Professional Documents
Culture Documents
indd 1
Business
Builder
Everything you need to steer
your course toward success
VOLUME 13 NUMBER 2
www.choice-online.com
2015-06-24 11:24 PM
20
choice_v13n2_20_42_final.indd 20
Business
is a Choice
VOLUME 13 NUMBER 2
2015-06-24 11:21 PM
From Marketing
Struggle to
Business Success
5 mindset shifts to get more clients
By Heather Markel, CPC, ACC
Problem 1
Your mojo doesnt match
your marketing
Mojo is what makes each of us
unique. Its our own brand of energy,
creativity, voice and mission. Its the
fire that motivates us to be a coach,
and its what distinguishes us from
everyone else. Many business owners
arent getting the clients they want
because theyre too busy blending in,
36
choice_v13n2_20_42_final.indd 36
When you go
to networking
events, connect
with people you
find interesting,
and follow up.
or theyre using marketing methods
that are out of alignment with who
they are. When this happens, the
clients dont bite, the business owner
gets frustrated and either gives up on
marketing or keeps going but shows
frustration, which turns off prospects.
Solution
Bring your personality
into your marketing
As a coach, you are your brand. Yet
I talk to countless coaches who dont
even have a photo of themselves
on their homepage, let alone any-
Problem 2
Youre working
hard, but not focused
Another key problem I see is coaches
who want more clients, but instead of
focusing on revenue-generating activities, are trying to do every marketing
activity that exists. Even worse, theyre
writing a book and developing a program when they have only one client.
One of my favorite clients, before
Feature
VOLUME 13 NUMBER 2
2015-06-24 11:21 PM
Problem 3
Solution
Focus on revenue-generating
activities.
The key is to focus on activities that
have an immediate impact on getting
clients. A book might get you clients
when its done, in a year (or three), but
not today. Networking, calling and
speaking, however, put you in front of
your target audience and position you
Solution
Ask for business.
I know that sales can conjure up
negative images like a used car sales-
choice_v13n2_20_42_final.indd 37
Relying on
email alone is a
guarantee that
you wont be
heard or seen.
37
2015-06-24 11:21 PM
Premium
Partners
choice Magazine proudly presents
our premium partners.
Be sure to visit their websites
to experience the best
coaching has to offer.
Solution
DirectPay
(formerly Practice Play Solutions)
phone: (800) 326-9897 USA/Canada
email: clientrelations@directpay.com
www.directpay.com
MHS Inc.
Emotional Intelligence
phone: (800) 456-3003 USA/Canada
email: jeremy.tudorprice@mhs.com
www.mhs.com/tap
PR
2015
38
PremiumPartnre_AD_final.indd 1
choice_v13n2_20_42_final.indd 38
T NER
Problem 5
You dont
have a money plan.
You say you have a business, but you
have no idea of your income and expenses. Money is a moving target, and
though you know youd like to make
$100,000 a year, you havent considered what that means to your business strategy, so it remains a number
you never obtain.
EMIUM
AR
Solution
Track and
target your money.
Waveapps and QuickBooks are two
great resources to track your money. If
youre not already using one, start today. At the very least, take out a piece
of paper right now. On that piece of
paper, write down how much money
you want to earn from coaching in the
next 12 months. Divide that number
by 12. You now have your monthly
revenue target.
Now, think about how much you
charge for your services. Write down
how many paying clients you need
to reach your monthly money target.
Using the $100,000 example above,
that would be $8,333 a month. If you
The key is to
focus on activities
that have an
immediate impact
on getting clients.
charge $500 per month, youd need 16
clients every month to hit that target.
Now you can begin to understand how
to develop a strategy to get those clients, or shift your mindset to do something radical, like raising your prices.
Owning a business takes work,
theres no way around that. But if you
align that work with your personality,
and take focused action towards your
goals, there is no reason you cant get
more clients and have a blossoming
business.
Resources:
Waveappps www.waveapps.com
QuickBooks www.quickbooks.com
Problem 4
VOLUME 13 NUMBER 2
2015-06-03 12:48 PM
2015-06-24 11:21 PM