The majority of coaches have an upside down sales process!
Most coaches try to sell their high value one-to-one coaching services upfront. You have to understand that coaching is a relatively young industry and is a high barrier to entry service. That means that it's difficult to cold-sell someone into a one-to-one coaching service. To a prospect, coaching and coaching outcomes are intangible.
And let's face it, it's quite difficult to convince someone in verbal terms how coaching will be of benefit to them …
Coach : "Well, I'll help you identify your goals, and then we'll develop a strategy to assist you achieve those goals."
Prospect : "OK. Great. Where do I sign? Here's my check for $ 1,500 for a 6-month coaching contract."
This scenario just doesn't happen!
But coaching prospects – people with problems – love to get information on how their problems can be solved. And as an expert in their niche, you should have educational products and services to solve their problems. You need to find out what is the biggest problem / challenge / concern people in your niche have and develop products and services based on solving these problems.
Create educational products and services that have a low barrier to entry, such as coaching clubs, reports, tools, assessments, seminars, workshops, newsletters, ezines, teleclasses, cd's, eCourses and mini-courses.
These products are low barrier choices that assist your prospects overcome their Niche Problems. And they form the entrance point to your sales funnel. Once you've converted prospects to your low barrier entry product, you've started to build trust and position yourself as an expert. You can then continue to communicate with these prospects at a higher level and offer them incrementally more expensive value-added services.
There are usually 3 or 4 incremental stages in a highly effective sales funnel. They are:
Stage 1: $ 0 – $ 30.
- CD products;
- eCourses and mini-courses.
Stage 2: $ 50 – $ 200.
- Coaching clubs;
- Membership programs;
- Seminars & Workshops;
- Group coaching.
Stage 3: $ 200 +
- One-to-one coaching contracts;
Stage 4: Passive revenue.
- One-to-many services;
- Affiliate products;
- Repetitive services.
Biz Tip: Develop products and services and a low barrier sales process. Nurture your prospects and clients through your sales funnel to allow them to experience coaching and its tangible benefits.
Source by https://ezinearticles.com/expert/Simon_Clarke/46377