When your business is offering a one-on-one or group service, you have to determine how many clients you'll need in order to reach your goals. You don't have to have a group of ready-made clients when you begin, but it helps if you have a good network of people who you can approach, asking them to become clients. Start by making a list of your …
The 7-Question Sales Script
When speaking with prospective clients or mastermind group members, it’s helpful to know in advance how to frame the conversation and design the flow of the meeting. The goal of the sales conversation is to determine the needs of the client and to see which of your products and services are the best fit for them. Selling has gotten a bad …
12 Must-Have Items to Put in Your Welcome Email
Think of a new client, new student, new member, or new email list subscriber as a guest in your home. How will you make them feel welcomed and appreciated? Your first email to them, your "Welcome" email, can begin that relationship -- and turn a one-way conversation into a two-way conversation between your business and your customer. Make it …
The Problem with Niches
My client Mary called me and cried, "I need to find my niche!" She had been told, repeatedly, that she needed to find a narrow niche for her Executive Coaching business so that she could be more noticeable. There is a pack of coaches who market themselves to business professionals, managers, and C-suite executives. How can she be unique and …
Do Customers Prefer Blogs or Videos?
I ran a marketing experiment a few weeks ago, sending out an email newsletter, offering my readers either a blog post or a video tutorial on the same topic (setting and raising your fees). I wanted to see which content format they preferred, text or video. The results were surprising! After a few weeks of watching statistics, here are the …
6 Copywriting Steps for Non-Copywriters
It's "back to basics" time, so let's talk about copywriting your marketing materials! Here are the steps to any marketing copywriting, whether you are selling services or products. In a previous blog post, I gave you some formulas you can use to write good headlines for your sales pages and newsletters. (If you didn't see the post, you can read it …