Is it because, maybe, that you didn’t get their mouth watering for what you have? The perception that you left with them was not that enticing?Let’s think about how the Thanksgiving dinner has drawn you in, and how you could, or should be doing that for your coaching, consulting, training business.First, comes the smells that remind you of the tastes you’ve experienced before, maybe it was all of the way back at last year, but you still remember them and your mouth waters.
Imagine for a minute that instead of spending time with a prospect telling him what YOU DO, instead, you dig for the memories from his past when things were perfect, or at least a lot better than now, or possibly memories of what could be. Let him savor the thoughts and help him experience those new results, and savor them. Also help him compare in his mind the pain he’s in now, and how it could be. Let him experience the EMOTIONS. That’s a little like the sensation you have this morning when you smell the turkey and all of those luscious foods in the kitchen.Now, comes the sampling of the turkey. I’d bet you’ve been taking tastes of the turkey and all of the other stuff. I can almost taste the sweet potatoes with marshmallows, the gravy, the cranberry relish. Hmmm!!!!And if you want your prospects responding to you the same way, then GIVE ‘EM A TASTE! Just a little taste while letting them know there is more, LOTS MORE just like it.And also help them realize the value of what you just gave them. The VALUE is what makes their mouth water for more. As you give them the taste, or after they’ve experienced it, spend some time asking them how valuable that was for them, and maybe even help them calculate the value. Then let them discover how much more value is just around the corner. This should be just like asking someone to sample all of those luscious foods, while asking them to close their eyes, let those tastes explode in their mouths, and savor them.Hmm! I may have to go upstairs and grab another taste.Just imagine your prospects anxious and mouths watering for what you have.You can drive your prospects almost to the edge by letting them savor what you have, while helping them realize the value they just experienced, and that’s waiting for them.In any case, when the turkey dinner is ready, do you have to be sold on going to the table?Then just think about what you are doing in your business right now?
Or are you still having to chase after them and losing more than you get?Do you have people lining up at your coaching, consulting, training door like your family lines up, mouths watering, at the table today?Do you know how to build that excitement and those sensations in your prospects?If not, give me a call, 816-415-8878, and imagine how things would be so different to have them chasing after you, having them line up with mouths watering.
Focus Your Marketing On Your Prospects’ Hunger
It’s that memory of food, family and friends, that motives most of us, that makes my mouth water anyway.
So, what are your prospects hungry for?
That’s the key, knowing what they would do almost anything for, knowing what attracts them, motivates them, and their mouths water for.
Some of them are desperate to remove a pain, to overcome a struggle, and the thought of not having to face it another day makes their mouths water.
Some of them can savor what tomorrow would be like once they achieve some new level of success, a new income.
Everybody is hungry for something and their hunger prompts them to take action. The hungrier they are, the more likely they are to take action, the quicker they’ll buy, and the more they’ll spend to get what their mouths now water for.
Get Their Mouths Watering and prompt your prospects to take action and buy from you?
First make a list of your 5 most ideal target clients. These may be those that need you the most desperately, or those that can or will spend more easily, or those that will spend more, or those that are the easiest to reach or to convince. In any case, list 5.
Now, make a list of the top 5 struggles each of those have. At first develop 5 for EACH of those 5. Write this out like an outline, listing one of the ideal target clients followed by 5 struggles. Then the next ideal target client, with his 5 struggles.
You may find, after you’ve done this there are some overlaps, some of these clients have the same problems as others. That should be an aha moment. But we’ll deal with that later.
Then list the 5 solutions that you provide that will resolve these things for each of those clients. Make these measurable the best you can. These will not only be the solutions, but the values of those solutions.
It’s the value of those solutions that make their mouths water. You’ll let them either savor that value when we meet, and we may allow them to take a taste, while they stand there and savor it.
If you’ve not been doing that before, and would like to drive your prospects to a mouthwatering ecstasy, having them line up at your dinner table, or your business, give me a call.
The More People You Find to Help the More Successful You Will Be
When you are at the Thanksgiving dinner table today, it’s likely that someone will ask you if you want turkey, dressing, or any number of other mouth watering foods. Does it cross you mind that they are trying to sell you anything?
No, in fact, you are pleased that they offered to help. Right?
Because they offered to help you get what you wanted. By now, you REALLY wanted that, so when they offer to help you get what you want there is no thought about them applying any pressure to do something. Sales people are usually perceived as someone trying to convince you to do something that you might not have wanted to do.
Your prospects have been preconditioned to believe that sales people are “just trying to persuade you to buy something”. Therefore, you probably are starting from a negative perception.
But they do have a problem, a need, a struggle, or they would like to be more successful. The fastest, and best way to get them to buy is to stop trying to sell them, and simply help them get what they want.
Then, it’s like, pass the turkey please.
I sell coaching . . . we’ll meet 2 hours a week . . . we’ll work on your . . . I’ll teach you to sell . . .
That’ll never make their mouths water.
Let’s imagine for a minute that today’s cook starts out today’s meal by telling you where he/she bought the turkey, how it was raised and fed, how they roasted it, etc. And, now comparing that to the sensations we WERE feeling as we talked above, does any of that discussion about where they bought the turkey, how it was raised, or how it was cooked contribute to that mouth watering sensation, or actually destroy it?
Then why in the world do most coaches, consultants, trainers spend their time telling all about their processes, their services, what they do, what their prospects do, etc, and not spending time building an image in their prospects heads that makes their mouths water?
Instead, imagine what your reaction would be if the cook spent the time reminding you of all of those sensations you’ve had all day, and then simply offered to let you have a taste? Or to pass the whole platter down your direction? Or simply asked, What on this table do you want, or like THE MOST?
When you speak to your prospects in terms of their hunger, you’ll get their attention and their business, and you’ll have them lined up hungry for how you can help them.
Would you like to make your prospects’ mouths water for what you have? Give me a call on Friday, 816-415-8878 and we’ll do that.
I can remember setting through a workshop by a well known coaching training group that said “Keep your prices high, you are valuable” and then they recommended setting a fee of about $1,800 that they said their coaches and trainers got.
So, I followed that principle and struggled for my first few years. Yes, I got a few clients, but not very many.
But then I discovered what I’m about to share with you. Continue reading
Most coaches are focused on the wrong end of their business. They are focused on “improving their coaching” and not on “getting coaching clients.”
Learning where to focus and how will change your coaching business overnight,, no matter whether you are a life coach, business coach, executive coach, career coach, or whatever kind of coach. Continue reading
Most coaches shoot themselves in the foot when it comes to getting new clients. When a coach believes that THIS is the way to do it, then even when someone shows them the right way they’ll find it really hard to accept that the other way actually works and their way doesn’t.
However, even when they are facing zero, or very few clients, because they believe what they’ve been doing is SUPPOSED to work, they find it hard to give up on what they’ve been doing.
There is a reason that you just can’t keep doing what you’ve always done and expect different results. Measure your results, and believe what those results tell you. They are telling you that if you want lots of clients you very likely need to change something.
So what are those changes? Readon on. You are going to learn what doesn’t work, and what does . . . what literally can explode your client acquisition.