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P R I C E L E S S W O R K B O O K T H R E E
T H E G E T - R E A D Y - T O - R O C K R I T U A L S
“There is incredible power in leading with research and
leading with relevance.”— K R A I G K L E E M A N
Priceless is an online program designed to help women coaches and
consultants have genuinely soul-fuelled and outrageously effective
selling conversations with prospective clients, so they never again have
to worry about feeling (or sounding) like a used car salesman. This
workbook complements Module 3 of Priceless and should be read and
completed in that context.
Preparation is key. Research indicates that potential clients can tell straight away whether or not you’re prepared, and how valuable the session is likely to be.
Having all the practical details set up IN ADVANCE of your decision-making meeting means you’ll be able to provide a more professional, seamless experience when scheduling and conducting these important conversations, and when you’re following up, booking and onboarding new clients.
Having everything clearly set up in advance
also means you’ll be able to be more centered
and present any time you’re connecting
with prospective clients – which is a crucial
component to truly genuine, soul-fuelled
selling.
Work through the questions and prompts in
this workbook to make sure you’re on top of all
the practical details before hosting your next
decision-making conversation.
Dig in now!
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 3
Y O U R P R A C T I C A L P R E - R E Q U I S I T E S
I recommend having the facilities in place
to accept payment immediately during your
decision-making meeting, but whichever
way you go, it’s important to be clear on the
precise steps your new client will take to make
payment.
PAYMENT
Ask yourself: How will I accept payment?
Purchase order number
Paypal
Stripe
Online payment gateway (for example, eWay)
POS machine
Merchant account
Cheque courier collection
Bank deposit
Contract agreement
Other: _________________________________
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 4
SCHEDULING
Ask yourself: How will I book in decision-making conversations?
iCal
Google Calendar
Timetrade
Calendly
Doodle
Other: ____________________________
Ask yourself: How much time will I recommend we book for decision-making conversations?Pro Tip: Remember to take into account the service you’re selling, the price point, the needs of
your ideal client, and your confidence in directing the conversation when deciding how long to
book.)
Ask yourself: What days/times will I set aside as a recurring booking in my diary specifically to
host decision-making conversations?
Use this space now to summarize your main goals and write yourself a clear intention to embody
your personal values in all decision-making conversations you host from now on.
Pro Tip: It can be helpful to consider both short and longer-term goals.
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 5
Ask yourself: What will I name these types of conversations?
Pro Tip: Looking for some naming inspiration? Here’s some popular beginnings and endings for
decision-making conversations to get you thinking.
Pro Tip: Remember, your name should sell the session to your ideal clients!
Heads up: Check out Workbook #5: After the Big ‘Yes’ for more related info and tips.
BEGINNING ENDING
STRATEGY… … SESSION
DISCOVERY… … CONSULT
INTO ACTION… … CALL
DECISION-MAKING… … ASSESSMENT
END YOUR… … ASS KICKING
YOUR… … READING
VIRTUAL… … ROADMAP
INITIAL… … PLAN
CLARITY… … HEALTH CHECK
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 6
Y O U R T O O L K I T C H E A T S H E E T
Getting clear on the main tools you regularly
use to help clients get results can help you:
formulate more thought provoking questions
for your potential client, offer them solid ideas
and insights, communicate with more certainty,
and make more confident recommendations.
Nerves and real time pressure can make it
harder to recall information (even information
we’re normally super familiar with!). I love
creating summary sheets that outline the most
important info and prompts for me to easily
refer to during decision-making conversations
and jog my memory.
Taking the time to create this kind of cheat
sheet in advance means you can be more
present during decision-making sessions
(a critical characteristic of genuine, service-
focused selling!).
The following section includes 2 example
Toolkit Cheat Sheets, and a template for you to
create your own.
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 7
EXAMPLE TOOLKIT FOR A COPYWRITER
STRATEGY/TACTIC
PROBLEM THIS HELPS SOLVE
LIKELY RESULTS (MEASURABLE IF POSSIBLE)
YOUR BEST CLIENT AND THEIR SPECIFIC RESULTS
Auto-responder series
Nurture new leads Build trust and connection with you (greater sales conversion – average increase 0.5%)
Position you as an expert (more open to premium pricing – opportunity to make offers $2k and over)
More segmented leads (able to better target communication)
John B. – auto-responder series doubled sales on his evergreen info product (over 6 months this increase represented an extra $12k revenue)
Long form sales page
How to sell online offers (packages/programs/courses etc)
On average, long form sales pages will convert 1% of traffic
Kath P. – generated $77k revenue from a mastermind offer via long form sales page I wrote
Ghost write eBook No lead magnet Well targeted lead magnets can quadruple email subscriber opt-ins (figure based on client feedback)
Sarah K. – added 3000 people to her email subscriber list in 1 month when she introduced the eBook I’d ghost written
EXAMPLE TOOLKIT FOR A CAREER COACH
STRATEGY/TACTIC
PROBLEM THIS HELPS SOLVE
LIKELY RESULTS (MEASURABLE IF POSSIBLE)
YOUR BEST CLIENT AND THEIR SPECIFIC RESULTS
Strengths/Personality Testing
Uncover best job role fit
Happier at work and at home. Greater sense of purpose and success at work.
Belinda – sense of purposefulness, went from formal complaint in old role to A+ performance review.
Interview skills Applying for promotionWinning new role
85% of clients win promotion within 3 months.
Alana – won $20k promotion within 1 month.
Resume writing Transition to new fieldApplying for new roles
Professional resume means 70% more likely to be selected for interview.
Denise – got 3 interviews in first month after having no interview invites for 6 months before hand.
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 8
STRATEGY/TACTIC
PROBLEM THIS HELPS SOLVE
LIKELY RESULTS (MEASURABLE IF POSSIBLE)
YOUR BEST CLIENT AND THEIR SPECIFIC RESULTS
Use the following template to create your own toolkit summary.
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 9
Y O U R S U C C E S S S T O R I E S
Success stories are another handy tool to refer
to during decision-making conversations and
in follow-up communication. Done well, they
convey credibility, share valuable lessons and
insights, and help your prospective clients see
that success is possible for them too.
Pro tip: Great success stories tell a story
and provide more context than a straight
testimonial or endorsement.
Pro Tip: Masterful, soul-fuelled salespeople,
instead of talking themselves up and focusing
on their expertise, share peer success stories
with their potential clients.
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 10
HERE’S AN EXAMPLE SUCCESS STORY FOR YOU TO MODEL
JANE’S SUCCESS STORY
Jane Smith
Health Coach specializing in soulful wellness for women
Sydney, Australia
janesmithcoachingrules.com
Before working with XYZ Business Coaching“I was stuck and struggling to make beyond $5,000 a month in my business. After 12
months, I had managed to grow my coaching practice from the ground up, but every
day felt like a hard slog. I was doing everything myself, and was making just ok money.
I wanted to experience a thriving 6-figure business, but had no idea how to make the
leap. Just the idea of going it alone for much longer was overwhelming, confusing and
exhausting.“
After working with XYZ Business Coaching“During my time working with XYZ, everything came together for me. Within 2 months,
I experienced my first $10,000 revenue month, and then went on to experience my first
$15,000 and even a $20,000 month. I introduced a brand new day-long workshop that
sold out the first time I ran it, created a new series of meditation audios, and grew my
email subscriber list to almost 4,000 people strong. Now I’m charging $1000 for one off
sessions and feeling excited about the future of my business.”
“My days were already flat out for me, so I was worried I wouldn’t find the time to take
action. XYZ showed me that it really is possible to work smarter, prioritize and leverage
everything I’ve already put into my business. Such an eye opening experience!”
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 11
“Now I’ve got some solid systems in place, I’m (gratefully!) working less than I used to,
but still making more. Knowing I’m helping more people experience radiant health
is awesome! These days I work about 25 hours a week. I get to spend Wednesday
mornings walking dogs at the RSPCA, and I’ve just booked our first overseas holiday in 3
years!”
Key Performance Indicators
BEFORE AFTER
Average monthly revenue $5,000 $12,500
Price of single session $249 $997
Email subscribers 750 3,900
Facebook community 1,450 2,670
Jane’s Main Success Factors:· 60 Day goal setting and tracking
· Accountability
· Re-positioning existing offers
· Launching a new 1-day workshop
· Creating a free 30 day challenge
For more info contact Kate at:
Copyright 2015 XYZ Business Consulting
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 12
CHECKLIST OF THINGS TO INCLUDE IN
YOUR SUCCESS STORY
When you’re compiling info for your own success story library, be sure to gather and include:
• Photo of your client
• Client contact details
• Description of how things were before working with you
• Description of how things were after working with you
• Reference to a key objection/worry the client had
• Description of some specific results and benefits
• Key Performance Indicators to show clear contrast between before and after states
• Main Success Factors or Themes
• Your business contact and copyright information
• Your logo and/or branding
NAME OF MY SUCCESS STORY CANDIDATE
THEIR BEST CONTACT DETAILS
Your Success Story Candidates
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 13
SUCCESS STORY INVITATION TEMPLATE
I’ve included here an example email invitation. Use it as is to invite your success story candidates
with my blessing – or, if you’d prefer, use it as inspiration to personalize your own invitation.
Subject: Can I feature you?
Hi [name],
I’m writing with a request. You see, I’m creating a library of client Success Stories, and if you’re
up for it, I’d love to create one that specifically features you.
If you’re happy to go ahead, I’d love you to complete a short survey. Here’s a link to the survey
for you to check out now, so you can get an idea about the type of information I’m hoping to
gather.
Along with your responses, I’d also need a photo of you, the web address you’d like me to send
readers to, your job title, and the state/country where you live.
If you are happy to participate, just reply to this email with a quick yes and we’ll take it from there.
And of course, if you’d prefer not to, no worries at all. I think you’re great either way!
Thank you!
[Sign off]
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 14
EXAMPLE QUESTIONS TO ASK PAST + CURRENT CLIENTS
TO HELP CREATE SUCCESS STORIES
Here’s some questions you might like to ask when gathering information for your own success
stories. Use them exactly as they are or modify them to suit your industry and personality:
What was your health/business/list size/blog traffic/investment plan/visual branding like before
working with me?
Why specifically did you hire me?
How was the experience of working with me?
What specifically changed about your health/business/list size/bog traffic/investment plan/visual
branding since working with me?
What specific outcomes have you experienced as a result of working with me?
What does a regular day look like for you now?
What does this mean for you in the future?
If you could share only 1 key take away lesson from working with me, what would it be?
What would you say to a friend who was on the fence about working with me?
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 15
Use the following space to capture any other industry-specific questions you could ask to help
create Success Stories.
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 16
Y O U R C L I E N T R E S E A R C H
Half an hour of targeted and considered
prep time can help you almost effortlessly
differentiate yourself during a decision-making
conversation with your prospective client.
Preparation shows and helps you be more
fully in service to your client-to-be during the
decision-making conversation.
Anticipating client needs, and sharing and
facilitating insights and ideas to help them
solve current and emerging challenges, will
position you as a trusted advisor and set you
apart from the crowd.
Remember, Priceless is based on delivering
immense, soul-fuelled value by facilitating
clarity and insight – not through demonstration
or providing a sample of your services for free.
Your expertise is the price of entry, but your
ideas, insights, personality and perspective is
what will distinguish you.
Use the following template (or use it as
inspiration to customize your own template) to
capture your client research and ideas before
the meeting.
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 17
YOUR PRE-CONVO CLIENT RESEARCH TEMPLATE
Contact name:
Assistant name:
Business name:
Webiste URL:
Email:
Skype handle:
Meeting date and time:
Meeting venue:
Comments about access to venue:
Tick each one once complete:
Review website
Review Request For Tender or background info
Review responses to qualifying questions
Find and review 3 relevant articles from Google search
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 18
What MAIN THEMES do I see?
What GAPS are there in the story?
What QUESTIONS do I have for them?
What STRATEGIES or TOOLS might be helpful to them?
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 19
When have I HELPED people in a similar situation before?
What specific CHALLENGES have past similar clients experienced?
What potential OPPORTUNITIES could they explore?
What are some relevant industry TRENDS?
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 20
What do we have in COMMON?
How can I RELATE?
What do I think they really WANT?
What’s an article/podcast/resource they might find USEFUL?
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 21
What’s a strategy/technique/tool I use/have expertise in that they might find USEFUL?
What other COMMENTS, INSIGHTS AND IDEAS do I have?
Pro Tip: What to do some more research? These resources are a great place to start:
· For latest industry developments: www.googlealerts.com
· For keyword search: www.wordtracker.com
· For blog-specific search engine: www.technorati.com
· To search for scholarly literature: www.googlescholar.com or www.lazyscholar.com
· To find influencers: www.klout.com and www.kred.com
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 22
Y O U R P R E - C O N V O R I T U A L
To facilitate a genuinely soul-fuelled decision-
making conversation, step into a leadership
role and really be of service to your prospective
client, it’s important to take a few minutes
before the meeting to set up an environment
that supports calm clarity and intention.
Design a simple 5 minute ritual for yourself that
includes one or more of these suggestions:
• Settle yourself in a quiet, distraction free space;
• Tidy your desk/work space;
• Open a window for fresh air, light a candle or use essential oils with a fresh, energising scent,
or set up a crystal grid;
• Set a clear intention for the meeting (for example, “to be of service, and gift clarity and deci-
sion”);
• Set the intention to see your potential client as a powerful force in their own life (even if they
don’t see themselves that way);
• Welcome in and ask to be a vehicle for universal wisdom/spirit etc;
• Set a timer, or write down when you need to begin wrapping up the session (or perhaps even
jot down a full agenda – including approx. timing for each phase of the convo); and
• Have your road map, cheat sheets and note taking template on hand.
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 23
Use the space below to map out your ritual.
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 24
Y O U R A C T I O N I T E M SMy action items from this workbook are:
TASK DUE DATE
© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three | Page 25
P R I C E L E S S