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If you're a highly intelligent, educated person, you probably have a special challenge when it comes to making sales. You explain your offering to your client, you tell them what you'll help them do, and you give them a list of the things they'll get... ...but instead of getting as excited as you thought they would, and immediately taking action to purchase a product they obviously need, they go blank-eyed and seem to lose all interest. They might ask you "What does that mean?", give a neutrally polite "that's interesting", or tell... Read More

Are you selling something your clients know they want? Or are you offering a cure for a disease they don't know they have? A little while ago, I was scrolling through my Twitter feed, and I came across this gem from Calvin and Hobbes: It reminded me of a recent conversation I'd had with one of my clients when I suggested that she change the name of a chapter in her course. Why did I want her to change it? Because her potential clients don't know that they need the mindset she was describing. And if they don't know they need... Read More

When I teach people how to describe their services, or when I write their materials for them, I often end up having to tell them a certain harsh truth: Unless they know you personally, your potential clients probably don't care about the things you care about. You know these things are important. I know they're important. But your clients don't know, and therefore, they don't care. At least, not until you give them a reason to care. Here are three things your clients don't care about as much as you might think. 1. Your... Read More

If you use cold calling to get leads for your business or charity, youve probably noticed that it can be a challenge to get people interested in the conversation, keep their attention, and inspire them to make a purchase or donation. Today, Im going to share the story of a very unsuccessful cold call, and Ill break down what the caller did wrong and what he could have done differently, so you can learn from his mistakes and increase your own cold calling success. Here are the 4 mistakes the cold caller made, ​and what he should... Read More

When you have an enrollment conversation or create your marketing materials, are you really telling your audience what they need to know? Or are you losing their interest by talking about too many things that your potential client doesn't care about? In today's Guest Star blog post,Rob Frappierwill help you todetermine which parts of your message are essential to inspiring the client to sign up, and what will only bore them and drive them away. By the way, this will be my last Guest Star blogpost for a while. I will still post a new... Read More

​ When youre having an enrollment conversation - especially if youre just starting out, and arent very confident in your value yet - it can be easy to undervalue yourself. Many coaches and entrepreneurs - including me! - have fallen into the trap of lowering their prices and working for less than theyre worth. This may feel like a sensible way to enroll clients who dont think they can afford you - but it can also cause you to feel resentful andtaken advantage of, and it makes it harder for you to really give it your all. Today,... Read More

So you've got a potential client on the phone or in the room with you, and it's time to explore their needs and, if you're a good fit for each other, to inspire them to enroll. You've got a lot of information to convey, and you have to not only keep their interest while conveying it, but also to convey it in a way that makes them want to sign up with you. For some coaches and entrepreneurs, that's easier said than done - so it's a good thing you're reading this article! Today, I'm going to give you six"dos" and "don'ts" for effective... Read More

Did you know that marketing is kind of like sex? It's weird, but true. Here are 3things marketing has in common with sex, and some ways you can use this knowledge to attract more clients. 1. It's semi-taboo, yet necessary. A lot of people get uncomfortable when the subject of sex comes up. The same is true for marketing and sales. When people ask you if you're selling something, it can actually sound like an accusation, which can make you feel defensive and guilty. If you react with discomfort and shame, that will communicate to your... Read More

Have you ever responded to a clientsobjection by trying to talk them into seeing things from your point of view? Overcoming objections is a popular technique in the sales industry, but a very hazardous one. When you use it, instead of showing your client that you understand them and are interested in their needs and experiences, you imply that your viewpoint and agenda are more important to you than theirs. You also run the risk of making them feel like youre telling them thattheyre wrong, and that their experiences and perceptions... Read More

​When you're creating a webinar to attract more coaching clients, one of the key ingredients is telling your story in a way that builds connection and trust. As I mentioned in last week's blog post , telling your story is usually the second segment in a webinar. First, you explain what your audience is about to learn. Then, you explain why you're the right person to learn it from. Here's a simple formula for telling your story, as well as some guidelines for making your storytelling gripping and effective: The formula for... Read More