I’m the world’s worst salesperson. Really. I couldn’t sell mittens to a freezing Eskimo.
So, for me to try to sell coaching to people who still think that all coaches have whistles hanging around their necks, the game is over before it begins.
You know. You’ve been there.
First, we have to hunt down a qualified prospect and get them to stand still long enough to hear our entire 30-second commercial. Then, we have to wrestle the very real but barely definable benefits of coaching into words the prospect understands. Finally, if we get that far, we close by stammering out the monthly “investment” they will need to make and … no wonder selling coaching is hard!
Worse than hard, it’s ineffective as well.
What is a sales-challenged Christian Coach to do?
Get Clients to Look For You
Imagine what would happen if you could turn this whole process up-side down so that your potential client was the one begging (or at least asking) to have time with you.
Let me explain.
Think back to your last major purchase, where did you go to do your research?
If you are like 94% of the population, you looked online. In today’s world when people have things they want to learn and problems they want to solve they go to the Internet to search for help.
They have a need. They want it solved. The information highway is the way to go.
What Does That Mean For You
The key to never selling again is to position yourself so that when your potential clients are looking for help they run across you.
How can you make that happen?
What NOT TO Do
Let’s start with what NOT to do. Don’t assume that they know they need a coach. They don’t. Less than 1 in 10,000 people get on the Internet on any given day and look for a coach.
Instead, they are looking for specific help with their immediate need, and they are Googling keywords to find that solution: better marriage, need a job, weight loss, stress, worry, life balance and more.
A wise coach positions himself so that in your prospect’s Google search, he or she finds you.
What To Do
When you create helpful online content and optimize it so that your information will show up on Google, people will come to you. This is called Content Marketing – intentionally wooing clients to your website by providing relevant, valuable information through online articles, blogs, tools, videos and more.
Every time you post new content, you have the potential to move your website or blog up in the search engines, increase your credibility, tell your story, meet your visitor’s immediate needs, build a relationship and whet their appetite for more of what only you can offer.
While devouring your rich content, sprinkled with information and examples of how coaching can take them deeper still, your web visitor will learn a lot and begin to see the value that one on one coaching provides.
Some will find the answers they need in your articles and go on their merry way. But others, your ideal clients, will want even more of what you have to offer. They will reach out to you to see if you are willing to work with them.
Isn’t it time to stop selling and start helping?
Content Marketing is the easiest way to magnetically draw clients and have them come looking for you.
Do It Now
What is your strategy for posting your content online?
Leave a comment to let us know.