I always talk about my epic fail as a health coach when I was creating offers with what people needed rather than what they wanted. The result was a seriously empty bank account.
People purchase based upon wants and perceived needs. My people didn’t want gut healing help (which they truly needed). Their perception was that they just needed some minor dietary changes and minimal movement to help with their inflammatory issues. They wanted to be able to do things with their families again but they didn’t want to put in much work. Sad but true.
My offers involved a lot of work and several changes. They were far from what people wanted both in content and structure.
Talk to your people. Find out what they really want right down to how they want it structured. If they aren’t thrilled about what you’ve come up with, find out why and dig deeper to find out what they will...
When I was a Health Coach, I used to study medication commercials to “diagnose” the science behind what the medication was really doing. Was it manipulating something in the liver? In the brain? Was it really just a drug with a ton of side effects that did the same thing a natural remedy could do (*cough…Humira)?
This curious nature helped me find solutions for clients because it helped me dive even deeper into root causes of problems my clients were dealing with.
Fast forward to the love of my life…business strategy. Now I study commercials to see how they are structured to lure in the consumer and get them to buy. While I certainly read “all of the books” and listen to podcasts and devour magazine articles and online advice, there is nothing like diving deep into real life examples of how big companies are applying strategy to their businesses….and winning.
Discovery calls are a cornerstone of online business. It’s how we find our Gwen to our Blake, the peanut butter to our jelly, the perfect cream for our coffee….you get the picture.
People really wig out over discovery calls and it is so unnecessary. The drama and stress that we cause ourselves just dooms us for an epic fail. So it’s time to stop that. If you’ve done your due diligence, a discovery call can be fun and result in a sale with very little effort! Let’s discuss some simple ways to make this process a lot less painful for you.
Lately, there has been a lot of talk from frustrated entrepreneurs who can’t get people to actually pay them for the services and programs. It’s disheartening and can make even the most badass of entrepreneurs want to throw in the towel.
When we go to try to diagnose what is happening to make our biz efforts bomb, we have to be open to looking within and how we may be sabotaging our own efforts. Only read on when you are in a place where you can embrace this and empower yourself to make some changes.
The first 5 things I’m going to discuss are typically where your “I can’t afford it” people fall. And I am referring specifically to those who actually can afford it but they aren’t investing. Let’s dive in!
Whether we have been the ones to put a hault to something that could make a miraculous change in our life or it is someone who is considering becoming a client, it is not uncommon for people to exhibit this kind of behavior. There are stages that people go through when there is a problem in their lives.
It is important to know this information so that you understand how to help your client or if they are in need of space to proceed to the next stage. I suggest doing a general categorization of your potential clients so that you know where to start. Following is an overview of what these stages look like:
Stage 1 – Pre-Contemplation
This is where people are in denial and can’t even see the problem.
The future or what might be is not a good enough motivator.
The “Why” is not strong enough.
The likelihood of getting them to work with you are slim if they are in this...