As a business and success coach, I know that one of the things that turns many women off are the “success stories.” When we hear that someone dramatically increased her income, or overhauled her business, most women will find a 1000 reasons why whatever the person did “won’t work for me.” It’s the economy….my day job….my kids….the list goes on and on.

What really stops us however is FEAR.

I know because several years ago, I was one of those people. I was an attorney-turned-business coach who was struggling in my business. For a long time, I resisted getting help. Some of it was pride…I had been successful and felt stupid that my coaching business hadn’t taken off—it looked like everyone around me had a 6 figure business. I was afraid to admit to admit that for once, I didn’t know what the hell I was doing. Also, I was afraid to spend money on a coach, because my bank account was rapidly dwindling and I needed to be able to pay my bills. My fears kept me paralyzed. So, it was easier for me to say, “That won’t work for me” than it was to push past my fears and get the support that I needed.


What changed for me?
As an attorney, author and speaker, I realized that I had a LOT of specialized expertise but I wasn’t an expert on how to create and build a successful business. After a year of struggle I decided that I had had enough. I was tapping into my savings to pay my bills and it wasn’t sustainable. I was at the crossroads. I had to either make my coaching business work (FAST) or get a J-O-B and be left to figure out all of the childcare stuff that came with being a divorced mother.


So believe, wherever you are…I’ve been there. I know what it’s like to work your tail off, and not have enough clients, or money at the end of the month. To see everyone else’s success stories, you get a little jealous and start to wondering what’s you’re doing wrong.
The big revelation for me was that deep down I knew that I was supposed to be doing more. I was supposed to be out there in the world making a contribution and enjoying my life, but I was fearful that it wouldn’t happen for me.


Having been in a coaching business where I struggled to get clients to pay me a low-hourly rate to now consistently enrolling great, high-end clients, I want to share exactly what had to change so that you can step into the life and business that life you desire.
This is the life where you’re not constantly worrying about money and “Where’s my next client coming from?” and you can use that time and energy enjoying your family, friends, or taking care of yourself.

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Here’s The 3 BIG Mistakes That Kept Me Broke (what NOT to do in our business):

1. Not knowing who your Ideal Client and how your program helps them (this needs to be really specific)

It’s critical that you know who your ideal client is. This is the foundation of your business and your coaching programs. I see too many coaches who can’t really tell you what they do or what results they help their clients to achieve. I’ve been there and done that, so I know where you’re at. HOWEVER, if you don’t know exactly what your program is about– who it’s for and how it’s going to transform their lives…you won’t be able to enroll people in it. And if you can’t enroll people into your program, you can’t make money and you soon you’ll be out of business.

2. Not having the Business and Marketing Structures you need (this doesn’t have to be super complicated, technical or boring)

Once you’ve nailed your ideal client and how your program benefits them, it’s time to spread the word. Your ideal clients need to know that you exist and are available to help them. The Internet has provided a great way for you to reach potential clients, but you have to be able to be seen by the “your people.” This means having the business and marketing structures that will help you to highlight your knowledge and personality, so that you can distinguish yourself from the other coaches and solo-entrepreneurs in your field. Plus, having these structures in place give you a big advantage because you look more professional, which allows you to charge higher rates for your valuable programs.

3. Not having the Guidance and Support to pull it all together (this positions you for success and makes your business profitable…quickly)

Many people know the importance of 1 and 2, but still decide to go it alone. You must have guidance and support from an expert who’s already figured out what works and what doesn’t. As I said earlier, my coaching was on life support because I lacked this important step. I spent about a year trying to get clear on who I was working with and what I had to offer. I would change my offers frequently, but I still wasn’t enrolling clients. I had never worked with a coach or mentor but I realized that what I was doing clearly wasn’t working. I made the work with someone who had the business and marketing expertise that I lacked.

I have to admit it was intimidating–talking to a stranger about why my business was failing. I also didn’t have the investment just lying around. I paid my first business coach on a credit card, praying the it went through. Here’s the thing, I don’t know a single successful woman who hasn’t taken a calculated risk. More important, I made my investment back within a 60 days. That decision gave me the information and confidence to create a lucrative, freedom-based business, Without a doubt, I wouldn’t be writing this post, had I not made the decision to get guidance and support.

What happens once you get these three steps handled? The results you can create are unlimited.

Here’s what some of my clients are able to achieve in a VERY short time, and so can you!

  • Gain clarity on how you can use your expertise, talents and training to build a profitable business (no more flip-flopping on what you’re selling and why!)
  • Feel confident knowing exactly who your ideal clients are, where to find them (online and offline) and how to powerfully connect with them.
  • Having potential clients reach out to you to book discovery sessions (which means potential return on investment ASAP)
  • Having an effective enrollment process that feels good to you (not sales-y or pushy) so that you feel confident and are able to enroll more people into your program.
  • Realizing you’re already an expert and creating signature offerings with premium pricing you’re excited to sell

This there are many other things I could add to this list. My burning desire as a coach is to get you unstuck and making money doing the work that you love. It all starts with you. I’m here to support your goals of creating a lucrative business, transforming lives, but you’ve to take the first step.

Love, abundance and success!
Yvonne

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Ready to receive guidance support, to start taking action and see results QUICKLY ?

If you’re seriously interested in high-level 1-on-1 accountability, then I invite you to explore a complimentary Platinum Business Discovery Session to see if we’re a good fit.

Book Your Discovery Session


I’m looking forward to talking with you!

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How to Create Private Coaching Programs That Sell

by Yvonne Bynoe on August 1, 2014

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As a business and success coach, I teach women coaches, small business owners and solo-professionals simple ways to take their existing talents, expertise and skills and turn them into high-end programs that immediately earn them a minimum of $1,000 a day.

Here are 20 things that work whether you’re a new coach, or one’s been in for a few years

1.  Determine what “solution” you’re offering to your market
It’s not enough to be passionate about a topic, or to have a “good idea,” you have to create a program or service that solves an important problem that a particular set of people are experiencing.


2.  I
dentify who is your true ideal client

Your ideal client isn’t a general category, such as women, mothers, diabetics or real estate agents— it’s a sub-set of that group.  This is group of people who share several of the same concerns, challenges, characteristics or traits.


3. People pay for tangible results not fluff
People willing to pay to solve a major problem want to know in clear language how your program or service will help them to achieve their goals in the areas of: business/finance; health and wellness; relationship. The same holds true even if your area of expertise is more esoteric or considered alternative. 


4
. People willing pay for help want to work with experts
You have to become known in your field for one main subject, instead of being a “jane of all trades.”  Paying clients want hire people who specialize in a particular area, not people who have some basic generalize knowledge.   


5. Don’t offer low-priced single sessions

Psychological testing continues to show that humans judge items with higher prices to be more valuable. More specific, as a coach, low-priced single sessions make you look less valuable in the marketplace. Consequently you attract less committed clients who aren’t willing to invest the time or the money necessary to adequately solve their problem.


6. Accept that marketing is part of owning a business.
People can’t hire you if they don’t know that your business and programs exist. Schedule at least 3-5 hours per week to create content; follow-up with potential clients; connect with potential joint venture partners


7. Regularly communicate with potential clients

Whether it’s online or in real life, you have to really go to the places where your ideal clients hang out. Understand that depending on who your people are they may be more apt to be at the yoga studio or health food store rather than at a networking event


8.  Social Media doesn’t work without a clear marketing plan

Platforms like Facebook, Twitter, LinkedIn etc. are great tools to help you to engage potential clients. However their ability to cultivate clients and generate sales lies in them being part of a defined marketing strategy.


9. Don’t just post inspirational quotes or cute animal pictures on social media

You can get a lot of “Likes” or “Followers” by posting quotes or random photos but it’s unlikely that these people will be interested in your actual programs or services.  Your social media engagement should be used to foster discussions and connections based on your area of expertise.


10. Publish valuable content on a regular basis

Online, people need to hear or see you a minimum of 7 times before they will feel comfortable enough to buy from you.   It’s therefore important that you are regularly providing valuable content through your ezine, blog, podcast, videos etc. so that when they are ready to hire someone you are top-of-mind.


11.  Create a proprietary system that you can market to potential clients
Having a proprietary system means that you’ve developed a “process” or a consistent set of steps that you take clients through to help them to achieve their goals.  Having a system is a creates a competitive edge because you can explain to potential clients in a clear way how you’ll be working with them. (There is always room within your system for individualization)


12.  Decide how you’d prefer to work with clients

Depending on your preferences you can work with clients 1 on 1 or within a small group  (3-5 people).  Also there are program formats in varying lengths from 1 day to 12 months and 1-7 day retreats.


13. Determine how much money you want to earn each month

Your monthly goal, coupled with how many clients you’d like to work with daily or weekly helps you to determine what your program prices should be. Although there are no 4 hour work weeks, tt’s important that your coaching business support your desired lifestyle.

14.   Create high-end signature programs
A program is promises a specified result within a stated time period: 1 day; 90 days; 6 months etc.  This is different than offering a package of sessions that is selling the client “coaching” rather than a desired outcome.

15. Have no more than 3 high-end programs
A confused mind doesn’t buy, and that’s what happens when you offer too many programs. It’s best to have a basic or entry-level program; a mid-priced or intermediate and higher-priced, comprehensive program


16. Don’t overstuff your high-end programs

Clients who invest in high-end program are busy and don’t need or want a lot of useless material or an excessive amount of time with you.  This means designing your programs and supplemental materials so that everything is relevant to your clients achieving their goal in a supportive but efficient manner


17. Become comfortable conducting enrollment conversations

Potential clients who are considering working with you privately will rarely buy your high-end programs directly from a sales page; you will need to conduct an enrollment conversation.  Instead of “selling” it’s an opportunity to help your potential client to gain clarity around her goals and challenges and a structured conversation allows you to organically offer your program to the right candidates.


18. “I can’t afford it” is a signal that your marketing message needs refining

If you are getting a lot of people saying, “I can’t afford it” your marketing message is attracting people who are unwilling to invest the time and money needed to resolve their problem. “I can’t afford” it may also could reflect that in the enrollment conversation you’re not adequately explaining the benefits or results of your program to potential clients.


19. Don’t discount your prices
It’s been said that your prices reflect your confidence in what you’re offering. If that’s the case, discounting instantly undermines the value of your program or service. You shouldn’t have to convince someone to enroll.   “Quick Action Savings” are a way to give a price break to people who really want to work with you.


20.   Be Yourself

As a coach or solo-professional, you’re not only providing knowledge, your also offering your clients the benefits of your unique combination of background, experience, perspective and training.  By copying someone’s style, you’re not honoring your individuality or helping potential client to locate you in the marketplace—-you sound like everyone else.

These are only a few ways to create simple but effective marketing that helps to you attract highly committed clients and enroll them into your private coaching programs.  I have a brand new complimentary  90 minutes virtual training: “How To Create Private Coaching Programs That Sell”

I’ll be covering some of the common questions that I receive from women coaches, solo-entrepreneurs, health and wellness practitioners (and professional women who’re ready to launch their own businesses) who desire to earn $5,000-$10,000 a month by offering high-end programs:

•How do I find clients who are willing and able to pay my fees?
•How do I stand out in a “crowded” market?
•How do I gain more confidence to promote my business and sell my programs?
•How do I take my current training, experience and skills to create a profitable business?
•How do I build a profitable business and still have time to spend with my family (and myself)?

I will also open the line up for your questions.

The COMPLIMENTARY training happens on:

**Thursday, August 7, 2014 10am PT/1pm EST/6pm BST**

To register for this training call please provide your name and email address in the box below. A recording will be made available if you can’t attend live.

 

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