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So you’ve tried the DM strategies, the waitlists, and the free sales calls… but nothing seems to be clicking when it comes to signing clients with ease. (Isn’t that what all those methods claim to do?).
In this blog, you will learn how utilizing empowerment and human nature can make conversions effortless. (no, really!)
You’re not the only one, and you no longer have to feel this way.
You get nervous because you know this could lead to a potential sale, but also, you’ll have to work to get it to that point – and it’s HARD (when you don’t have the right tools).
🔑 The key to a smooth sales process is digging deeper into psychology.
When you know how and why a person buys, you’re able to make the experience empowering for them (and easy for you).
I’ll tell you right now – it’s not a one and done process.
Every person has a different style, method, and mentality when it comes to investing and making purchases. No two people are alike. (That’s why those scripts don’t work!)
To learn the reasoning behind your ICA’s potential purchase, you’ll need to evaluate them, do your research, and of course – ask them questions.
When you’re able to get to know someone and touch on key needs and desires that are important to them, it becomes more than ‘just’ a client, it becomes a relationship – they trust that you have their best interest in mind. And that? That leads to easy sales.
When a coach or someone you look up to connects with you, takes the time to find out what you’re working towards, and gives you the next steps you need to take? You’re more likely to become loyal to that person, buy from them, and see results because you’re committed,
That’s what you want from your ICAs.
It’s time we say goodbye to scripted, surface level sales.
I teach you how to make sales easy again with empowerment, human nature, and psychological principles – Check it out below
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Did you know that there are 4 different buyer types throughout your audience? Yes, each person you are trying to sell to has a specific way of buying that’s unique to them – and not knowing this could be the reason you’re struggling to sign clients. Let’s dive into what these 4 buyer types are and how knowing more about them can help you sign more clients, easily.
The first of the 4 buyer types is Debbie. I call her the leader of the pack.
She’s headstrong and first to take action in all scenarios.
Debbie’s working style can be described as quick, efficient, but also sometimes missing details (because she’s focused on getting so much done!).
Because Debbies are always ready to move forward in business, they often focus on the transformation they’ll receive from their investment. They want to be able to envision that new life ahead of them!
When you’re selling to a Debbie, talking about the transformation is key.
The second of the 4 buyer types is Allie. She’s an organized & detailed workhorse.
She’s infamous for filling out long detailed spreadsheets and letting you know when there’s a typo.
Allie is the one that will help you map out every next step you need to take (with checkboxes, status points, and communication outlines).
Because Allies are so detail-oriented, they always want to know about the features and inclusions in what they’re investing in.
When you’re selling to an Allie, focus on the features and details of your offer.
The third of the 4 buyer types is Emma. She’s the mom friend of her group and always has been. She has a sixth-sense for inauthentic selling and won’t be swayed to purchase something she doesn’t feel aligned with.
Emma is the one that trusts her gut and follows her intuition when it comes to investing.
Because Emmas are focused on relationship-building and feeling in tune, she’ll want to know you and the investment closely before investing.
When you’re selling to an Emma, focus on the feelings the investment will give.
The last of the 4 buyer types is Cassie. She’s the friend that always has the group chat flowing. She is loyal and committed to her community and will be the first to share the group with others.
Cassie is a people-person and loves sharing experiences with others that are in the same boat as her.
Because Cassies are focused on community and connecting with others, they want to make sure they are investing in something where they can share the experience with peers.
When you’re selling to an Cassie, focus on the community and other members she’ll have access to.
Now, Nobody has ‘I’m an Allie Buyer Type’ stamped on their forehead. So how do you discover which buyer type a person is and how you can sign clients easier using that information?
You dig. Selling is a process that requires time, relationship-building, and lots of back-and-forth conversations. When you take the time to connect with a lead and see what really matters to them, you can sell to them in a way that makes them feel empowered. Not just a scripted DM.
So, If you’re ready to go deeper into buyer types and how to use psychological principles to sign more clients, my course Buyer Psychology 2.0 is for you.
You can find more of the information I teach on Buyer Types and Psychology over on Instagram.
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The biggest lesson I’ve learned in business and launching is that fear will hold us back. If you don’t acknowledge that fear, you’re going to keep heading in the wrong direction.
My Scale to $5k launch was amazing, but it definitely showed me the right direction I need to go with my courses in the future. Let’s go over the numbers, as well as what worked and what didn’t before I jump into what’s coming next (hint: those of you wanting more buyer psychology and to grow your business to consistent $5k months are about to get even better offers coming your way).
Here’s a recap for you:
After the launch of Scale to $5k, my take home cash was a little over $7k. Here’s the thing with passive products that people don’t realize: Yes, that is my cash, but we have to factor in the business overhead, which is around $8-12k every month for me. Between coaching, my team, graphic designer, and a Pinterest coach, there are a lot of moving parts inside of my business that make up my monthly expenses.
The first freebie I did as a part of my conversion event was the Signature Sales Script. I had that freebie live for 10-12 days and I had 334 opt-ins with a 37% conversion rate. I picked this topic for a freebie because it answered an important question: “What information do I want them to come to the table with before we go into Scale to $5k?” I wanted them to know that scripts can help them grow their business, and this led nicely into the overall outcome they wanted out of Scale to $5k.
I dropped this freebie into every Facebook group I could think of, which was super important for getting the number of opt-ins I had. You want to make sure each time you post about your freebie or an offer, it’s written for that community specifically and those are groups you’ve been active in – posting, going Live, commenting, and sharing before.
My goal has always been to build a business that is sustainable and creates an impact. Having conversations and building your network in groups like this is so important in order to make that happen.
After they opted in, I redirected them to my Facebook group and Pinterest with my second email in the sequence. Then, they got an authority building freebie with two additional videos on FAQs of sales calls and a live sales call with a client of mine. The freebie and the free lessons built my email list up to 600 people.
Giving an actual piece of the program for free was the second part of this. A free lesson through the endowment effect creates ownership. I had 160 people join in a two-hour period. I ended up closing at 19 women, and 7 of them joined on the last day.
What Worked in the Launch
What Didn’t Work
The Future of Scale to $5k
Scale to $5k is something I’ve been building since October of 2019. It was built from the demand to know how I grew to consistent $5k months in my first 90 days and a 6-figure business in less than a year.
Buyer’s psychology and sales psychology are both a huge part of your business and I saw that gap in the market, but I was scared to separate them into two different programs. Really this was doing them a disservice because they’re both such in-depth topics on their own.
That said, the buyer’s psychology portion will become its own course that will be released in September 2020 and will go super deep into this topic alone. This will even go into consumer behavior and other aspects of this.
Scale to $5k will finally become the program it was meant to be: An A-Z guide on how to become a coach and hit a consistent $5k month, scale your services, and how the heck you actually run a coaching business. Mark your calendars, August 3rd. She is coming back
There’s so much in the online business world about how to sign clients, build an offer, how to market your services, etc. but no one teaches you how to actually coach someone – handling clients who don’t want it as bad as you, how to push them and pull back and when you need to, the actual COACHING side of coaching.
Stay tuned for the launch details on both of these programs!
What questions do you have about launching for me? What has your launching experience been like?
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In case you hadn’t heard, group coaching is where it’s at. Now let’s talk about how to sell a group program and actually make money on the dang thing!
A group program is a great way to bring a lot of people in without the time commitment of a 1:1 offer. If you are an online coach looking to grow your income and you’ve maxed out your 1:1 spots, this is the opportunity you need to jump on next!
For years now, we’ve nailed it into the consumers’ heads that 1:1 online coaching is the best route to take if they want to see true results. But we all know that group coaching is POWERFUL and just as effective (if not even more so for some!)
Now, we have to retrain them to see the benefits of joining a community program. I love my 1:1 girls, but there’s so much more power in learning inside of a group of women with similar goals. So now, you have to shift your marketing to allow these programs to stand out on their own.
When I started out in the online space, I did not have money for a 1:1 coach, so I started out in the group program. This was so beneficial for someone like me to thrive in a community.
One of the most common mistakes I see with selling group programming is entrepreneurs selling themselves and their framework, rather than the group aspect of the program itself.
When you open up a group program, you are giving women an opportunity to collaborate with other women who have similar goals, struggles, and dreams. Entrepreneurship can be lonely, so a community is going to be invaluable to help them grow their business. You need peers when you’re discouraged. THIS is what you should emphasize when you promote your group program!
Personally, I don’t do waitlists leading up to a launch because it’s time consuming and not enjoyable for me. It’s not my personality to tease and wait, so I utilize presales instead! This also allows me to make money right away and get people inside ASAP rather than putting them on a waitlist that’s non-committal. This might not be everyone’s cup of tea, but that’s the beauty of running a business – you get to choose what works best for you!
Now, once the doors to my program close, we do have a waitlist that we nurture through emails until the doors open again. And then guess what? We do a preseale with a bonus a month before the program goes live again.
And speaking of bonuses…
What will your audience jump on? This creates an incentive for them to bite, especially if they’re really on the fence about joining the program.
If this is the first time you’re launching a specific program you have to ramp the shit up out of this thing!
My first post for Scale to $5k was 45 days BEFORE I launched it. Yes, 45 days. When the program launched, it wasn’t a shock to people. They knew what I did, who I was, what I was about and wha tI wanted to help them with. They knew I understood them and their needs.
The average consumer needs to see something 8-20 times before they buy. So, tease it, talk about it often, pepper it inside of everything you share – videos, posts, whatever. Make sure you’re letting people know who you are, what you do, and how you help them on a regular basis.
Don’t expect to sell 50 spots or compare your launches to other people’s launches. Give yourself a realistic number you want to hit and realize that even if you don’t hit that financial number, bringing 5-6 women inside of an online group coaching space right now is incredible.
Here’s an idea: I did a Q&A call during the middle of my launch and it created a stupid amount of money. Go ahead and do something a little extra where you can serve your people, create a buzz around the launch and talk to your ideal clients in an intimate setting and sell.
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A lot of times in the online business space, we think we need to sell a lot of low-ticket offers (passive products, smaller packages, whatever it might be) to make a big income. I don’t buy into this.
And how do you sell those high-ticket offers?
The same ways I was able to make $37.5k in my business for August 2020:
Showing up on video and constantly talking about your offers OFTEN.
Up through the end of August, I was on Instagram or on a FB Live or in my email inbox talking about my offer over and over, every single day since June – that’s three months straight of selling.
I also started selling on all of my channels, not just Instagram, but harder in my Facebook group and in emails. This allowed for more growth because I hit a wider spread of my ideal clients with the offer they needed!
Now, what exactly brought in nearly $38k in revenue for my business?
First off, we relaunched my Scale to $5k program! However, in that, I found that there were many female entrepreneurs who wanted to work with me, but were past that $5k point, or just wanted more high-level support. They’re scaling at a rapid rate through group coaching, new offers, and really want to get to that $10k per month spot.
So, this led me to opening my 1:1 coaching option back up temporarily – and this is a 5-figure sale. I signed two of these clients during the month of August to make up $24k of the $37.5k. This is a high-level, 6-month container that’s meant to transform your business in an intimate setting. Typically, the women I work with in this container are already at a place where they’re making $5k a month consistently.
The remaining $13.5k came from Scale to $5k and payment plans.
Now, you might be wondering, how the hell do I make this happen in my own business? Maybe you didn’t have the August you were hoping for financially or you’re frustrated with where things are at.
We need to get you set up for success with SOLID goals at the beginning of each month – but really, you can set these goals at any time. And those goals need to first look at your selling.
If you’re not selling in your business, you just have an expensive hobby.
Give yourself permission to actually show up and sell.
Talk about your offers over and over and over.
You have to continue to intrigue people and give them little bits and pieces. Don’t just pop up one day and talk about your offer. A high-earning month comes from the way you set you and your business up in the months prior by showing up on the REG.
Now that we’ve got that covered…Setting Your Monthly Business Goals:
If you’ve never sold on IG Stories before and now you tell yourself you’re going to show up for the next 30 days and talk about your offer every single time, is this realistic? Maybe, but there’s a mental game you’re going to have to play because you don’t have an awareness pool of people built up and you have to push yourself to be there every day no matter what.
Lacking accountability creates a cycle of “I’m going to start next month.” If you don’t have a coach or mentor keeping you accountable, I highly recommend taking that step. If you can’t, you need a solid approach that you can turn to at the beginning of every month and a way of checking in with yourself each week.
Let’s walk through how to build your S.M.A.R.T. goals for your online coaching business:
When it comes to making revenue-based goals, they truly have to be specific. Saying I want to sell more and book out my 1:1 program isn’t specific.
Specific is: “I have 5 spots for 1:1 and I’m going to book them out at $X by this date.”
It’s way easier to see yourself doing it when the details are specific. You need to tell yourself on a subconscious level what’s going to happen so you can take action on the conscious level.
The measurable is the money coming in, but I also want you to focus on tapping into the feeling you want to have inside of your business. So, check in with yourself each week:
How are you feeling? Is this what you want to be doing 5-10 years from now? What’s happening for me inside my body? What’s working and what’s not working?
If you don’t like the answers to these things, it might be time to pivot.
If you’ve never sold a program before or just started your business, it’s safe to say we’re probably not going to see a $10k or $20k month right out of the gate. You’re not going to sign 50 people in a group program when you’ve only booked three 1:1 clients ever.
You’ll get there, but do yourself the mental favor so you’re not hustling to hit levels that you’re not ready for yet. Maybe you won’t fill to double digits, but if you sign even just 2 (or more) people, guess what? You have a group!
Start there and don’t try to hustle your way past the normal growing pains of a business.
When I think about relevancy I think about your “why.” Why are you doing this? What is this money going to do for you? Let me tell you this: Money only amplifies the state that you’re in, so if you’re miserable and unhappy and don’t enjoy your life or your business, money isn’t going to help.
I do this because I want to help female entrepreneurs like you be able to do whatever the fuck you want. If you want to make more money that’s fine, but have a reason why! You can hustle hard and work hard but you can’t get back time with family members or ruined friendships because your work was more important. Make sure it matters for a reason.
When it comes to our goals, we have to set how long we want something to take. Do you want to fill a 1:1 so you can and do another launch that allows you to downsell into another program to open up intensives? What do you want to do in your business that will allow you to grow?
Once you know what that structure looks like, you need to set up a timeline and make sure you know exactly what you’re promoting and when so you can still meet your revenue goals.
Remember, your audience needs to see something 8-20 times before they buy, and humans need to be pushed. Women are extrinsically motivated – not scared into a decision, but pressure to move. That can look like one final spot open or not making your offer available all of the time.
Now if you’re someone who is currently undercharging, the “time” portion of your goal setting needs to include when you’ll be raising your prices so you can make more and work less! We don’t want you to have to sign 15 clients to hit that first $5-$10k month! Tell your audience that prices are going up after a certain point so they need to buy now if they want to snag the lower rate.
So if you have your goals or even if you’re struggling to come up with goals, leave it in the comments below!
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Remember when you used to hold on to that Friday feeling? You know, the weekend was coming, we could go outside, hang with friends, feel the freedom. For me, Saturday morning yoga was my JAM.
Listen. I know the Coronavirus has put fear in our hearts and businesses. And while the world of the unknown is happening daily, this situation mirrors business. You don’t always know what will come out of the business that you are growing, the programs you launch, or the clients you work with.
Heck, if six months ago someone came to me and said, “Meghan, you will be scaling to six figures and beyond” I would have laughed in their face.
The important thing to remember here is that you have to believe in your abilities, and you can CHOOSE how you respond to this situation and every one other you face in your business.
But I believe down to my core, there is more money on the table daily. The businesses we have built online were made for moments like this. So if you want to grow, go ahead and grow.
However, check yourself if you are believing these 3 MYTHS of sales so you don’t hold yourself back:
MYTH 1: I ALWAYS HAVE TO PROMO ON INSTAGRAM STORIES TO SIGN CLIENTS
Here is the honest truth: Showing up on stories can move the needle forward based on building the like, know, and trust factor with your people. It helps move someone closer to buying from you. In addition, you are building connection points, which creates the halo effect.
The halo effect is when an ideal client connects with you based on shared interest, and therefore they LIKE you more. An example of this would be sharing your favorite Starbucks drink and someone seeing that and feeling like you guys could be friends just based on this shared interest!
So if you never get on Instagram Stories, how will they learn to like you and therefore buy from you? Instead of feeling the pressure to sell on stories everyday, look at some new ways to showcase who you are and your offer without directly mentioning it:
People pay thousands of dollars to stand behind the curtain at a concert. Treat your business the same way.
MYTH 2: I MUST DISCOUNT MY SERVICES
I am rolling my eyes so hard at this one. So many times, you think that you can’t sell high-ticket services or programs. That this is something other coaches and service providers can do – not you.
By doing this, you are now discounting yourself AND your service. Please stop that.
Here is the #1 problem I see: You are selling to your peers and not leads. Targeting your peers like Sally and Karen who struggle to pay their bills is not how you make sales. Stop looking for the exception to the rule and start looking for the rule.
Authority is a mental trigger for sale because your ideal client buys from the person with the answers. You are already the expert – show up and start acting like it.
Your ideal client is willing to pay you at FULL price. No need to discount. Your ideal client is ready for the transformation you are giving them. If you really think about it, our biggest opportunity cost is time.
When your ideal client chooses to do it themselves, they are spending their most precious thing: TIME. As a coach, I GIVE your time back to you by getting you to your goal sooner BECAUSE I have done it before.
As a service provider, you give back time, too. LITERALLY. You are coming in and taking tasks off their plates so that your ideal client can do the money-generating tasks.
Stop discounting yourself, your services, and the time you are creating. Again, time is your most precious commodity.
MYTH 3: NO ONE IS BUYING, SO I SHOULD STOP SELLING
This myth drives me crazy. When I sat down to look at March books, I spent over 8k outsourcing last month ALONE and another 3.7k on education. I am not the expectation to the rule, I am the rule for a growing business.
The reason you feel like no one is buying is based on the projection that you are creating. You think because you are not buying, no one else is either.
THIS IS NOT TRUE.
There are 7 billion people on this earth. Within that 7 billion, ONE billion is on Instagram. With all these stay-at-home orders now, more and more people are getting on their phones. The online space is about to grow with the innovation of the businesses who get online to continue.
That means they NEED you and your support.
Your business was placed on your heart for a reason. When someone invests in you, they are getting 2x the ROI because of what you create for them. Never forget that.
Are you scared to sell right now? Not sure how to bust through these myths? Send me a comment or message so I can help you!
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In less than one year of entrepreneurship, I generated $100k in my online business. One thing I learned was that the first hard milestone in your business is creating consistent $5k revenue months.
The thing is, there are tons of courses out there and so many ways to teach sales, but the biggest gap I see in the market is buyer psychology. I’ve looked at a ton of programs launched by 6-figure business owners on selling, and this is what they miss.
You might know how to sell and understand who your ideal client is, but you don’t really know how people buy. This is what’s hindering the sale!
I started taking what I learned from my background in marketing and tying it with learning about sales psychology. Guess what? I noticed that sales could actually be effortless. Then, I built a framework that implemented this new knowledge and layered it inside my emails, content, and programs. And it worked.
January 2020 was a $5k month for me. In February, I hit $13k.
Understanding mental triggers and cues that lead people to say, “Okay, I need this in my life” was the difference between a $5k month and a $15k month. And now, I share this with my clients in Scale to $5k.
It’s so much easier to sell when you understand it doesn’t have to be so hard.
Let’s take a look at three case studies on several of my clients who have gone through Scale to $5k:
Case Study #1
My first client came to me with lots of leads. She wanted to sign a coach to help her convert them, but she had the classic argument of, “I can’t spend more money on coaching because I’m not making enough money.” I told her that we could turn the LOADS of DMs she had into paying clients with my help.
The other issue she had was being too afraid to pitch. There’s this toxic mindset out there that says if you pitch, you’re pushy. The first thing we did together was craft pitches for the people who needed to be inside the program.
Our second focus was helping her differentiate her business. We all sell the same coaching programs that include calls, Voxer or Slack communication, and additional tools and resources. But the biggest driver behind your program is the FEELING that you’re selling.
Another conversion driver we honed in on was mini trainings. Why? Mini trainings create reciprocity – when you give someone free information, their brain will want to try to figure out how to create an equal exchange with you. This was a game-changer.
My client ended up closing over $6,200 in sales within a month because:
Case Study #2
This client had gone through a group coaching program before working with me. She’s a service provider who said, “I want to make more money, but I’m having a hard time selling.”
The first thing we did was organize her leads. This is super important for your lead pool because you only have so much mental space. There’s a reason why millionaires wear boring clothes – to cut down the decision fatigue. Make it easier for yourself and keep your leads organized.
The second thing we did was look at the pain point of her ideal client. This IC was ready to outsource, but they had a mental block around spending the money. We needed to bring awareness to the problem.
It wasn’t that they didn’t have the money, it was bringing awareness around the issue that this ideal client was trying to do this all on their own to save money. So we built content that focused on that pain point and had strong calls to action to outsource to her.
My client needed a sales process that was authentic to her so she could:
She also used upsells! She would use her expertise to analyze the business and approach her clients as a partner. She’d present opportunities for them to upgrade their packages or add on work when she felt it could truly be a good fit for them and say, “Here’s what you really need to get to where you want to be.”
Case Study #3
This girl was my absolute DREAM client. She came to me and said, “I’m not making sales. I need help.” Her problem was similar to my client in the first case study – she thought she was too nice to pitch.
Pitching is not pushing people. It’s saying, “Hey, we’ve talked about your problems, and I know the solution because I’ve provided this solution before. Here’s what it could look like for you inside of this service.”
We opened up her DMs and really looked at who was available. She started warming up several people to pitch into her coaching program in a way that wasn’t pushy, but rather just a, “Hey, let me help you.” We had her top tier program and customized downsells if they couldn’t afford the full program.
When she first came to me, she had $1,700 coming in each month. In under a month, my client was $1700 away from a $10k month. Insane.
These people aren’t any different from you. It’s about building a sales process with scripts and templates and resources designed to get us results.
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Do you find yourself sitting and wondering why the heck you aren’t filling seats in your programs or services?
Listen, I know you are really doing the things you need to do to make that happen – ⠀
✅You are showing up on stories giving value ⠀
✅You are connecting in the DM’s with dream clients ⠀
✅You did the market research and know your ideal client needs this offer ⠀
But every day when you check your application, you are only hearing crickets.
You feel like you are begging people to join this amazing offer that they are asking for. ⠀
You are asking for the sale on a program they wanted you to create, yet they’re not buying.
Don’t worry. I’ve got your solution.
This 7-day promo I created for stories or posts will allow you to talk about your offer and effectively reach/convert those potential clients you’ve worked so hard to snag:
Get hyped about your offer! Ask and answer these questions yourself to help you start generating content and copy around your launch promos:
Who is this offer for?
What does it include?
Why did you create this?
What bonus do you have?
Where do they go to apply?
When is the cart closing?
Talk about their problem(s). What problem does your offer solve? Get SPECIFIC and be super clear.
For example: My program solves my ideal client’s problems with overeating because they aren’t tracking macros. I’m not signing clients because they don’t understand how to.
Why are they having this problem?
What did you have this problem?
Offer one quick win/tip for them so they know you understand and want to help them!
Offer the full solution to their problem and make sure it ties into why they are having the problems that you mentioned in Day 2.
If your ideal client is having trouble showing up on instagram, give them a plan to show up on stories for the next 7 days.
Now is your time to shine! Give them 3 actionable steps toward their problems that they can use TODAY!
Talk about you and your investment or client transformations.
This will help them feel more connected and understood by you, therefore building their trust in you!
Give away a framework of your service or coaching! Show your future dream client step-by-step how to get from where they are to where they want to be in one aspect of their journey.
You don’t have to give them ALL the nitty gritty details – just enough for them to get a good idea of what they’ll get by working with you.
Handle the common objections. Always handle the objection once, then you can down sell.
Example 1: Money. “I’m not sure I have the money” or “I need to make more money first.”
HInt: You should always have a budget qualifier on your application. A budget qualifier on your application can ask them what they are making in their business. Another example would be asking your ideal client if they are ready to spend a minimum amount of money each month to outsource of invest.
Your response: Talk about your first investment or first client outsourcing and how it helps them MAKE more money.
Example 2: “I want to talk it over with my husband/wife/business parter/dog”
Your response: Talk about your process to make big decisions and how you feel when you are empowered in making those hard decisions.
Example 3: “I’m not ready”
Your response: Use your personal story about starting before you were ready and the positives that came out of it.
Not addressing the objections is one of the biggest mistakes you can make – and leaves clients on the table!
Why you built this offer. Our “why” is so deeply rooted in us that we sometimes forget to share it.
Why did you start working with coaches or artists? Why are you helping women and how are you helping them?
What is your biggest struggle with getting clients to sign with you? Share with me below!
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The number one question I get in my Instagram DMs is: “How do you sell as much as you do?” Ask and you shall receive! I’m going to walk you through my 3-Part buying process that allows me to consistently bring in the kind of income I do from my business. Sales is kind of my jam, so take notes!
A lot of people in the online business space don’t understand that in order to sell consistently, you have to understand how people BUY. That’s how multi-million dollar brands exist – they know the thoughts, behaviors, and patterns of the people they’re selling to.
A lot of times, you’re so focused on how to get the sale, you don’t even consider how people make purchases and what their decision process looks like. As coaches and service providers, we’re literally asking for huge chunks of money from people we’ve never met. This means you need to know some stuff in order to get them to bite.
In school, we learned about this 3-part buying process in a long, drawn out manner, but I’m going to break it down real simple:
As humans, we go through life knowing we have a problem, but maybe we’re not aware just how deep it goes, or we assume it’s one thing when the real issue is something else we haven’t thought about before.
With that, you as the problem solver need to make sure you bring that problem to light for them and then attach an emotion to it. You’re showing that you understand how this problem makes them feel – then, you move them from that unwanted emotion into a new emotion that’s positive. What is the pleasure they want to feel? Then, we need to move them into a place of radical clarity with their next steps to get to that desired emotion or result.
You need to also explain WHY they are having this problem, and in doing this, you must include a tangible solution that showcases the emotions and/or feelings and results they want, in a way they can easily understand.
If they don’t see a clear way of how you’re going to bring them from pain to pleasure, they’re not going to see this as a viable solution and take action. This also includes positioning yourself in a place of authority and making sure you have social proof of how you’ve solved this problem in someone else’s business before.
The other side to this is bringing awareness around how your solution is going to be different from someone else’s coaching services. You being different is a selling point. There are so many selling experts in this space, but people will buy from YOU because of who you are, in addition to your ability to help them. And if there isn’t a solution through you, you can still be a resource to lead them to someone else who can solve their problem.
You need to talk about your offer a lot. Like, more than you probably think you should. I talked about my first offer for six weeks before my first client signed with me.
We all want to be known and be the go-to person in the online coaching space, and to do that you need to know what it’s going to take – you have to sell and keep your offer in the forefront of their minds. There is power and consistency in repetition, and it’s not salesy to talk about your offer over and over because not everyone is watching you every single time you talk about it.
I also want to touch on the female brain because this will help you understand why repetition is so important. The area of our brain that controls emotions is bigger than men’s. This explains why we are more emotional and keen to details, which we also tend to process better by talking it through (a.k.a. Why talking to a coach is so beneficial). This is also the place in our brain where we made decisions. Knowing this, you want to create a memorable experience and lean into details when talking about your offers and your business.
What questions do you have about the 3-part buying process? Send me a message on Instagram or drop a comment here!
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Hi, I’m Meghan, and my goal is to help make selling easy so you can scale rapidly. Sounds great, right? Sure does. But to do this successfully, you need to understand your buyers better, a.k.a. Buyer psychology.
Buyer psychology is the understanding of how people think when they purchase something. Not everyone buys with the same emotions or thoughts in mind. Human nature plays a big role in buying, so we don’t want to treat it differently in your own business.
With that in mind, let’s go over my top three steps to getting someone to buy:
A lot of times, our ideal client isn’t aware of the problem they have. I’m a perfect example of this: When I got into business, I didn’t have business foundations; therefore I thought there were all these other strategies and solutions. But I wasn’t aware of what was truly wrong.
We need to create awareness around the problem someone is currently having. How do we do this? We talk about pain points and paint the picture for them. What’s going on for them? Then we can present how we help them.
And you need to be repetitive with speaking about these problems. So many people are afraid or don’t want to talk about the same thing over and over. But this is the goal of sales. People need to know what the problem is and they won’t know if you mention it once and move on.
When we paint that picture, we want the ideal customer to vividly see what the other end looks, feels, and sounds like. When they have a problem and they don’t know what the solution is, you need to put it into their mind. You’re bringing them from a place of pain to a place of pleasure.
And this isn’t fear-based marketing because you’re not telling them their life is over if they don’t buy from you. But you are telling them that the solution is possible, here’s the transformation you could make, and you have a way to get them there.
A lot of times, your ideal client is in a vicious circle. They know what the problem is, they can picture the solution, but they don’t know how to get there. Sometimes we need help, and that’s where this third step comes in. Now, you’re inserting yourself in as the solution and an authority. This means you need to say things like:
I help my clients with _____.
This is what I teach inside of my program.
My clients see results when I help them with _______ based on ______.
And you need to talk about your offers 8-20 times – and you can do this in a variety of ways besides hard-selling, like showcasing your clients, the transformations they’ve made, or show behind the scenes work (this is GOLD for engagement!).
Four Types of Buyers
Now that you know how to get someone to buy, it’s important to remember that not everyone’s motivations to buy are the same. How you buy is not how everybody else buys. This is important to remember because you’ll have to speak to or approach each type of buyer differently.
Driver: The Driver moves at a fast pace, and they’re upfront. They want to know what they’re getting out of buying from you – the transformation. And they want to be informed of how you’re going to move them throughout their transformation faster.
Analytical: They want to know ALL the details: who it’s for, how it helps them, where you come in. It’s up to you to get them out of the decision-making area and say “HELL YES” or “hell no.”
Relationship: Relationship buyers buy from people they know and love. They want to buy from a trustworthy and expert source. Good news: they tend to be loyal and repeat customers. Speak to these people as an authority who can also be a friend as you help them along with their transformation.
Emotional: You need to show compassion to these types of buyers. They make a decision based on feelings. But you also show your passion behind your business. You want to play into their feelings, but NOT through fear-based marketing. Fear-based marketing is consuming any media that makes you feel fear or anxiety. It essentially tells people, “If you don’t buy this, this will happen.”
We don’t ever want someone to feel like they HAVE to buy something to be successful, but rather, you’re presenting an opportunity. We never want people to buy from scarcity and regret. We want them to feel EMPOWERMENT when they buy, not scarcity or anxiety.
What questions do you have about buyer behavior? Have you noticed these behavioral patterns since you began selling? Leave me a comment so we can dive into this conversation together!
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Yes, I launched my program, Flourish + Thrive, made $27k during this crazy Coronavirus pandemic.
This is not to make you compare or brag – I want to show you that you CAN launch a high-ticket program or service during this time, regardless of what others might say or think. And you can pivot during a launch too.
I hired an OBM during this time and am continuing to expand my team. I haven’t had to back out of a single contract and continued to pay my coaches on time. As a coach, I no longer have things on my plate so I can show up where I need to be.
The point here? Don’t fall into the trap of this idea that people aren’t willing to invest during this pandemic.
Three days into the launch, I had to pivot to offering payment plans with flexible deposits. Instead of the original $1200 payment plan, I created an extended payment plan that only required a $100 deposit upfront to secure their spot. Then, it broke down to $720 per month for five months. This helped get people in the door knowing they wouldn’t have to make quite as large of an investment.
This contributed to most of the success of my launch.
You, too may have to be open to the idea of adjusting payment plans to allow people to invest when they otherwise wouldn’t right now if they had to pay in full.
I created an exit clause for clients as well if they were unable to make payments. I wasn’t going to hold people to contracts during a time when money is tight for a lot of people.
Flourish + Thrive spots were filled by my selling exclusively in the DMs. That’s right – I didn’t have to hop on a single sales call.
How? I positioned my content on Instagram to talk heavily about the program and this launch so it was visible to my audience. It wasn’t something that just came out of the blue. This made it easy to start conversations in the DMs and get people on board.
In the middle of launching this program, I brought in an OBM who helped me execute this launch successfully. I also had a graphic designer who did everything for me on the sales page and every graphic you saw related to the Flourish + Thrive launch.
My coaches were behind-the-scenes with me as well, checking everything I was posting and helped with planning.
I could not have done it without any of their help. Period.
Before even launching the program, I warmed my audience to the program for two whole weeks. Within that, I banked on story takeovers.
How I set this up: I had a folder, my slides ready with captions, and I told them when to post them. I also banked on the fact that I have been doing a lot of community building so I could get crazy visible during the launch.
Some social proof for you that this works: Before the launch, I was averaging around 600-800 views on my profile. During the launch, I began to consistently sit around 11,000 profile views.
Another factor that plays a massive role in warming your audience is building and promoting your landing page like crazy. This is how you collect emails and funnel them into the community. I redirected my landing page to the private Facebook group after they signed up.
The last factor in warming – and the most common mistake people make during this time – is showing up CONSISTENTLY. I talked about this offer 5x a day for 10 days.
What the public didn’t see was my meltdown. Was I crying, telling my coaches I didn’t know if I could do this? Yes.
But here’s the thing: My coaches came in with solutions and support. This is why I tell people to have a coach during a launch, because you WILL have a mid-launch slump. This is my third launch, and melting down isn’t a part of my personality. But launching in the middle of a pandemic was new to me.
I could have quietly exited my launch and forget the whole thing. Instead, I decided to look for solutions that would tip people into committing to Flourish + Thrive. It is a make or break moment in your launch and business.
Entrepreneurship is not for the faint of heart, and you’ll be unsure at times. Ask for help!
Stop launching a program that you don’t love just to fill seats and make money. Flourish + Thrive will be an offer that I won’t remove.
Simple as that, but super important.
Am I happy that I finished this launch? Absolutely.
Is it a pride thing? Absolutely.
I could go on and on with more tips, but these are some of the most important and non-negotiable keys to launching successfully – pandemic or not.
What questions do you have about launching? What struggles are you running into with launching right now? Leave them in the comments!
If you’d told me two years ago I’d be focusing in sales and helping other business owners growing their own sales process. I’d have laughed. Loudly. In your face. I was stuck in a dead-end service job in the massage industry, knowing my true talents were in coaching but having no clue where to start, no industry connections, and $200 in my bank account. Through investing in psychology-based sales education and creating a repeatable strategy, I was able to build my business and hit multiple 6 figures in revenue in just one year.
Now I’m committed to teaching you how to build your own success in your business through sustainable sales . You in?
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Hi hi, Meghan Lamle here.