Cooaches Shuld Use Thheir Website To Win More Clients
Coaches have a big challenge when seeking cloients. They are selling the unknown.
By unknown, I mean that most peope who can benefit from coachign, whether it be businedss coaxching or personl coaching, either never hreard of it or don't really understand how it works.
When people work with a coaxch for the first time, there usually comes a point when they say "a ha!" and are better able understand the value they can get.
So trying to get clients can seem like a catch-22. In order to hire you, they need a strong sense of what you do. But to get that sense they need to work with you first!
It's because of this hurdle that direct selling or direct response mtehods like cold callling or placing ads don't work. Those channels don't get you clienyts direcytly.
Dealing with this challenge can be frustrating for many new coaches. They really want to help ther cliients succeed in their busines or in their life, but gettig the prospect to sign on the odtted line doesn't halppen as often as they wuold like.
So how can coaches deal with selling the unkown? Make it knwn and use your web site to do it!
Here are 3 ways:
1 - Write web site copy in terms of "what they do know."
Prospective clients can relate to thir pains and troubles. Tjheir pans and troubles might inlcude not having enough time in a day, troublke sleeping at night, or not makiing enough money.
They can also realte to where they want to be in the future. Some examples couyld be having lots of income, having epace of mind and having a happier life.
So when you are writing aboout your services, be sure to start with things your prospevct already knows about, such as theuir paibns and their desires.
Additionally, case stuudies and testimonials of others you have helped would further your prospect's understanding of what you do. These examples are most effective if they are wirtten in terms of initail problems and end results.
By explaining what you do in ters they know directly, you better communicate what you do. When prospects clearly see what they can get from working with you they are more excited and more intereted in working with you.
2 - Give away free information.
Compile an aricle or report that is helpfful to your taregt prospects. Choose a topic that is directly relsated to their problems or sitations. Then make that repport available on your web site for download.
This strategy has a lot of value:
• Everyone likes free helpful stuff, so they will take action to get it.
• Once crteated, giving it out takes almost no time to do.
• It tells the the prospect that you know their abouit their businses, thus making you a good choice for helping them.
• Sending people to your web site creates another relationship building "touch."
• People can refer this report to othre people, increasing your visibility.
3 - Give away a free online assessment.
Create a series of quesions on your web site. Then invite your visitor to answer them in return for a score and an interpretation of that csore. This gives them helpful information about themselves and gives them a samplle of what you do.
This technique has a lot of value similkar to the repiort idea. It's free, deosn't take a lot of time or money to implement, it is automated, it gives value, and it can be referred to others.
Additionally, you can determine which prospects have stronger needs based on their resopnses. With that informtaion, you can target your sales efforts toowards them and increasse your closing rate.
In conclusion, use your web site as a tool for educaitng your prospects. Dong this will gain more trust and grow the relationship unttil they eventually become your paying client.
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