like to attend?uOther Coaches – Look at where other people

are speaking in your niche!

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Phase I: Checklist

q Ring of Influence Mind Map q Ideal Client Avatar q List of places to find clientsq Buddy list (don’t go it alone!)

You should know who you are looking for and have ideas on where to find them.

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PHASE II: YOUR OFFERWHAT ARE YOU SELLING? HINT! IT’S NOT COACHING!!!

Create Your Offer

You are not selling coaching. You are selling the result(s) someone can achieve as a result of working with you. (The Transformation)

People pay to:u Resolve the “TOP OF MIND” problem they have that keeps

them up at night!u Avoid/Stop feeling “DEEPLY UNCOMFORTABLE”u Achieve something “TANGIBLE”

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The Transformational Arc

u Current Situation:u Top of mind problem and pain that your

ideal client is experiencing that is worth paying to resolve?

u Desired Situation:u What is it that they really want that is

more than just to get out of that problem? Pain?

u Your Solution:u Create a Results or Process Based Title

vs selling coaching sessions

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Current Situation (Coaching) Desired

Situation

Prepare to talk about what you do…

u I help people who:Describe their present situation using their top of mind problem and pain…

u To be able to:Describe what is it that they really want as an end result…

u Through a coaching program called: ”Blissfully Married” Coaching Program

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Current Situation (Coaching) Desired

Situation

Introduction Samples

u Who you are: Title

u Who you help: Egoic Title

u The transformation you create (Before/After)

u BONUS: Call to action

u BONUS: How you differ!

u I’m a life coach who helps people to discover their greatest strengths and resources. (vague - no context)

u I’m a career advancement coach who helps professional womento uncover and leverage their greatest strengths, so they can advance in their career and pursue meaningful work. (clear)

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Introduction Samples

I’m a relationship coach who helps married couples rekindle their relationship.

My clients include couples who are struggling to communicate. People who would love to not only have their best friend back, but their lover. (Specific enough that someone can say – Yes, that is me!)

If this is something that you or someone you know might be interested in please – contact me for a complimentary FireStarter session and we can discuss if the Blissfully Married Program could be your next step to bringing your marriage back to life! (Call to Action)

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Introduction Samples

Hello Everyone! I’m the Digital Dollar Diva! I help new and seasoned business owners to leverage the internet to attract the clients and the cash they want through effective strategies and done-with-your programs that produce both new clients and passive income streams 24-7.

Unlike others, I’m here to hold your hand so you can learn how to do this for yourself or be able to delegate tasks to the right people.

Spend 30 minutes with me and I’ll show you at least three ways you can improve your marketing and sales results via your online presence – free of charge. From there you can decide for yourself if you want to join the Digital Dollar Diva Bootcamp!

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Phase II: Checklist

q The Transformation You Make Mindmapq Your Introduction (Clear/Concise)

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PHASE III: ENGAGEVISIBILITY & AUTHORITY

Engage: Choose Your Style

Network

Volunteer

Speak/Present

Partnerships

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Engage: Networking Benefits

Why Network?u Fast & Easy – Show up and engage people 1:1, small groupu Fast way to learn about your ideal clientsu Lead Generationu Long-Term Sustainability

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Choosing Where to Network

Make wise decisionsu Evaluate the event prior to going

u Who’s speaking?

u Who typically attends? Are they your audience? Do they know them?

u Membership on a website to preview?

u Are the topics going to draw your people out tonight?

u How many people attend?

u What else is happening? Breakout sessions?

u Decide if the event cost is worth the benefit

u Can you join that night and wave the door fee?

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Getting over Nervousness

u Practice with non-threatening events firstu Go with a wing person, but separate!u Ask to be introducedu Volunteer to helpu Sit by someone or join a nearly full tableu Stick around to meet people

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Before You Attend…

u Know who your ideal clients are so others can help you find them

u Practice your 30-second intro! Be prepared to adapt it based on who you are talking to

u Know your purpose for the event… If you are looking for speaking gigs, tell people you are a speaker. If you are looking for people to partner with… etc.

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During the Event…

u Be Curious: Engage others with the intent to learn and then lead

u Be Savvy: Have a business card, but ask for theirs firstu Don’t waste anyone’s time: Rate the potential of a

relationship. Decide quickly if it’s worth pursuing more time with this person

u Be Efficient: If you end up with a chatty Cathy, don’t be afraid to move on to someone else

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After the Event…

u Evaluate & move on: If you visit a group for the first time and decide it’s not a good fit for you move onto another group. It’s ok!

u Be consistent: Joining a group to get on their web page as a member doesn’t not build relationships. Show up.

u Follow-up: Always send a thank you email – relevant to your conversation and desired outcome

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Biggest Mistakes Coaches Make

u Attend Events Filled with Coaches!u Isolate: Become a wallflower and don’t engage – instead

volunteer to help. u Play Safe: Find people that are easy to talk to but aren’t

lead generation opportunitiesu Lack Clarity: Leave people confused about who their

clients are and how they differ. Intro is confusing…

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Biggest Mistakes Continued

u Listen like a coachu Start coaching the personu Give away advice/support vs. listening for their needs/TOP

and positioning a saleu Collect Leads and Never Follow Thru

u Write down what you talked about.u Go home and write the email within 12 hours

u Rinse & Repeat – Don’t evaluate the ROI on their efforts

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Networking Tools

u Engagement Calendar – Attend one event a week (minimum)

u Budget – for membership, event costs, coffee/lunchesu Business Cardu 30-second introductionu Follow-up Blurb/Flyeru 1-Page Website (Optional)u Clarity is going to be your best friend!

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Networking: 9 Steps to Success

u Create Your Ring of Influence Mind Map

u Establish Your Ideal Client Avatar Profile(s)u Identify/Schedule Networking Events/Opportunities

u Prepare and practice your 30-second introduction with at least 10 people (Be prepared to change it based on the event you’re attending)

u Attend an event (Celebrate that you showed up)

u Speak with a minimum of three people.u Evaluate the event – is this worth your time? If so, see how you can get more

involved – become more visible.

u Collect cards and respond via email to deepen connections

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Volunteering

u Great way to be “visible” in front of an audience without pressure

u Great way to deepen relationships with influencers/connectors

u Great way to learn quickly “who to know”

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Commitments…

Your time is your most valuable resource..

u One-time: Event specificu Longer-term: Months/year - boards, committees

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Don’t limit yourself

u Professional OrganizationsuCoachinguNon-Coaching – Business Networks, Related

Eventsu Fundraisersu Social Eventsu Humane Society!

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Volunteering Tips

u BE STRATEGIC: Remember to go to events where you’ll find your ideal clients or those who know them

u GOOD BOUNDARIES: A little can go a long way…u My 6-figure volunteer opportunity story…

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PHASE IV: CONVERTAUTHENTIC SELLING: YOUR 30-MINUTE STRATEGIC CONSULTATION

What’s coming up next time!