#161: Score a Client in 30 Days: Mid-Year Magic for Your Coaching Business

I am a visibility coach , content and email marketing strategist , international speaker and author , as well as the founder of Elevate Light Coaching . That just say that I know a few things about overcoming seemingly impossible obstacles in life and in business .

I'm on a mission to be the champion that helps you to get to the top of your mountain , one courageous step at a time . Welcome to the show . I remember when I first started and this is a story I've been telling for like years , right , but it's so real I can still remember it like yesterday .

And the story goes I think it was like a couple of months when I first started out in my coaching business and I was sitting there and staring at my saving account I only have $2,500 left . All these subscriptions , all these classes I was taking it was no joke .

Like everything cost me money and it's really real for many of us who's starting out and you're still struggling with finding out your niche . Who do I sell it to , what do I package and how do I package it all together ? And so you're spending basically all your savings trying to figure out how do I do this . So I totally get it .

I was there , and so today we're going to talk about how to score that clients in the next 30 days . Now this may be a little uncomfortable for some of you who may be a little introverted and you like the fact that I don't want to be out there and selling and telling .

So today I want you to kind of just hear me out a little bit and just be patient with me , okay . So this is going to push you slightly out of your comfort zone a little bit and I'll show you a different way of how you can kind of modify it and the alternative way if it doesn't really feels good for you .

And I want you to start thinking about storytelling in a very loose term . Storytelling is really about a message that you share with the world that people can resonate and understand . The way that people say getting clients is really push , push , that push method .

Right , you know you want this and you keep poking them until they bleed to death and say , okay , okay , fine , I'll sign up with you . That's not a strategy that I resonate with . So I'm going to show you a different way of how you can go around and go about doing that . But that's what I'm passionate about .

I'm passionate about getting you out there and starting attracting clients and making sure that you have the right message . And yesterday I was sharing in another group and I was telling people that everybody is your right client , everybody is your right audience , and it's just that you don't have the right message to talk to that right audience .

So you feel that this connects . So we're going to fix that . We're going to fix the messaging problem . We're going to fix how you market yourself so that you can get client within the next 30 days , and that's what we're striving for Now . I'm not saying that this is going to be your long-term solution , right .

What we're aiming for today is to get you out there so you can resolve that issue of I don't have any cash or I don't have any money right now . So we're going to address that . So you need a balance between the two the short-term solution and also the long-term solution . But today we're going to focus on the short-term strategy .

How can you get a paying client within the next 30 days and that would be quick . It's a fast , rapid revenue , pretty much Okay . So I'm going to show you three very simple steps of how you go about doing this .

Even if you have a small audience Small audience meaning somewhere like in your network you have friends , you have family circle and these are the people that you are connected with . Maybe you had a conversation in the past maybe one or two , but nothing really related to coaching per se . These are the people who already know you .

Number one is that , through all these three steps , it works best when you have a warmer audience . Wormer audience means that people already know you , even though they may not know you as a coach , but they know you as a person . They know how you work , they know that they can trust you .

It's easier to go into these type of network where people already know you and they trust you . They may not need to know that you are a coach just yet . So step number one is going to fix that problem that they don't know you as a coach . But first of all , you need to have a list of people that you would be willing to tap into .

Tap into meaning you're either going to pick up the phone to call them , or you're going to be comfortable enough to send them an email where you're going to tell them what I'm about to tell you . So I want you to start thinking about . Step number one is you start thinking about what are my current network look like ? What does that landscape look like ?

Who are the people that I have connection with ? Maybe it's the people at work . Maybe you work at a pharmacy , so maybe it's the people who work with me in the pharmacy that I see every single day and I have conversation with them all the time . It may not be coaching related , but I have conversation and they know the type of person I am .

They can trust me , and so you want to make a list of that , and the more the merrier right . So I would suggest , like anywhere between 10 to 20 , just brainstorm who are these 10 to 20 people that I can reach out to ? Once you have that list , what do you do with that list ? So there's two way that you can do this .

If you don't feel comfortable picking up the phone and call them , which is more effective , okay , I'll tell you that it's more effective if you pick up the phone and just call these 20 people who's on your list . Or the other way is that you can send them an email .

Okay , I know a lot of you are just kind of introverted and you don't feel comfortable about picking on the phone and doing some sales call and essentially , this is a sales call . I'm not gonna lie , this is a sales call . We're gonna get them onto the phone , we're gonna sell to them , all right , and that's the quickest way of getting your cash .

So , yes , remember that disclaimer I said earlier . This is going to push you out of your comfort zone , but , again , these are the people who trust you , who know you already on a personal level and who feel comfortable in talking with you . So it's okay , because anything that you do wrong , they're going to forgive you .

They're more forgiven than the people who you don't know . All right , so just know that , and I've personally done this and this is how I made $6,000 within two weeks last month . Okay , so the same exact strategies I'm going to show you and teach you is exactly how I have done it . So I'm gonna show you how to do this .

Okay , and this is a rapid revenue . Again , this is not a long-term solution , but you gotta step out of your comfort zone and do this . So two way you're gonna call them or you're going to send them an email to tell them about what I'm about to tell you .

All right , so let's repeat that again You're going to look into your network , find out 10 to 20 people that you're going to reach out to and , out of those 10 to 20 people , you're going to either call them or you're going to send them an email and tell them exactly what I'm about to tell you in step number two .

So , after you create that list and you know who you're going to call , before you call them , I want you to sit down and map out exactly what is it that you're going to offer them .

You're not going to pick up the phone and call and say you know what , judy , I'm going to offer you a one-on-one coaching and I'm going to help you to overcome your negative cell talk . Judy is going to sit there and thinking , oh my gosh , but I don't have any negative cell talk , I don't need this .

And Judy is probably sitting there laughing and thinking Michelle , what got into you ? Are you okay ? I'm really concerned . So you're not going to sell what you usually sell . What you're going to offer is something that is a quick win . So don't offer them a three-month package or a six-month package . That's not what this purpose is for .

Okay , the purpose of this rapid revenue , this rapid and fast cash solution , is that you're offering them something that they can resolve like in a month or maybe in a couple of weeks , okay . So typically this works really well if you offer them something like a four-week program . What are some of the things that you can offer them ?

Maybe it's a productivity coaching , okay . So there's a lot of people who are working professional , who's struggling because it's a mid-year Think about all the time that we have wasted and people are trying to get back to the rhythm and they're like summertime is slow , but they want to get things done .

So you can help them , perhaps with their productivity setting up some new goal , and maybe it's the mid-year . So you wanted to offer them a mid-year goal setting so that they can reach to their end of the year much faster . And that's what you're going to sell them with . Right , it's not going to be the whole big six-month package .

I'm going to help you overcome your negative sell talk . I'm going to help you to reach your full potential . None of that You're going to sell the pick one very specific thing that you can offer and how do you know what to offer them ?

So you're going to think back into your own talents Like maybe you're really talented in organizing and creating plans , action plans . Maybe you're really created in terms of setting up your goal , goal setting would be a great thing to offer . Transition coaching , transition coaching now there's a lot of people leaving their job .

They wanted to go to a different job and maybe you're really good about helping people mapping out their direction of where they need to go . So help them think that transition process , mapping out your next step that is specific enough .

And people who are struggling to find a job or who's looking for a job those are the people who's going to benefit from that four week . I'm going to help you map out your next step . That's all you're going to

offer them . So that four session maybe you're going to sell them for $600 or $500 . Right , it's very quick . Here's our goal . Our goal is to get you to have your next step . Perfect , and you're going to sit down with them First session . You're going to map out what is your goal , how do we get there ? And number four session would be okay .

Here's your plan . Let's take it into action . Four week $600 . And all you need is to ask four people out of these 20 people that you already know , right , and so that's an easy win , that's a quick win . That's going to make you $2,400 if you do the math right .

So it's not going to be your three months package , it's not going to be your six month package . It's something that's quick win for somebody , and you pinpoint down exactly what you can offer . So what is it that you can offer ? Maybe you had this past experience as a product manager , or maybe you had this experience as a , I don't know .

I'm going to use Eve's example , like mid-level management in HR , and what they're looking for is maybe a step by step process of how do I lead my team or how do I create a tangible plan , so you can offer something like I'm going to help you to map out your actionable steps on how you lead your team in the next four weeks .

That would be something that you can offer , and when you offer , you tell that person . Well , this is not going to be a full coaching offer , right ? This is something that I typically do not do , but I'm going to offer it during the summertime , and it's going to be four weeks for $600 .

And by the end of our session , you're going to walk away with a checklist of step by step how to do things , and so that would be your quick win offer , and someone out of your network , out of your 20 people , are going to look for that . So I'm giving you an example right now .

So this is something that you're going to have to think through in terms of what is it that quick win I can offer and that doesn't cost someone three months to overcome it , to address it ?

It only takes them maybe a month and they're willing to pay you $500 , $600 , just for that one month time , and you're giving them something tangible that they can walk away with . Now , the benefit of that is twofold , right ?

Not only did you help someone to address something , that burning problem that they have , and you also made money from it , but you also get to work with the real client who struggled with something and through your coaching session , those four sessions that you're working with them , you're going to learn a lot about the language that they use , how they describe

their struggle and what else are they struggling with , and that becomes your most valuable market research that you cannot get from anywhere else , right ? So forget about reaching out to your market and doing market research . What you should be focusing on is how can I offer someone a small , tangible step ?

Maybe it's mapping out your next career , mapping out your resume workshop on creating a resume , or maybe master your job interview in 60 days or in 30 days right , something small , tangible and people are willing to pay you for doing that .

And it could be something that you have drawn from your past experience that you were really good at and you didn't even realize that you were good at . So for me , it's about organization . So in the past , I had offer goal setting or time management . Time management is something that I do really well , and those of you who know me you know that Of .

The constant question that I get asked is Michelle , how do you do all this , like , how do you find all these times to do all these things ? So I'm really good at time management .

So one of the workshops that I had offered when I was doing life and mindset coaching was I offered to a group of women to come in and we're going to talk about time management . We're going to map out and address your overwhelm . And that was a paid workshop where people pay to come in to do that workshop .

Let me guess you are an amazing coach but don't have enough clients to pay the bills . Most coaches struggle not because they don't coach well , but because they are not good at marketing . They haven't discovered how to tell their story in the way that attracts their perfect clients , like bees to honey . That's fixed up .

I've been there , done that and I struggle until I figure out how to tell my story well . Because storytelling matters , I put together a profitable messaging formula . It is written especially for introverted female coaches like you , people who want a proven method for attracting paying clients . You can grab a copy at PMF dot attract client through storytellingcom .

That's PMF profitable messaging formula . Dot attract client through storytellingcom and click on the download button and that sends some paying clients your way . So you see where I'm going with this right .

You use your expertise something that you do really well and you offer them in the shortest amount of time not a whole lot of dollar , but your volume will make up to the dollar amount that you're offering . And the good thing is , because they started working with you during this four session , they're more likely to renew and to wanting to buy a bigger package .

They're more likely to say well , you know , this is really powerful . I wonder if you can help me in the other area . Sure , let's sit down and talk about my three months package , right ? So that's how you convert a short term strategy into a long term strategy . So that was step number one .

Number two You're going to make a list and you're going to start calling people and you're going to get in touch with them and tell them about what you have to offer . But before you call them , you want us to sit down and map out what is it that you're offering them . So , once you figure out what you're offering them , here's what you say .

So , basically , this is not going to be the exact wording that you're going to be using , but this is pretty much what you're going to say . So , basically , what you want to say is hey , I hope you're well since the last time we spoke and you can change the wording .

I just came up with this not too long ago , but this is exact wording that we use to someone who already know me , we have conversation , who trust me , but don't have much idea of what I do as a coach , and I would say you and I know each other from way back and you kind of just wanted to remind them your relationship with them .

Right , we know each other from work and you know I'm really passionate about this and that . But you may not know that I am now a professional coach .

I'm helping others accomplishing the things that they've been wanting to accomplish but somehow they just couldn't get to it , and I help them to get to what they want faster , and I'm currently offering a one-on-one coaching to help them to become more productive , for example . Okay , I'm going to use the productivity as one example .

And during the summertime , you know , because everyone's busy and we all have a lot of things to do in life , would you or someone else that you know might be interested , and if so , I would love to set up a time so that I can give you some details on this . Please go ahead and hit reply and let me know either way .

So you want it to be clear and concise . You want to tell them like , even if you don't want this , send a reply back to me and say , no , I'm not interested because you don't want to leave it hanging . You know it , would you be interested ? And when you leave it hanging , people would just assume oh , I'll just pretend I didn't see it .

So you want to give them clear introduction of hey , if you saw this , even if you are not interested , I still want you to hit reply and come back to me and let me know that I am not interested . And this is a part where it gets a little uncomfortable , right , because it's a 50-50 chance that you're going to hear no .

But it's okay to hear no because now you know that that person is gone , you can scratch that person's name out of the list and you move on to the next person who's on your list and somewhere along that line you're going to get two responses . One is people say no , but I know someone else who does . Or that person say no and there's no response .

But guess what ? That person . You just planted a C in there and telling that person hey , I'm a professional coach and this is something I can help people with and down the line , and there's something called client requisition period .

Okay , and this is the amount of time for someone to know that you are a professional coach to the time where that person come back and say you know what , michelle , I'm ready to sign up with you . That requisition period . There's a lot of variable . It depends right , it can be short , it can be long .

Sometimes I have clients coming back to me a year after they've been hanging out in my community and say , michelle , now is the time that I wanted to work with you and so you wanted to keep that person , you know , warm .

You want to keep that connection hot , because sometimes people change our life , changes our position , our things change , and you want to be that person who they will always remember . You are a professional coach , so that would be the template that you wanted to like change it up , but bring in your own personality .

But essentially , what you're telling that person is I don't usually do this , but during the summertime , because it's summertime and I know you have some goal that you would like to accomplish . So this is what I'm offering . Do you or someone else you know who might benefit from this ? If so , just hit reply and let me

know . Either way , and again , when you pitch to them , you wanted to make sure that you get that permission . You always want to get their permission If that person comes back to you and say , oh , this is something I'm pretty interested . Tell me more about it .

Great , if you get that response , what you want to do is you want to share your calendar and you want to treat that person as if that person is going to become your client . Okay , so you don't want to coach them right there on the spot .

Instead , what you want to do is share your calendar and say , great , that set up a actual formal session so I can walk you through how I work with clients . And that purpose , that call , is going to be your sales call . So that's step number three . Step number three is you want to book them and you want to tell them about the session , how it works .

It's going to be for session , for example , and I'm going to help you to map out your next set strategies of how you get that interview . How do you get that job ? We're going to look at your resume to make sure that it's all good . I'm using this as an example , but you're going to think of something that's pertaining to your niche .

We're going to sit down and we're going to talk about how to make your interview master your interview , and all you take is for session and it's going to be $600 .

And if this is something that you've been wanting to have and needed help with , then all I need is your credit card and we're going to take your payment right here on the call and you sign up that person . That person will get a contract for four sessions this is how much and you start working .

Okay , so that call is not really a complimentary full-on coaching session . That call , the last step , is here's how I work with clients . Here's what's involved and this is what I can help you with . If this is something that you want to do , all I need is I'm going to take your credit card and you can sign up with me . We can get started right away .

Okay , so it's a sales call rather than a complimentary coaching call . Okay , if you wanted to have the blend of coaching call and a sales call , you can do that , but I would keep the time short . I would keep it less than 45 minutes .

So maybe you show them and do a demo for 30 minutes and the last 15 minutes you want to talk about the offer that you have . So it's going to be a full session $600 , and this is what would it take and this is what would be different for you . You're going to walk away feeling confident at your next interview .

You're going to walk away with a resume that's ready to go , ready to send out , and so you want to talk about the benefit of why people would want to have this full session . It's something that's quick , easy . I'm going to help you to accomplish it , and all it takes is just four sessions . This is how much do you want it you do , okay .

Then take the credit card and signed up right there in them . So this is again a quick and easy one . Okay , you're not offering them something that's huge . That's a big package .

You can use the same strategies to offer a high end program which I have done it in the past right , sending out one email and telling people that this is a one time offer only and you need to jump on .

If you don't want it , that's fine , but if this is the opportunity that you've been waiting for , then this is the time you want to jump on , so you can use it for a high end ticket offer , or you can use it . What I do here .

It's really a quick , rabbit revenue of how you can bring in some cash without you feeling like , oh my gosh , I'm running out of cash .

So it's easy because you're selling it , you're offering it to people who are warm , people who already know you , who trust you , and you can easily go into a conversation and say , hey , this is something that I don't usually do , but during the summertime , because I know there's a lot of people struggling with this maybe getting more productive or maybe setting up

some mid-year goals so that you can get to your end of the year faster then this is something that I offer right now and all you have to do is hit , reply and let me know so that I can get you started .

And what you want to do is you want to get them to a call , get them to onto a sales call , and you're going to tell them about the offer and just simply said this is something that you want , then great , let's take your credit card and let's get you started . Okay , three steps .

But it involves you sitting down and think about what is it that you want to offer ? A quick win it's not the whole package , it's not everything that you want to offer them , just one quick win . Usually , it's something that you find it very easy for yourself , that you can do , but it seems to be just like hard for people . Maybe it's a habit building .

I'm going to help you to having a diet routine for the next 30 days . We're going to map out your diet for the next 30 days , quick and easy . Four sessions . They walk away with an action plan and you help them . They see the difference . They can follow it .

If they want more , they can always come back to you , right , but right now we're just offering you a special deal for four sessions $600 . All you need is four to five people out of your 20 people list , and this is a small audience , or sometimes a larger audience . It works as well , all right .

So step number one make that list , think about what you want to offer , how much do you want to offer it for ? And step number two is you're going to reach out to them . Reach out to them and tell them about this offer . And step number three is to get them to book that call , and on that call , you're going to close that sale .

And you can do this in email .

And who do you email ? So , basically , those 20 people . You don't want to send out a bulk email because people may not know each other , right ? So write out your email a template first and then individually send it out to those 20 people that you know , and you'll be surprised . I got collaboration out of that email . I got referral out of that email .

I got calls out of that email . It works . Let me just tell you this . It works OK . So I hope this is helpful . Let's go out there and score those clients in 30 days . I will talk to you soon . Bye everyone . Hey , beautiful , thanks for listening .

If you enjoyed this podcast and found value from this episode , I would love for you to hit that subscribe button on your favorite podcast platform and leave me a rating and review . One thing I was struggling in my early years in business was finding the right people to connect with .

It feels like I was on this entrepreneurial journey on my own , and sometimes we all just need friends who can share our dreams and hopes , someone who can relate to what we're going to as we grow our business together .

If you are a women coach who is ready to grow your coaching business and looking for strategies to get seen , get heard and get hired , I want to invite you to come and find me in our community on Facebook at Get Client with Storytelling .

This is a community of women coaches who want to grow a coaching business by creating engaging , visible and authentic content with storytelling for their business to get more leads and attract more clients . I will see you at the next tea party .