create coaching programs Archives - Carolin Soldo

7 tips for client attraction – what does your brand stand for?

admin — Fri, 24 Jun 2016 23:00:00 +0000

Attracting new clients requires two basic steps: creating or enhancing your brand; identifying and appealing to your target audience. Being recognized as an expert who can offer solutions is critical to your success, just as critical as understanding the needs, wants, and desires of potential clients. In other words, HOW you present yourself is as important as WHAT you have to offer, while knowing WHO to target is as important as knowing WHY they will benefit from your services.

Make Your Brand Real to Clients

For unlimited client attraction, you have to be able to step into your ideal clients’ head. By working through these 7 steps, you’ll be able to speak to them in a way that will make them WANT to work with you! You can repeat this process over and over again when creating new programs or services. The result is marketing materials you can use in multiple ways.

Of course, to accomplish this, there are a number of questions you’ll need to answer: Who is your Ideal Client? What are their Pain Points? What are your Solutions? What do they need to Know/Learn/Do to find a Resolution? What is their Ultimate Why for Seeking your Help? What is their Ultimate Outcome? What Will Success Look Like?

Your ideal client – Identify your ideal client – and be specific. An example could be “A 50-something-year-old woman who wants to lose weight”. Don’t worry about making a choice. You can always change your mind, later. It’s very important to remember here that you cannot be all things to all people. We are all limited by our training, knowledge, skillset, and talents and, by accepting this, you’ll eliminate a great deal of the stress, anxiety, and frustration that may be plaguing you now.
The problem they struggle with – Imagine following them around all day, from the time they wake up until they go to bed. What do you see them coping with on a regular basis? Which of their challenges are the MOST DAUNTING? This should be a LONG list and from THEIR perspective.
The solution they want instead – This is the mirror image of their problems. They should be specific behaviors thoughts, feelings, actions, situations, and again from THEIR perspective, that will lead to RESOLUTIONS. This should also be a long list.
What they need to know, learn, and do – This can now be from YOUR perspective, as the professional who is guiding them toward SOLUTIONS. This can also include hiring you!
What is their ultimate outcome? When you think of what they most want to accomplish by working with you, this is where you hope to lead them. This should be no more than one or two things but – they must speak DIRECTLY to resolving the issues you’ve identified for them.
What is their BIG WHY? This is huge for them. It’s the reason that motivates their ultimate outcome. Often it’s the reason they won’t initially talk about but is hidden below the surface. It’s powerful and the KEY to them hiring you!
What will success look like – to them? This is where you answer their most basic question, “What’s in it for me?” If they can’t identify a benefit from working with you, they won’t.

When you have completed this exercise, then develop one simple sentence to put it all together, what’s often called an “elevator statement”. When you’re done, you’ll discover amazing clarity around who you work with and what you can do for them! If you have more than one ideal client, work your way through this process again for them.

Of course, doing this will also help you when you develop Coaching Programs instead of hourly services, which we explore in-depth in the Wealth Attraction Series.

Let me know how this helps your business. Or, if you have questions, click here to Contact Me and feel free to ask. I’d love to hear from you!

The post 7 tips for client attraction – what does your brand stand for? appeared first on Carolin Soldo.

7 simplified steps to create high-value coaching programs

admin — Sun, 19 Jun 2016 23:00:00 +0000

In a previous post, titled Wealth Attraction Tip for Entrepreneurs – Offer Programs Instead of Services, I gave a brief outline of how you can put together programs instead of hourly services.

As part of the Wealth Attraction Tips Series, I’d like to present you with a step-by-step process for creating your programs; a structure that is virtually foolproof, if you follow through and complete it in a timely fashion.

Step 1) On a series of 3×5 cards, list each component of your most basic, most elementary coaching program (Copper). How many hours would be needed to complete this basic coaching (e.g., 3-4 hrs.)? Take your time developing the list and time requirements, but not more than 2 days.

Step 2) On a series of 3×5 cards, list each component of your next level coaching program (Silver). How many hours would be needed to complete this next-level coaching (e.g., 5-6 hrs.)?? Take your time developing the list and time requirements, but not more than 3 days.

Step 3) On a series of 3×5 cards, list each component of your most advanced coaching program (Gold). How many hours would be needed to complete this advanced coaching (e.g., 12 hrs.)?? Take your time developing the list and time requirements, but not more than 4 days.

Step 4) You’ve now invested ONE WEEK (maximum) in developing 3 New Coaching Programs, Copper, Silver, Gold, for potential clients to choose from! Now it’s time to add the fourth – your Platinum Coaching Program – the very top of the line you can offer!

Combine the three lists, aligning them progressively from entry-level to advanced, and look for voids in the programs; areas where you would like to be able to enhance your offerings. The goal here is to develop a “Platinum Program” that will encompass all that you believe a client might need from you to complete their transformation to health, wealth, and happiness.

Take your time developing the list and time requirements, but not more than 7 days.

Step 5) You’ve now invested TWO WEEKS (maximum) in developing 4 New – Comprehensive Coaching Programs for potential clients to choose from.

Add the number of hours required to complete your Platinum Program and set your Program Price accordingly. Add a buffer of 10% or so to cover anything you may not have anticipated. (e.g., 20 + 10% = 22 hrs.)

Step 6) How long will it take you to complete your Platinum Coaching Program (e.g., 6 mos., 9mos., 12 mos.?). Now, work backward to determine the time requirements for your lower-level programs, using 1-2 hour per week or month projections. You now have something that might look like this to offer your clients:

Copper Program: 3-4 hrs. in 4 weeks

Silver Program: 5-6 hrs. in 2-3 months

Gold Program: 12 hrs. in 6 months

Platinum Program: 22 hrs. in 10-12 months

Step 7) Price your programs based on the number of hours and other resources (pamphlets and handouts, books and eBooks, as well as any other support materials you will be using) that you will be investing in your clients’ future health, wealth, and happiness.

**BONUS TIP: Offer Group Coaching. In a perfect world, every potential client who approaches you would purchase your Platinum Coaching Program. However, we do not live in a perfect world (which is why people need coaching, right?). Also, there will be plenty of people who would like to engage you for coaching but cannot afford 1-on-1 coaching.

By offering Group Coaching, you can work with multiple clients at once while offering them a significant discount, say up to 40% savings. Think of the possibilities – working with a group of 6 people who are paying you $600 each ($3600), rather than one or two people paying you $1000 each!

Remember, when you sell your services on an hourly basis, your clients will generally expect measurable results either during or after each session. Marketing yourself like this actually makes it more difficult for them to commit to you for the long haul. They tend to believe that they can “back out” at any time; or, when the going gets tough, they can get going.

On the other hand, by asking them to commit to a program, their expectation of success is determined by the length of the program, not by marginal, instant results.

Let me know how this helps your business. Or, if you have questions, click here to Contact Me and feel free to ask. I’d love to hear from you!

The post 7 simplified steps to create high-value coaching programs appeared first on Carolin Soldo.