At face value, this concept might sound simple. However, I often see struggling coaches leaning more into one or the other without having a full understanding of how they work together. What I want to do is really help you understand The Difference Between Marketing Activities and Sales Activities in Coaching and why the marrying of these two is absolutely critical for you to grow financially. This is especially important as you are scaling your business to become part of the 3 day work week movement while making multiple six figures in revenue.
So here's what I mean by this:
If you're not doing both, you’ll have missing links in your business and you're leaving money on the table. One does not replace the other.
If you want to book clients this week, next week, and week after week, you want to have your marketing and sales systems dialed in.
Your marketing activity is: your message, what you say, how you say it, where you're posting and what you're doing to attract new people via your online marketing efforts all need to work harmoniously together. If you think your balance between marketing and sales is off, then we would encourage you to take our Free Business Assessment.
So first, let's take a look at the difference between Marketing and Sales activities for coaches.
Marketing activities are the things you do to both boost the sales of your offer and also improve your brand awareness. In other words, it’s the set of processes that facilitate communication, exchanging, and delivering offerings that would add value to your customers.
Examples of marketing activities for coaches include: copywriting, posting on blogs and social media, engaging with your audience etc.
Marketing activities have a significant impact on the success of your coaching business. In other words, you can have the most amazing offers, but without efficient marketing activities, your brand and offers will go unrecognized, and your business will stay under the radar.
Outbound sales refers to the process of making outbound sales calls or utilizing other sales channels to actively reach prospects.
When you’re doing outbound sales you are intentionally connecting with your most ideal prospects, intentionally reaching out to leads, and having a set follow up schedule and process for booking clients.
You are proactively reaching out to customers and potential customers and selling your program.
1. If you don't know what you're selling, you can't get clients.
I know this sounds super simplistic, but you have to be decisive. Make up your mind, decide what you're going to sell and go sell it.
For me, it's helping people multiple six figures to their business while working three days per week. If I decided I wasn't going to sell that today or tomorrow, or because of the Coronavirus or for whatever reason. How sad would that be for the person that needs that result?
Not selling is withholding a beautiful gem from your clients.
2. Don't overcomplicate things
Common mistakes people make is thinking they need a nice looking website and a super fancy technical funnel.
Here’s the deal:
You don't need any of that. The only thing that you need is your desire to help someone and your belief that you can do it. And then get out of your own way and invite them. That's all you need.
And then you're going to work on serving the shit out of those people and giving them good quality service.
3. Dial in on your Customer Success Journey
Your Customer Success Journey is when you take somebody from a “stranger on the internet” who needs your help desperately to a lifetime customer and promoter of your brand.
Some of the mistakes that can happen when you're building out your customer journey, is changing your offer all the time. When you change your offer, you’re going to have to change how you're selling.
Which means you're starting at square one in terms of marketing, data, research and what it takes to give you the revenue you want from that offer.
If you’re struggling to dial in your customer success journey, take our Free Business Assessment.
4. Create lifetime customers
Now: It is seven times cheaper for you to keep an existing customer than trying to find a new one. If you're only trying to do one off sales, you are leaving money on the table.
Focus on creating repeat lifetime customers right throughout your buying process.
5. Ask for the SALE
Asking for the next step and converting followers to clients is the foundation of your customer success journey.
How do you go about that?
It’s totally up to you. All you have to do is select a conversion mechanism. A conversion mechanism is the way that you're going to invite them into your programs.
A few examples of conversion mechanisms are:
If you’ve done your research and you know your customer success journey, you'll know what will work best for you and your ideal client.
In the end it’s really simple. Asking for the sale is just asking the question. “Can I help you?”
To avoid leaving money on the table and run a successful online coaching business, you have to focus on both marketing and sales activities. One does not replace the other.
Making an offer in your coaching business means deciding on what you want to sell, not overcomplicating things with shiny objects like the perfect website and dialing in on your customer success journey.
Remember to focus on showing up for your existing customers so that you can create lifetime recurring clients. It is 7 times cheaper to keep clients than to get new ones.
And to make a sale you must ask for the sale.
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