Ultimate Guide To Getting High End one-on-one Coaching Clients In Less Than 3 Months
Why coaching business?
There’s no doubt that starting a coaching business is one of the low-cost business models that you can start right away that’s not only highly profitable but also allows you to make an impact in the world while doing what you love.
To get started, you don’t need a product, a location or complicated systems. You can start this from your home and from your laptop with a small amount of budget.
You can reach thousands -- if not millions -- You can share your gift, your message, be recognized for what you do and make a living.
Imagine being able to jump onto a plane anytime you like, speak on stages, work with clients one-on-one intimately, run retreats, masterminds. How would it change your life? The list is endless and the possibilities are infinite.
I know this because I’ve done it and I’ve help many done the same.
Word of caution though -- this ultimate guide will not make you get rich overnight. But if you follow the steps that I’m about to share, you will create high-end one-on-one clients who are willing to pay you $3k, $6k and up to $9k to work with you privately.
Who am I?
I’m Arabelle Yee, International Speaker, Life & Business Strategist and High Performance Coach. I’ve been featured in Huffington Post, MindBodyGreen, The Sunday Times as well as a long list of other medias
I’m not the guru who’s been doing this for 30 years -- who’s so far ahead of you that I’ve forgotten what it’s like to be in your shoes.
For the past ten years, I worked for Fortune 500 companies and I was working my way up the corporate ladder in my 9-5, until one day, I found myself completely unfulfilled in my job. Even though I was making close to $200,000 a year.
I decided to take a leap of faith, got myself trained and became a Clinical Psychotherapist. From the humble beginnings of starting a small private practice in my home, I’ve now expanded my business reach to all over the world.
Today, my message has reached 500,000 people online, trained 3,000 in person and worked with people from 11 countries closely. What I’m about to share with you in this guide is not only what worked for me but also what’s working for my clients too.
And how do start all this? Through one-on-one coaching.
What we'll cover
Part 1: How I started working one-on-one with clients and raised my rates
When I started my private practice, I followed what other people did. Yep, you guessed it; flyer drops, posting on local council bulletin boards and even writing to other local private practices to collaborate. Every step of the way, I hated it but everyone said it was the way.
Lessons learned: Even if everyone thinks it’s the right way, it may not be the right way for you!
I asked myself what am I good at? What would feel lighter? What would I feel in alignment with?
So I started using Facebook to advertise my services. I wrote an ebook on anxiety and ran it as an opt-in. It’s the start of my funnel (which we’ll talk more about later in this guide) and slowly I was able to convert them into clients.
[ This was during the transition between my old page and new page. That’s why it says Temp Page. Please ignore :) ]
My first client paid me $150 per hour to work with me and I was so over the moon when he bought 2 hours session with me for $300.
Then I worked with a few more people until I raised my rates to $180 per hour.
Then to $347.50 per hour. I know it’s a weird number but I don’t know why I picked that.
Yes I’ve had clients who worked with me only for 1 hour session but that was very rare. Because of the nature of the work, I knew I needed to see them at least two sessions. This was when I was doing a combination of psychotherapy, hypnotherapy and mindset coaching.
As I was learning and growing, my business was evolving at the same time too. From then on, I worked with about 20 clients at around that rate until I felt good enough to raise my rates. By that time, I was also comfortable working with them on a longer period contract rather than by sessions.
So I stopped selling hourly sessions and started working with people on a longer term e.g. 3 months, 6 months, 9 months.
Below was my first client who decided to work with me for 4 months. I don’t stick to my programs timeframes because I find that it’s so rigid and the programs don’t always suit the need of individuals. That’s the beauty of doing one-on-one coaching because you can tailor it to suit their needs.
When someone comes to me, although I do have programs I’ve created for private one-on-one clients, I assess their situation; where they are, where they want to go and what’s the gap that we need to fill.
Then based on my assessment, I recommend what I believe is best for them. Of course the bigger package I sell, the more money I make but integrity is what sustain our brand over a long run.
I’ve mentioned this to my email tribe before -- when I first hired my business coach, he charged me $9,000 for pretty much a scam program. He made $9,000 but his name is now gone forever.
So if the client only needs to work with me for 3 months, then that’s what I recommend.
As you can see, by now, I’ve ventured out onto the online world and reaching international market. Was it scary? Yes very much so but I was very clear of what kind of lifestyle I wanted to live and what kind of business model I wanted my business to evolve into so I was working towards that.
Part 2: Why one-on-one coaching?
I know the temptation to speak on stages, to run retreats and masterminds and to work in one-many model. It will come, I promise but let’s walk before we run, shall we?
Although starting a coaching business is easy, to sustain and to make it profitable is another story. As Neil Patel, #1 online digital marketer in the world said, 90% of the startups fail within the first year.
Especially today, there are so many things that we can focus on -- twitter, instagram, facebook, snapchat, linkedin, webinar, workshops, speaking, retreats, digital marketing, facebook marketing, list building, etc. And so many shiny objects -- instagram stories, facebook groups, pinterest marketing -- it’s so easy for us to get distracted.
That’s why ‘focus’ is key. What we focus on grows and we get better at it. The easiest and the fastest way to grow our business, make an impact and create the abundance is through one-on-one coaching!
In order for us to be able to get really good at one-on-one coaching, we only need to focus on a few things at first.
- Investing in ourselves -- trainings, hiring a coach, courses and education
- Learn marketing and sales
- Cultivate the success mindset
We can always learn more, do more and expand in future. We can always focus on digital marketing, creating funnels, blogging, guest posting, getting media coverage, publicity and a million other things.
But for now, we’re going to focus on only one thing.
The one thing that will allow you to grow, expand, make an impact and make money in as little as in one month.
Success Story - Meet Laurie
Laurie is a Financial Coach, Budgeting Specialist and Money Mentor at Budget Beyond. Within the first month of launching her business, she signed up 9 clients at a starting rate.
By second month, not only did she raise her rates to full amount and she also got booked out. Of course with one-on-one clients!
Benefits of one-on-one coaching
One-on-one coaching is the model because –
- You get to learn what it’s like to guide people through their highs and lows
- You get to learn how to manage people’s expectations while drawing your boundaries
- You get to learn how to hold space for your clients without judgement
- You master the art of coaching while supporting another person to reach their goals
- You can market at your own pace with confidence without having to be desperate and salesy
- You get paid a large sum of money monthly that can replace for your 9-5 income
- You get to leverage your time for money
- You get to choose who you want to work with
- You have the flexibility of your working hours
When I started my business, I was ready to do group coaching because I can leverage my time and money that way. However, the problem with groups is that, there’s usually a set date we commence the program and we have the time pressure to fill the seats. What would happen if you say it’s a ten people group program but only one sign up?
So I told myself to be patient and focus only one thing.
As you know, where your focus goes your energy flows. Also if my attention is fragmented, I won’t be able to put my 100% into a program. So I focused only on creating one-on-one programs.
Part 3: Who will benefit from this guide?
#1 – You are making a leap from 9-5
You’re still in the 9-5 job but you’re feeling called to start doing something different in your life. You have an idea of what type of business you want to do. You have acquired the skills and qualifications to start building your business now. You have the funds to invest in yourself and you’re ready to make the leap. You feel that there’s more to life than just working for someone else but you also know that following this step wouldn’t necessarily be easy.
#2 – New online business owners in the beginning stage
You’ve started your business within the last 12 months or so. You’ve been reading blog posts, articles, watching videos and following a ton of people online. You’ve tried a few things; some work and some don’t work. You get overwhelmed from time to time and you wonder if you should go back to your steady income job.
At the same time, you’re ready to start taking things seriously so you can start making money from your business. You’re ready for your first high-end private one-on-one client.
#3 – Online business owners who have made a substantial amount of money
You’ve had your business for more than 12 months now. You’ve made $2k and above in your business. You have 500 or more email subscribers. You have social media presence and built a following. You’ve created meetups or small workshops where people have come through. You’ve never worked one-on-one with people because you feel like you’re not good enough. You believe that you need to be an expert or a guru. You also believe that it’s draining to work with people one-on-one.
It doesn’t matter where you are in your business, this guide will give you the step by step checklist you need to start booking your high-end one-on-one clients. If my clients can do it within 30 days, so can you too!
Part 4: The biggest mistakes you can make while building your coaching business and getting your first high-end one-on-one clients
I started my business at the same time as my peers were launching their businesses too. But my business took off fast within three months. And within six months, I took my business online to start working with international clients.
From the humble beginnings of running my business from my private practice, I’ve now worked with clients from 11 countries and trained 3,000 people in person -- all in just three years!
This was one of my first few workshops I ran in my living room.
This was when I upgraded and rented a community centre to run a workshop.
This was still in my first year of business but after running small ones -- I guess I could say that whatever I was doing was working.
Then slowly, I get invited to speak at other people’s events.
Then I started running my own events internationally.
One of the common questions that I get asked a lot is “Arabelle, can you help me with marketing? I need more clients”.
I know what it’s like. You’re doing everything that you’re told you need to do. You’ve tried so many things -- some work and most don’t work. You start question if you’re cut out for this and if it would be better to go back to the security of the steady income.
Or you might be feeling completely overwhelmed that there’s so much to do. The little voice in your head might be saying “This is too much. You’re not cut out for it!”
Well, in the later part of this guide, we’ll get into the mindset piece. But for now, let’s talk about the biggest mistakes that people make when building their coaching business.
As we already covered, getting one-on-one clients are the easiest, fastest and the most profitable way to get started.
#1 - Focus
But the first thing is, we need to focus. Like I mentioned before, there are so many things that we can do and focus on, but we can’t afford to have our attention and energy spread everywhere. So we need that laser focus on the #1 priority that we’re going to focus on and make it happen.
For me, public speaking has been one of the biggest of income streams for me. No, not through selling tickets but through signing up one-on-one clients.
Imagine, if you can convert only 5% of the room which is a very conservative but reasonable conversion rate for a beginner…
Once you master the art of selling without being salesy but selling from the heart, then your conversation rate goes up. Let’s say; it goes up only to 10%.
Assuming that you have a $1,000 program…
Now, we’re not even talking about the advanced sales process. This is a simple sales process. But you can what's possible if we just focus on one thing and get good at it.
Now this process doesn’t apply only to public speaking. This applies to running webinars, tele-summits, facebook live streams. So the first thing we need to do is to focus on one thing and work towards achieving those conversions.
For example, if you’re going to run webinars to get one-on-one clients, if you have 100 people on the webinar and deliver a value-packed webinar, then assuming that you can convert 5%, then you will sign up 5 new clients. Pretty cool yes?
#2 - I can figure this out myself
For the life of me, please trust me when I say this is a dangerous one. This isn’t to discount your abilities. I’ve figured out so many things in my business from systems to strategies on my own but always at the expense of time, money and energy.
While it’s so easy for me to outsource or hire someone who knows this better than me, my stubbornness had created a major bottleneck in my business.
Yes, I know you can figure it out yourself. I know there are things you can copy from others that you see from the outside.
But it’s a mistake that we can’t afford to make.
I’ve worked with so many mentors and coaches over the years who have helped me with my life and business. I’ve invested more than $80,000 in my education.
I do all that for only one reason - I don’t have time, and I don’t want to waste time.
I want someone who’s been there done that, but not so far ahead, to show me exactly what I need to do, to shine a light on my blind spots and to catch my excuses when I start making them.
As a result, not only did I learn heaps from them, I also get to surround myself with influencers. That raises my credibility, and also I get to tap into their network and expand my reach.
#3 - I don’t have time
I get it. All of us don’t have time. But it’s not true!
When we say we don’t have time, what it's saying is that we haven’t got control of our calendar. I’ve done this audit myself and with my clients. If you feel you haven’t got control over your daily schedule, try this -- you will be surprised how much time comes out of your day.
For a week, record every single thing that you do from the moment you wake up to the moment you go to bed. From scrolling Facebook, calling friends to chat to cooking dinner.
Then you prioritise the most important things that you need to focus on first, then the not-so-important ones and eliminate the rest. See how much time comes out of your week.
Another thing is the productivity hack. Research has shown that with multitasking, with every task we shift our focus on, we lose 20% of our time. So if we’re multitasking five things in a day, that’s 100% of our time loss.
This is what my calendar looks like. To be honest, I haven’t been able to put much attention to my schedule for the past few weeks because I’ve been very sick. Normally, I would also include things like -- walking my dog, cooking dinner, reading books, writing copy, etc.
It does look busy but if you look closely I have -
- Meditation time
- Journaling time
- Spaciousness - where I don’t do anything
Those blocks are my time and I will protect with my life! If we don’t prioritise what we want to fill our days with, others will come in and fill it with their agendas.
When we say we don’t have time, we’re only saying that we haven’t really put the effort in to create time. The way I find best is to start scheduling everything in your calendar so not only you’re holding yourself accountable but you’re also mastering the time management.
#4 - I want to help everyone
As entrepreneurs who are building heart-based businesses, I understand this fully. We want to help everyone, but the only problem is it doesn’t work.
We must pick a niche.
For example, if you’re helping people to lose weight, the reasons and motivations for people to lose weight are different. A 50 year will want to lose weight because of health reasons whereas a 30-year-old will want to lose weight to have more confidence. That means, the message that we send out must be very targeted; otherwise, nobody will hear it.
You might be thinking “But, Arabelle, that means I won’t be helping those who I can help any more.” Yes and no. When we create our message, we need to speak to one person only. That’s when people say things like “Thank you for sharing that. How did you get into my head?”
See my message is for those who are within the age range of 30-45 who have achieved significant milestones in their lives; built a career, bought a house, created a beautiful family, but something is still missing. They’re going through a transition in their lives, and they know that the time is now to start doing something that matters; something that they can feel proud of and make an impact in the world.
They’ve collected experiences, qualifications, and skills enough that they’re ready to go out into the world and build something. And they are ready to use their businesses as vehicles to make this happen.
So when people ask me what do I do, depending on who I’m speaking with, I will say something like “I help people make an impact in the world through their business, by giving them step by step approach to launch a business from scratch.”
But I have a range of clients whose ages are anywhere from 24 to 61 year old. How did that happen? I speak to only one person, but some parts of my message resonate with the other group of individuals who aren’t in my target group as well.
#5 - Jumping into creating programs and packages
If we’re not sure of our target audience, which is almost always the case, then how can we create programs and packages that suit their needs?
I’ve seen many people who spent months creating something only to scrap it all off at the end because nobody bought it. That’s the last thing I want for you.
So the most important thing is to know your niche, create a message and then create offerings before creating your programs and offerings. Let's build a good foundation first. Imagine building a house, if the foundation is weak then it won't be able to hold the tower.
#6 - Marketing straightaway
Another problem I see a lot and get asked a lot is “Arabelle, can you help me with my marketing?”. Sure I can but have we got the foundation in place?
If we’re going to market something that hasn’t been tested, it’s very likely that we’re going to waste time, money and energy on something that most likely won’t work.
#7 - Winging it
Have you ever heard of the term wanna-preneur? Here are the differences between an entrepreneur and a wanna-preneur.
The point is, never go to a battle without a plan. Structure, strategy and accountability are the three key things that we need when starting a business.
Part 5: The mindset of a successful entrepreneur
One of the things that I teach is, in business, 80% is mindset and 20% is strategy. Every successful entrepreneur has their rituals and disciplines that they follow.
Entrepreneurship is a form of self-development, and if we start to see things that way, then things are so much easier to handle. Below, I will address some common mindset blocks that start-up entrepreneurs say.
#1 - I’m not an expert. I feel like a fraud.
So many people chase credentials in a way to feel worthy of what they’re offering. Don’t get me wrong -- training is necessary. That’s why for the past few years, I invested 70% of my income in my growth -- attending training, seminars, hiring coaches and mentors.
But I’m not a certified Business Coach. In fact, I don’t know anyone who is certified. But I do have my MBA, Bachelor in Business, Bachelor of Arts and a whole heap of certifications in Clinical Psychotherapy and other healing modalities.
Do they help? Yes because I was where many people are -- I felt like I wasn’t good enough.
But what I’ve learned is from my personal experience of having built two businesses before and now working in and on my business.
With that, I’ve helped people;
- Speak on TedTalk
- Secure senior management roles
- Sign up high-end clients within the first three months of launching their business
- Made the highest profit in their businesses
The bottom line is, you don’t have to wait for permission. Give yourself permission to go out and do it.
If Apple didn’t start with iPhone 1, we wouldn’t have iPhone 7 today. Looking back, is iPhone 1 the best? At the time, yes but with time, they’ve learned, tested, failed and evolved.
Success story - Meet Ashley
Ashley is founder of Fusion Biz Babes where she runs exclusive events for startup female entrepreneurs to come together for support, community and upleveling their business.
Ash has had FBB for years but within the first 3 months of working together, Ash had the highest profit in business.
#2 - I’m just starting out. I can’t charge what others are charging.
While I understand that we need to research the going market rate for the services we offer, the market can’t determine our value and our worth. And just like with everything else in life, if we don’t determine our value, other people will do it.
Yes if you don’t have enough experience, it’s a fair call. I started that way as well. Like I mentioned before, when I first began working as a Clinical Psychotherapist, I charged $150 per hour. That was the going rate. Before that, I worked pro-bono with three clients. How many pro-bono clients you will work with depends on you. You don't have to but if that makes you feel good, do it.
At the same time, we also need to understand that people love buying. The more we have to make an effort to be able to buy something, the more we value the purchase. It’s the balance and dance between knowing our worth and transforming our client’s mindsets.
On top of that, there’s the perceived value. If we see something as expensive, we perceive it to be good. That’s why we say “We get what we pay for.” So even if you're just starting out, define your worth and charge what you feel is right while also paying attention to your stories.
#3 - I don’t have the confidence
Confidence is something many people struggle with, and that’s why I wrote a blog post about it. Many of us are held back by the stories we create that we don’t have enough confidence but that lack of confidence stems of comparison.
When you feel that you’re not confident, who are you comparing yourself with?
When I started coaching clients one-on-one, I was so worried that I wouldn’t be able to deliver what they’re expecting. However, without me knowing, I was comparing myself with my mentors and putting pressure on myself that I need to as good as them.
We see so many people around us who are doing well and especially in this social media age; we see so many posts on how everyone has got everything figured out in life. Without us realising, we look within ourselves and think that we haven’t got it. It becomes a subconscious programming. The moment we put someone else on the pedestal, we minimise ourselves by thinking they are better than us.
Know that confidence comes from taking action and the only way for us to feel confident is to push ourselves to do things that we’re scared of.
Part 6: My step-by-step guide to creating high-end and high-impact one-on-one clients
Remember the biggest makes that people make when building their coaching business?
- People get the shiny object syndrome and get distracted with so many ideas. As a result, they forget to focus on one thing and to get good at it. So the question is what do we focus on? – getting one-on-one clients! Of course…
- Not getting help but being stubborn saying “I can figure this out myself”. As a result, we waste so much time and energy on things that we could have easily gotten help for or outsourced.
- Not managing their time well and multi-tasking. With 20% productivity we lose on every task, by the end of the day, when we ask “What did I achieve today?”, we’ve got nothing to show for! It’s all about calendar management.
- Not picking a niche to work with, meaning, not speaking to just one person. As a result, nobody hears it. The message has to be very targeted, specific and speaks to the pain of the ideal client.
- Creating programs and packages without having clarity on the above! Or even worse, creating offerings based on what we want, rather than what they want! That’s the recipe of disaster.
- Marketing straightaway without any strategy! Showing up in Facebook groups here and there. Post on social media inconsistently. Sending emails to the email list only when they feel like it.
Step #1 - Know your audience
The first step to attracting and working with high-end one-on-one clients is to know exactly who your target audience is. As I mentioned before, it’s not everyone -- it has to be a specific person that you talk to when you share your message.
We need to know the minds of our target audience more than they know about them. This is where we must understand their psychology.
We need to know exactly what they think of when there’s nobody around.
Then we need to know what their dreams and aspirations are. It’s not just “I want freedom and flexibility” -- it’s about what they will get when they achieve the freedom and flexibility. Put yourself in their shoes and ask, “What does it really mean to them?”
For example --
This is such an in-depth process that we need to go through if we want to attract the one-on-one clients that we absolutely love working with.
What’s important here is also to know the words and language that they use. For example, when I started my business I used to say a lot of negative words that people say -- “If you are struggling to make ends meet and want to change that story….” -- the problem with that statement is, I start to attract people who are struggling to make ends meet, and they start bargaining my prices and not respecting the value of what I offer.
To dig deeper into this process, I'm giving away this process as a bonus when you download this Ultimate Guide.
Step #2 - Create a package that sells
It’s true that we need to have a spectrum of products or services that we can sell so we can cater to different audiences. And it looks something like this.
This is part of a very simple sales funnel. Not everyone is ready to buy from you straight away. Sometimes, they download a freebie or buy a small item to test drive what it’s like to work with you. Sometimes, their intention might not even to work with you but just to consume the information.
However, if you provide quality information, then they will realise the importance of working with you and investing in themselves.
So the question is, which one do you create first?
It’s true. The money is in your email list. People talk about the number of followers we have online, but the problem is, we don’t own the social media platform. What happens when the day comes there’s no more Facebook?
So the key is to offer something of value in exchange for their email address.
This is the screenshot the first eight months in my business. Lucky I found this screenshot in one of my old folders!
I was building my list while I was still working in the 9-5. My aim was to build my list in a steady growth, work with selective one-on-one clients and build my business until I’m fully ready to quit my job.
I had already quit my full-time job by then, but I decided to take up a contract role -- which was pretty much full time but just not on permanent position -- so I can save more money to give me peace of mind.
As you can see, on average, I was adding roughly 100 emails a month. You can also see the unsubscribes in lighter colours. People are scared of getting unsubscribes from their list, but that’s lack mentality. Whoever’s not supposed to be in your tribe will leave, and that’s fine with me. I only want to support people who are in alignment with what I offer.
Once people have joined your list, the purpose is to build a relationship with them and to provide as much value as possible. I give away 80% of my content for free all the time.
If you’re still reading this, you can see that I don’t hold back but give value. There’s a reason for it. The coaching industry is getting saturated, and one of the questions start-up coaches ask is “How can I be different in this crowded market?”.
My answer is simple -- there are so many one-hit-wonders. They do make money but they don’t last. As you already know, 90% of businesses fail in the first year. The only way for you to create a sustainable, if not highly profitable, business is to give value and be authentic.
Especially when we’re working towards getting you high-end one-on-one clients, this is of utmost importance.
So I hear you ask, “What do we write in the email sequence? How often do we send?”
There’s no one right way but here’s what I suggest for a start.
The sequence can go on, but you can start with this and get familiar with the process. If you’re asking what system to use, don’t worry. I’ve got you covered. It will be explained in the next part.
BUILD RELATIONSHIP CONSISTENTLY (AND CONTINUOUSLY)
There may be a few who will sign up your Call To Action offer from those initial three emails if you write a good copy -- speaking to their pains, dreams, and aspirations. We’ve covered this already above in knowing your audience.
The majority will remain undecided. It’s not always about you. Some just don’t need your services right now. Some just haven’t read your emails yet. Some will be undecided forever.
The key here is always to add your CTAs at the end. Make it easy for people to buy from you.
I’ve sold many things through my email list, through blog posts, through sharing blog posts to my email lists and through selectively inviting people in my tribe who showed interest in what I have to offer. And I can do only that when I’ve put the effort into building a relationship with my tribe -- by giving them value and communicating authentically.
Don’t underestimate the power of email campaigns. In the beginning, it might not feel natural to you to be writing to a bunch of emails that you don’t know but just like anything else, practice makes it perfect.
Step #3 - Marketing your services
While I said the money is in your list, it doesn’t mean we must ignore the people you can impact positively outside of your list. There are so many ways we can market.
Here are just some of it -
- Facebook Ads
- Blog posts
- Guest posting
- Free opt-ins
- Join webinars
- Speaking on stage
- Speaking in online summits
- Running your workshops
- Collaborating with complementary businesses
The key here is to focus on a few things and get good at it.
When we pick the platform we’re going to use to market, it’s not about what we love, but it’s where our target audience hangs out.
For example, I’ve built my coaching business entirely on Facebook. I do have an Instagram account, but I don’t use it that much. I focus mainly on Facebook posts, my blog posts, guest posting and webinars. And of course, running my international events and speaking on other people’s stages.
I didn’t do all of that at once. This is the growth and expansion that took place over the years. When I first started, I focused only on Facebook and running workshops to get high-end one-on-one coaching clients.
I no longer offer Discovery Calls at my events, workshops or retreats now. If I do upsell, then I upsell directly to my group programs or let people apply for a Discovery Call as a screening process.
However, I’ve written so many blog posts over the years that they are doing the work for me.
This is a snapshot of the seven days window how the Discovery Calls get scheduled without me having to do anything. In fact, when that happened, I was away on a monthly retreat we run and then back in town to run my other Healing and Transformational workshop.
Step #4 - Discovery Calls
That brings to me this point. What are discovery calls? In short, these are sales calls where you and your potential client find out if you are the right match. I see this call as a transformational call. As a coach, this is your opportunity to ask questions that are thought-provoking and make your potential client think deeper than what they normally do.
As a client, this is the call where you get to see if the coach is the right person to help you on the journey.
I wrote more in detail about this very topic. One is on 8 ways to get discovery calls and the other is on why you’re not selling on your discovery calls. I suggest you read those posts and download the cheat sheet where you get to read the actual conversation that took place with one of my potential clients -- who is now my client.
Step #5 - Set up systems that make money for you while you sleep (if you set them up strategically)
I will go more in detail into what kind of systems or platforms you can use in your business in the next part. In this part, I want to mention the importance of having the back-end work in place.
I have to be honest -- I’m a geek. I love systems and IT is my thing. That’s something I also had to train to myself to step back because I enjoy it so much that sometimes, I get sucked into it when I could easily outsource it someone else.
Whether you have a physical office or running an online business, it makes your life so much easier to have these systems in place. It does take some time at the start to learn how to use them but if you have the funds, I’ll recommend you to outsource it.
What are the basic systems we’re talking about here?
- Customer Relationship Management System
- Landing page
- Payment gateway
- Appointment scheduling system
Setting up systems doesn’t have to be hard. In the next part, I’ll share with you how you can set this up easily yourself or by outsourcing it to people who can do a quicker and better job.
Part 7: Technology made easy
Many people stress out about the technology part and I want you first to remove the mindset where you think “I’m not good with technology.” The more you say, the bigger block it will become.
Now before I introduce platforms that are easy for you to use and get started, I want to say this.
We’re not expert in everything. At the beginning of the business, we’re the CEO, the Manager, the Admin and the Assistant. We’re everything.
Despite that understanding, we must also learn to step into the CEO, visionary role. That means, when we’re not good at something, we must learn to let go of the control and outsource it to someone who can do it better, faster and cheaper.
Think about this -- every minute you’re trying to figure something out; you’re losing the opportunity to attract, create and work with your high-end one-on-one clients.
There are so many resources you can use to outsource with as little as $20 per hour. Here are some resources;
From graphic design, web design, logo design to audio transcription, video editing, system support, virtual assistant and many other things that you can outsource for a small fees.
[ Fiverr.com ]
[ Upwork.com ]
[ Etsy.com - you can get beautiful templates for your logos and documents here ]
[ Canva.com - you can design all your graphics here at no cost ]
There are so many website platforms that you can use but I highly recommend Squarespace for its easy to use functionality and beautiful designs.
This is a great way to get new email subscribers. They not only have built-in designs that you can use straight away, they can link to your Customer Relationship Management system. They make your work look professional and statistics have shown that conversation rates are higher.
Below are the two I’ve used and I highly recommend both. At the time of this post, Leadpages offer monthly subscription rates at $37 per month and Clickfunnels rates at $99 per month.
They are suitable for different people at different stages and you can google more about the comparison of the differences. However, for long-term, I recommend Clickfunnels.
[ Leadpages.net ]
[ Clickfunnels.net ]
CUSTOMER RELATIONSHIP MANAGEMENT SYSTEM
This is where you build your email list, send out email campaigns and set up automation where the system can make money for you while you sleep.
This is key to building your email list and building relationship with your tribe. I send out emails weekly. The majority of my emails are about adding value and teaching insider knowledge. From time to time, I would sell to my tribe on what they need.
Some people have been in my tribe for over three years now and still reading my emails. Some of them are repeat buyers. And some, of course, never buy.
There are so many CRMs you can use, but I recommend MailChimp because it’s so easy to use and you can use it for free!
[ Mailchimp.com ]
APPOINTMENT SCHEDULING SYSTEM
The one thing that puts me off the most is when people go back and forth on emails trying to find a time that works to set up an appointment. It’s worse if we’re in different timezones.
I use Acuity for everything; from scheduling the Discovery Calls which I call them Breakthrough Calls to scheduling podcast interviews, in person appointments and client meetings.
You can also sell directly from this session. I absolutely love Acuity and I highly recommend that you sign up this system. It not only makes your business look professional, it makes you life so much easier!
At the beginning stage of my business, I used paypal for everything. Paypal is great and does what it needs to do but when it’s time to create a bit more sophisticated payment plans, it’s a bit clunky in my opinion.
Since then I’ve been using stripe. Stripe integrates with almost every web platform and other systems. I use it for all the payments I receive.
[ stripe.com ]
Over the years, I’ve used and tested several webinar platforms. I must admit, if you’re not familiar with this, it is a painful process to find out what’s the best solution.
For me there are a couple of things I consider when I look at a webinar platform;
- It has to be easy to navigate and use
- I don’t want a system that requires the attendees to download an application to join the webinar. I want them to be able to click the link and join.
- I want something that allows me to co-host my webinar with someone else.
- I want a system that has presentable landing pages where I only need to do minimal editing.
- I also want a system that allows me to create ever-green webinars on multiple dates easily.
I’m definitely not a webinar system expert but from what I’ve tested and used so far, webinarjam is the best. It’s $33 a month but paid annually upfront.
[ webinarjam.com ]
STRUCTURE AND DOCUMENT ORGANISATION
All my client notes, blog posts and all other notes are stored in this amazing platform called Evernote. It’s something I use daily and swear by. It’s just so easy to use and keep me structured. I believe everyone should be using this!
[ evernote.com ]
Part 8: Next steps
Wow! This is 7,500+ words guide. And it’s a freebie. As you can see, I give away 80% of my content away for free.
Now so far, you’ve learned -
- In Part 1, we talked about how I started working with one-on-one clients, what I charged at the start and the growth from the beginning days.
- In Part 2, we looked at why one-on-one coaching is the model and why it’s the easiest, fastest and profitable way to make an impact while doing what you love.
- In Part 3, we walked through who this guide is for and why this guide will help you in reaching your goals.
- In Part 4, you learned the biggest mistakes you can make while building your business and especially when you’re getting your first high-end one-on-one clients.
- In Part 5, we discussed the mindset of a successful entrepreneur, and how in business it’s 80% mindset and 20% business.
- In Part 6, you learned the step-by-step approach to getting your first high-end one-on-one clients in a very simple yet powerful way.
- In Part 7, I walked you through all the technology that you will need to build a high-impact business.
I hope this guide inspires you to get your first high-end one-on-one clients as soon as possible and to get out of your own way by harnessing the mindset of a successful entrepreneur.
Whether your dream is to build your business as a side-hustle or turn it into a highly lucrative business, you can do it. One of my clients, Sophie, not only launched her business but in the process, she started another business replicating the same model. Today, she runs her business from her new home in Canada.
Don’t let anyone tell you that it’s impossible. Don’t let your fears hold you back. What you imagine will come true and that will happen only through taking action.
That means, in addition to learning all of what I’ve just shared with you, it’s also about -
- Creating a strategy to differentiate yourself and stand out in the crowded market place
- Not only getting high-end clients but also renewing their contracts
- Not just getting testimonials from them but also gaining new clients through word of mouth
- Growing your email list to the first 500 then 1,000 within 6 months
- Mastering the art of the sales so you can sell without being salesy.
All this I share in my business course Business Deep Dive. The next course will be launching in mid-August 2017. In the meantime, if you want to work with me personally one-on-one, apply for a free call with me here.
If you need help implementing all these steps, I'm taking on a limited number of one-on-one coaching clients -- where I'll take you through a process of not only making your investment back within the first three months, you'll also have a profitable coaching business. And predictable income.