When is the last time you changed the theme on your website? Changed your head-shots? Rewrote your “About” page?
If the answer to any of those is more than a year ago, listen up, because big consulting paychecks require more than a fancy sales page and an email pitch. If you want to attract high-end clients, you have to look and act the part.
Head-shots Done Right
We all looked better ten years ago, but that’s no excuse for using old, outdated or—heaven forbid—amateur head-shots.
When you are selling consulting programs that range into the five figures, looking professional is critical, and that starts with great head-shots. Hire a photographer who specializes in portraits for speakers, consultants, and coaches. Expect to spend a few hundred dollars for a selection of high-resolution images you can use in all your marketing materials, including on your website.
Get Your Website Redone
Speaking of websites, if you are still using the same theme you designed yourself, it is time for a fresh look. While you can say that potential clients should not judge you by the way your site looks, they will. A clean, modern website will work wonders to improve your credibility and start attracting the right clients.
While you are at it, take some time to solicit new testimonials. Don’t just load them all up on a single page though. Take the best ones and add them to your sales page, put them in your email newsletters, and include them in your lead-generation materials as well.
Don’t forget your “About” page, either. This one is hard for most people, so it’s a good idea to have someone else write this, or at least have a writer revise the one you wrote. Remember to include your most recent accomplishments, any awards or accolades, your speaking engagements, and anything else that lets people know you have got what it takes to help them grow. Include a few personal details as well, so readers will feel as if they know you just little better for having read it.
Lastly, remember to update your social media profiles as well. LinkedIn, Facebook, Twitter and others have a long reach, so you want to ensure that no matter where potential clients find you, the information is consistent and professional.
Getting new head-shots and making over your website might feel like a waste of time, but the truth is, people do judge a book by its cover, and you often only have a second or two to make an impression. Make sure it is the best one you can make.
As always looking forward to your thoughts and insights, comment below, Coach Deb
For all my life, business, health and nutrition coaches or any other coaches out there, hands down, one of the best ways to boost your credibility as a coach is to host your own live events. They’re a chance for you to show off your expertise, provide social proof (your guest speakers will do that for you), and get your name in front of more potential clients and customers.
So what’s holding you back?
Well, if you’re like most people, it’s fear. Fear of not being able to attract speakers. Fear of not being able to sell enough tickets. Fear of just putting yourself out there and saying, “I’m hosting an event.”
Here’s the secret though. Your event does not have to be a 300-person affair. Sure, you can have aspirations of that (and you really should), but that’s not where you begin. You begin with a small, intimate venue that holds less than 50 people.
Think about it. If you only have to sell 50 tickets, there’s a lot less pressure to perform. You’ll have lower out-of-pocket expenses, fewer people to please, and less equipment to worry about.
But you still have all the benefits of being able to say, “I’m hosting an event.”
Plus, this live event will lay the groundwork for future events. Because you’ve got the experience, it will be much easier to add live group coaching or mastermind components to your top-dollar coaching programs. You’ll have a lot less worry over managing all the pieces and parts, simply because you’ve “been there, done that” on more than one occasion.
Live events can take many forms, too, so don’t think you have to commit yourself to a multi-day, multi-speaker conference. Your first event might be a local Meetup, or a half-day workshop held at your favorite conference center, or even a free mastermind session tacked on to a larger event you’re attending. The point is to get your feet wet and pave the way for bigger and better events down the road.
So while you’re planning your event, keep these points in mind:
But the most important point about your first live event? Just do it. Step outside your comfort zone and enter the world of event hosts. Once you’re there, you’ll find that your coaching credibility increases exponentially.
I'm looking forward to reading your comments below, Coach Deb
If you want to earn top dollar for your VIP or group programs, it’s clear you’ll first have to become the go-to expert in your niche. You’re likely already working toward that goal, and probably have been for some time, but if you’re not quite there yet, here’s how to jump-start your career.
This is by far the most important thing you can do to grow your audience and your credibility. Blog posts, podcasts, eBooks, and self-paced training programs—whether free or paid—are the building blocks of your empire, and if you want to earn top dollar, you first have to put in the work to create a solid foundation.
This is where a lot of people struggle. Maybe you hate the sound of your voice or you hate how you look on video. You’ll need to get over it. Your potential clients need to get to know you better before they shell out $5,000 or $10,000 for that group or VIP program you’re putting together, and video is the easiest way for them to do that. So get a makeover, hire a video coach, and start sharing what you know on YouTube and other video channels.
Write a Book
The big daddy of content, a real, physical book can skyrocket your credibility and pave the way for the rest of your professional career. Now, we’re not talking about Kindle books here (although they do have their place in your overall content plans). No, for this, you want to publish a printed book—and if you can attract the attention of a publishing house rather than going the self-publishing route, that lends more credibility.
Nothing says “I’m an expert” quite like getting to take to the stage and speak in front of a group. Chances are your expert status has already attracted the attention of event organizers and you’ve been asked to speak. If you have, and have turned down the opportunity, now is the time to boost up your confidence and make the leap. If you haven’t, then go out and actively seek opportunities that are a good fit. Don’t be afraid to start small—at your local Chamber of Commerce or a recurring MeetUp group—but keep an eye on the big stage, too, and be open for the chance to wow a crowd with your expertise.
Host a Live Event
Want to really blow your audience away with your professional services and business skills? Plan and host a live event. It doesn’t have to be huge—in fact a small, intimate venue is often the best choice—but do start making plans. Live event hosts are often viewed as the real movers and shakers in their industries (because they are).
Remember, too, no matter which credibility-boosting method you’re using, it will only work if people know about it. So don’t just start a podcast, market it. Don’t step onto a stage of any size without shouting about it to the rooftops, and never ever write a book without a big launch. Credibility and visibility go hand in hand, so do everything you can to get the word out about your achievements.
As always don't forget to leave a comment below and share with your friends, thanks Coach Deb
Want to know what keeps a lot of service providers from charging what they’re worth?
It’s that all-too-common belief that “I am not a sales person.” Combine that with a healthy dose of “It’s rude to discuss money,” and you can see why it’s just easier to keep your rates low.
It’s time to think of your services from a different angle. Not only will you see things in a clearer light but selling suddenly won’t feel so much like selling and will feel more like talking.
Here’s how traditional pricing discussions go:
You talk to a potential client, and you explain what you can offer, how your service works, what he or she can expect (how many calls/emails, phases of work, length of contract), etc. And then you say, “My rate is $XXX.00.”
Your client either says yes, no or (the kiss of death) maybe.
Let’s turn that around, and rather than focus on what he or she will get from YOU, look at what she will achieve when she hires you.
For a business coach, this is easy. Talk money. How much more profit will your client make when she hires you? If your coaching fee is $1,000 per month, but you can show her how to increase her sales by $3,000 per month, then your price is inconsequential. She’ll earn it back three times over, not only while you’re actively coaching her, but for the rest of her business life.
Who wouldn’t jump on that with both feet?
What you’re doing here is not talking about the cost of your coaching, but rather the cost of not hiring you. Because if she doesn’t work with you, she’s losing $3,000 per month.
What about other kinds of services though? The same applies, you just must find a way to show your clients the cost of their inaction.
If you’re a life coach, inaction (to your potential client) might mean years of feeling unhappy and unfulfilled. Imagine what it might be worth to your client to lift that depressing burden forever?
The same goes for health and fitness trainers. Can you add 10 years to the life of an unhealthy, overweight man? That’s priceless.
What about dating coaches? For someone who’s been unlucky in love, in and out of one troubled relationship after another, the promise of a man (or woman) who will love and cherish them is worth nearly any price.
You just have to paint the picture.
What will life/business/love look like without your services, and what can it look like with you? Once they see the value in what you have to offer, pricing becomes nearly irrelevant.
What's your experience with pricing, comment below Coach Deb
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What do top coaches, industry experts, and media superstars all have in common? They've all written a book. You can too. It's easy!