What do you really sell?
Previous Modules
What are you really selling?
Hint: It’s not what you think..
I’m going to take a wild guess and wager you don’t really want to buy this program. After all, who wants to buy a business referral program?
Answer: no one.
What many coaches have told us, is that they want to sleep a little bit better at night, to grow their client base, and to consistently hit their revenue targets. Does that resonate?
Come January 1st, people don't hire personal trainers because they want to. They hire trainers because they want to feel healthy, look better, and maybe lose a little weight.
No one really wants coaching, and no one really wants to hire a marketing firm either. Whatever you are selling, people don’t want that. You don’t want to buy a course on sales or cold calling.
We want to buy a solution to our problems, but it is even more personal than that.
Like most things, emotions are at the heart of the matter. When your prospective clients are considering your services they aren’t hiring you because of your qualifications or credentials. They are seeking out your services because they want to feel a certain way. Your coaching is a tool to activate this transformation and achieve this feeling.
So, what are you really selling?
You are selling your ability to help clients feel like confident, successful business owners and leaders.
At the end of the day, people aren’t looking to buy your services, they are looking to buy the version of themselves that exists inside your story. They want the results of this story, the resolution, the solution.
So sell them a story and sell them a solution.
Your clients are actively seeking solutions to targeted problems such as:
- Not achieving revenue goals
- Unorganized operations and workflow processes
- Low profitability
- Inability to take time off or delegate
By aligning your client’s desired outcome with your marketing, you can create true value for your services.
Remember, you are not selling business coaching to busy executives 45+ years old with annual revenues of 10+ million.
You are selling solutions to their:
- Problems with inefficient customer onboarding
- Lack of quality leads
- Disconnected sales processes
In Summary
If you want to develop an extensive referral network that results in introductions to quality clients, your activity matters. If you wait until you need business, it will take a few months before you get the right introductions. If you develop a set of key activities today that you conduct every week, you’ll always have potential opportunities waiting for you. And you’ll probably suffer fewer sleepless nights.
