HOW TO BOOK OUT YOUR PRIVATE COACHING OFFERS IN 1-WEEK

Here is the exact strategy I used to create flow in my sales process to book $100k in sales in just one week.

Learn how I did this and take down some tips that may help you do the same.

There was a moment where I started out thinking I was going to take a bit of a step back from the business. I was thinking I would chill and relax - take a break. By that, I definitely don’t mean turning the volume right down to zero, more like stopping in and saying hi from time to time. What I definitely wasn't planning on doing was launching anything. 

But one day I had a direct message come into my inbox. “When are you opening up one-to-one coaching next?” 

IT ALL HAPPENS IN THE DMS

I thought to myself, you know what, it seems like a really aligned thing to talk about online. I had some availability and thought that I might as well book out the next three months. My goal was to bring on five new clients. This felt good and I knew I’d be completely happy with that and feel very satisfied. So I put it out on Instagram and I started to immediately get the DMs. 

“Oh my gosh, how do I book in? I would love this”

“I've been waiting for you to talk about it. Is there a Discovery Call?” 

“What's the price and investment? Where do I go to find out more information?”

I felt a surge of energy backing this offer.

If you've ever done offers before or on your second or third round of launches, you’ll know there is sometimes a magical deep energy that backs a launch that is something unseen, unplanned. You can't call on it instantly. It just is there. It's ready. It's almost like the seeds that you had planted all of those weeks and months ago are finally here and it's seen in full fruition. 

GET SOCIAL WITH IT

So, I made a couple of Instagram tiles and I talked about my program; what you're going to get in 12-weeks, how I was going to show up for it, what my past clients had experienced working with me, what my intention was for the 12-weeks of private coaching. I also talked about the investment and my full belief that I'm going to be the coach who will get you to that first 10K month because I have done it before. 

I shared from a really driven place to say if you're ready and if you want to play bigger and if you've been looking for a private coach and you want to get to your 10K month and you know you need more strategy and more steps and more process and more clarity, more focus as well as the mindset and the spirituality than I'm your girl. 

REFINING THE DISCOVERY CALL

I started to see the DMs saying, yes, send me the link. I decided the link was going to be a Discovery Call. This is something that I haven't typically done before. I tried it out many, many, many times before and I actually really hated the process. 

I didn't like that I had to jump on calls. Sometimes, people didn't show up. Sometimes people that did show up would say, yes, yes, yes on the call and then be super flaky and just never respond to any of my messages. Sometimes, I would do calls and they would be price objections.

I realised I hadn’t been doing Discovery Calls the right way. 

There were a few things that I just didn't have in play at the time. I need to ensure that once we were on the call it was less about coaching and it was more about answering any informative questions about the program. This is where I think a lot of us fall over at the beginning and where Discovery Calls can often lead to it being a coaching call. 

We often spend way too much time on the call then we really need to then, in that call itself, you just start to ramble and you feel nervous and you can't say the investment, you can't say the price and then you totally wag out of the situation and you just tell them that you're going to email them the cost and it just drags out. 

Selling wasn’t my issue, I do it every day. It was the Discovery Call process itself. I hadn’t refined it. It didn't feel aligned and I decided to park it as something that I wasn't going to reach for at that point in time. Now, my one-to-one coaching has always booked out, but it was booked out through the DMs, texting and voice messaging or just because people knew they wanted to work with me and would email me.

KNOW YOUR CLIENT

Not to say that I didn't want to work with everybody but really I knew my ideal client. I now know, after being in my business full time, what my exact ideal client looks like, what she or he is saying to me, what their energy is like when they're plugging into a Discovery Call. That hunger, that ambition, that drive, that sense of urgency, I can feel that. And I was wanting to actually experience that through a 15-minute Discovery Call. That's all it was. 

CONVERT IN 15-MINUTES

A client asked me, how is it that you can convert in 15 minutes? 

The reality is, I'm not converting in 15-minutes. I've actually already converted the sale before they've jumped on the Discovery Call. I do this by making sure my message is knife-sharp. 

I know exactly the outcomes I'm providing my clients. I know the messaging, how I write my social media posts, how I'm showing up on stories and my live streams. The language that I'm using is attracting my ideal person. 

QUESTION TIME

Pre-Discovery Call I ask the client three questions, so for those of you that came through that process, this will sound familiar to you. 

• Why are you seeking a one to one coach? 
• Why do you believe I am that one to one coach to help you achieve those goals? 
• Tell me a little bit more about your vision for the next six months. 

That was it. Three questions and off those messages, I got a 90% response rate, and the 10% that didn't come back might have decided it was too hard.

So, in my mind, if a person can't answer three questions whilst they're wanting to get on a Discovery Call, then they're not ready. I don't chase them. I don't ask them to go ahead and, you know, fill it in. It's up to them. This is where the accountability and the responsibility are really put on that person wanting to seek help before even me on the other side can help. 

The 90% who responded wrote very soulful messages. They were just from a place where I could see into their missions and I could see into their intentions and where they really truly needed help, guidance, accountability, coaching, mentoring someone to shine a spotlight onto a path that they had not yet seen. 

THE DETAILS

Then, from here I would send a voice or video message back of thanks and excitement. From there I would send them a booking schedule link for our Discovery Call which also asked for their initial details. First name, email, address the time that you want. I also popped in there what the investment was to work with me for 12-weeks, the investment is X amount of dollars. Then, ask is this within your budget and are you able to invest or do you need a payment plan. That was it.

There was no option available for a No.

For those who got to this point but then may have fallen off, I didn’t do crazy follow-ups. I would just drop them a friendly message asking if they got the link and that it would be closed off in a few days and that I didn’t want them to miss out. If I didn’t hear back I would stop right there if I heard back from them I’d let them know that more spots would be opening up in 6-months time. 

ZOOM IN

All the Discovery Calls were done via Zoom so we could see each other's faces. The calls were incredible. They were mostly calls to ask deeper questions about the 12-week program. More so about the practical and less about what can you achieve for me. Know that I didn’t sell on these calls.

All the selling had been done. It had been done because I'd been showing up every single day since I started. I had launched my podcast, gone live, done many Instagram posts, many LinkedIn posts and many Facebook posts.

Also, know this and feel ok that you might have the most connected and aligned call and then they disappear. In the end, you just don't know what's happening on the other side. It's not you, it's probably out of their control as well. Whatever happens, I choose to release it. I don't get angry or annoyed or anxious. I don't get super needy and cling onto the fact that they haven't come back. I choose to believe that when the timing's right, it'll be right. 

MAKE $100,000.00 IN A WEEK

If you start today, by this time next year, you could be saying the exact same thing - in one week I booked a $100,000.00 worth of sales and I did this because I started 12-months ago.

It's as easy as that. They know that you're that person who will help take to the next level and be their accountability, their mentor, their guide and that person that's really going to help them see their full potential.

When you start showing up and commit to your own business and commit to your own message then people just cannot wait to hear from you.

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LISTEN IN To the Own Your Hustle Podcast Episode 91 - How to Book Out your Private Coaching Offers in One Week

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