A Fireside Chat with Dr. Patrick Williams

The Law of Attraction?

There is more to optimism, than the clichés about the law of attraction.

A lot of folks talk about the principle of attraction…but the last six letters are ACTION. Coaches must do the things that will attract new clients. We cannot simply wish for clients or intend that they will show up.

This is where the idea of flow comes in again, when the coach gets in the flow of meeting people, being visible, requesting referrals, being specific about marketing, or focusing our efforts—only then will opportunities come our way. Only then will we earn what we are worth as coaches, as human beings.

The (Subconscious) Belief That Making Money by Coaching is Bad.

Coaches are servers, healers, helpers, teachers. 

By virtue of being in this profession, money is too often a very low priority for coaches.  And worse off, there are many coaches who cannot get past the fact that making money and being of service are not at odds with each another. 

We must overcome deep-seeded beliefs about not being worthy to earn a great living or that somehow it's noble to be broke. 

We must embrace the fact that as the quantity and quality of our coaching increases, so does our income, which is a good thing!

We can combine our general sense of optimism with a more holistic relationship to money to generate new ideas and greater expression in how we navigate the turbulence in our culture.

Lack of Sales & Marketing Experience and Desire

Something to consider:

 

Most coaches deplore selling and marketing, especially selling themselves.  They got into coaching to serve and help people reach their goals and dreams.  They didn't realize that building and sustaining a business (and thus making money) has more to do with their ability to market and sell.  "There is a direct correlation between the most financially successful coaches and those that embrace sales and marketing,"  says, Michael Charest (of Business Growth Solutions).

 

Does this sound like you?

50 Benefits of Joint Venture Marketing!

by Dr. Jim Vuocolo

What is a joint venture? A joint venture is an agreement in which two or more
businesses work on a project for a set period of time. Joint ventures can be
long-term, like promoting a product together, or some can be short-term, like
bartering (trading) products and services. Joint venture ideas are virtually
endless.

The Benefits Of Joint Venture Marketing include:

1. You can build long lasting business relationships.
2. You can increase your credibility by teaming up
     with other reputable, branded businesses.
3. You can get free products and services.
4. You can construct most joint venture deals with little
     or no money.
5. You can gain new leads and customers.
6. You can get discounts on products and services.
7. You can save money on business operating costs.
8. You can beat your competition.
9. You can gain referrals from other businesses.
10. You can solve your business problems.

Write Your Way to Credibility!

Over time, you can build credibility for your business by publishing an e-zine and writing articles. Your clients, former clients, and prospects will view you as being an expert in your niche and trust you. You can also submit your articles to other e-zines for republishing -- this will increase your publicity and give you entree into their databases. Just be sure to  insist they include your name as the author and your contact information at the end of the article. If you don't enjoy writing, speak your articles and thoughts into a microphone and record your ideas -- then have them transcribed by a Virtual Assistant, or someone else, who can turn your spoken ideas into articles. Dont' be afraid to use your imagination and partner with others for your mutual success! - Coach Jim

Marketing Questions

There are a lot of ways to interview a prospective coaching client,
whether you do so over lunch or in a complimentary session. Here
are a few thoughts I've adapted over the years from the late Thomas
Leonard, who was one of my own coaching mentors. I hope you find
some of them useful in your own marketing strategies. Remember,
don't seek to "sell coaching" -- Rather, talk to people about what
REALLY interests them ... THEMSELVES! Happy marketing! - Coach Jim

Possible Marketing Questions

1.    Where do you want to be in 5 years?
2.    What’s the biggest challenge you're currently facing?
3.    What interests you most about coaching?
4.    How perfect is your life?
5.    If you could have anything, and money were no object,
       what would it be?
6.    When would you like to start working together?
7.    What are you looking for in a coach?
8.    How would having a coach help you (earn more, be more productive, etc.)?
9.    What are you wasting your time with?
10.    What’s holding you back the most?

20 Moments of Truth

20 Moments of Truth are the moments at which a person
1) chooses to use your services
2) chooses to continue to use your services, or
3) chooses to use your services again and recommends you to their friends
    and family.

These occur:
1. When a person hears someone else praise you or your work.
2. When a person likes your physical presentation (appearance, handshake, voice,
    smile, etc.)
3. When a person is touched intellectually and emotionally by what you say.
4. When a person recognizes you as a model of who or what they would like to
    become.  (Unconditionally constructive, get that people are right; tell the truth;
    the present is perfect, etc.)
5. When a person experiences that you are consistently excellent technically.
6. When a person knows that you care.
7. When a person feels that they are safe with you.
8. When a person trusts your professional credentials.
9. When a person thinks they will be challenged and get what they need from you.
    (Specific coaching for what they presented.)
10. When a person pays your fee without any conversation.
11. When a person looks forward to small gifts and  thoughtful messages from you.
12. When a person knows that you will make it right for them, if they have a complaint.
13. When a person knows that your fee is slightly above the industry standard, and
     feels you’re worth it.
14. When a person is sure that their success and well-being is your priority.
15. When a person knows that you never stop growing professionally.
16. When a person is asked to tell you their expectations and frustrations about
     the service you provide.
17. When a person knows that you have designed your business around what is
     convenient for them.
18. When a person is able to reach you effortlessly. (If you can’t answer the
     phone in person, you have a secretary, voice mail or answering machine,
     cellular phone or pager, AND you respond.)
19. When a person can count on you to treat them as a unique individual with
     unique needs.
20. When a person knows you will remember their birthday and their kids’ names.

SEND LETTERS - FORGET BROCHURES!

Having a well written sales letter is far better than having a brochure for a number of different reasons. A brochure shouts out, "Here's my sales message" and often ends up in the trash. A letter is far more personal and builds rapport with a prospect. People see a brochure and think: "sales" - yet the same someone sees a letter and they think: "personal message".

Another good reason to use letters instead of brochures is that they can be easily changed. Too many coaches, and other small business persons, have hundreds of brochures made up in order to obtain a lower price. Then, they decide to expand to another client niche, or provide an additional level of service, or the telephone company changes your area code - and WHAM! Your beautiful 4-color brochure is completely out of date -- and you still have 750 of them left of the initial 1000 you ordered!

Letters are easily changed and inexpensive to produce and hand out. Plus, you can say far more in a letter than in a brochure. It's not about "image" -- it's about substance in building a real relationship with someone with whom you wish to nurture as a prospect in order to turn them into a client. Forget brochures - think letters!

For more tips, techniques and sample templates that really work, see Dr. Jim's
eBook, Practice Made Perfect: All You Need to Make Money As A Coach at
http://www.SoulBusiness.com/pmp.htm

The Fear of Marketing Gremlin

Gremlin #1 – BEING AFRAID TO MARKET
Successful marketers are always experimenting with new approaches and methods because they know that what worked today or last week may not work six months or a year from now. Lack of familiarity with anything breeds fear … the fear of appearing new, of being dumb, of failing, of seeming out of your element, and so forth. Fear simply means “False Evidence Appearing Real” … And the only way to honestly fail in marketing is to avoid doing any! Don’t let fear keep you frozen on the ladder of business and marketing success…it’s only a feeling – and it WILL pass (really!).

Ask Yourself:
What is my greatest fear/challenge about marketing my coaching business, and who or what can assist me in overcoming it once and for all time?

For all Top 10 Marketing Gremlins That Can Stifle Your Coaching Business Success in a FREE daily Audio e-Course, send a blank email to jim21-109893@autocontactor.com