Is Coaching Worth Paying For?

I coach a lot of mompreneur coaches–women who have experienced the value of coaching in their own lives firsthand and who are now committed to helping others. Those who are most successful follow the same path my own coach, Rhonda Hess, taught me: Carefully choose the right niche and a narrow target market to find all the clients you want.

Today I share a guest post by Rhonda that I think beautifully explains the power of these choices and how they help attract clients who will pay you what you’re worth. Whether or not your are a coach, you can certainly benefit from the lesson Rhonda teaches about finding the people who are most likely willing to highly value what you offer.

Guest post by Rhonda Hess

There are still people out there who don’t understand the value of coaching. Some define coaching the way Ambrose Bierce defined consulting: “To seek another’s approval of a course already decided on.” And some people think hiring a coach is like hiring a friend to listen to you.

But then there are people like Google CEO Eric Schmidt – the lead architect of the most successful business growth story in recent history. When asked to share the best business advice he ever received, he said “Everyone needs a coach.

So, is coaching worth paying for? The answer seems to be: It depends on WHO you ask.

I think I know where you come out on this question, or you wouldn’t be staking your career on the power of coaching. But here’s my point:  Draw your clients from groups of people that believe coaching is worth the investment.

So how do you find and connect with those people? The answer may not be obvious, but it is straightforward.

Choose a Niche Market Full of Seekers

Certain groups of people, because of who they are, will readily invest in their own personal and professional development. Here are three examples of niche markets that are full of seekers:

  • Mompreneurs know that adding a business to their list of responsibilities is a stretch, and they want help rising to the challenge.
  • C-suite executives know they need allies to help them grow into the leader they want to be.
  • Coaches too, are hungry to learn, grow and develop themselves in multiple ways.

The best way to find people who truly “get” the value of coaching is to focus on attracting a specific group of people that you know will invest in their own development.

Meet Them Where They Live

I know that you didn’t launch a coaching business so you could market. You got into coaching to make a difference. But if you want to do that and financially prosper at it, then connect with people who will invest in your services, and keep connecting with them.

That’s what smart marketing does — it helps you build relationships and trust with those people. Smart marketing starts with listening, just like good coaching does.

When you’re coaching a client you are primarily listening and asking questions, right? You draw out their insights about where they want to go and what’s getting in their way. You listen into what they say. You tune into where they are coming from, so that your questions and responses will land with them.

It’s time for coaches to stop trying to convince people that coaching will help them. Instead, meet your prospects where they live. This approach to marketing plays to your strengths as a coach, because it centers around what the client is seeking, rather than what you do.

Simple Marketing for Coaches

  1. Choose a specific, easy-to-find, group of seekers to serve. You don’t need to limit your client base to these people. But do focus your marketing efforts on them and use their language.
  2. Find out what they most want and what is stopping them from getting it. What will motivate them to invest in their personal or professional development? What are they seeking as a return on that investment?
  3. Then use your powerful coaching skills to help them get what they want.

With this approach, you will never again have to sell anyone on the idea of coaching, or on your particular flavor of coaching. But you do need to believe in the value of your services. This is your chance to show that coaching is worth paying for.

I teach this approach in my workshop, Champion Your Ideal Coaching Market. Enroll now and learn how to connect reliably with prospects who want and will value what you offer.

Rhonda Hess is an internationally recognized business mentor and the Founder of Prosperous Coach®. Rhonda has a gift for helping coaches choose and champion a highly profitable niche so they can coach more, market less and blow the lid off their income. Grab Rhonda’s free ecourse now: 5 Secrets No One Ever Told You About Your Coaching Niche and join the conversations on her award winning blog. http://prosperouscoachblog.com

 

Continue Reading

How to Reach Your Target Market

 

 

target_market

If you’re like many of the work-at-home-moms and mompreneurs I know and coach, you probably got into business for yourself despite your lack of an MBA in marketing. So figuring out how to get people to buy what you sell can be a bit like explaining what galaxies are and where they exist in time and space to an inquisitive seven-year-old.

how to grow your businessI don’t have an MBA, either, but I’ve learned a lot from the school of “learning by doing.” Here is the methodology I teach my mom entrepreneurs to use to get more clients and make more money, without spending much of their money or time.

Make Sure Your Niche Is Narrow Enough

Most of the mom entrepreneurs who hire me as their coach are extremely resistant to choosing a narrow niche market. They want to market themselves to “moms” or to “parents” or to “middle-aged women” or “empty-nesters.” It’s always better to be the big fish in a smaller pond (i.e. “I coach mompreneurs who have been in business less than five years and are raising small children”) than a tiny fish in a big pond (i.e. “I’m a business coach for entrepreneurs.”). Simply put, you can make a much bigger splash in a little pond and get visibility you would be hard-pressed to earn in the big pond.

Identify Your Ideal Client

Once you have a narrow niche, you can focus on the individuals in it. Think of your ideal clients. How old are they? Where do they live? What do they read? What do they spend money on? Where do they shop? Do they buy for themselves or for family members? Do they hold the purse strings? Do they make enough money to afford your product/services? Are they the type people who already value what you have to offer?

Identify Their Top Challenges and Needs

Now, with as specific a person in mind as you can muster, think about their life. What’s good about it? What’s not? What do they keep tolerating? What drives them nuts? What would make their life better, easier, more fun?  If you can identify their biggest problems, then you can tailor your products and services to solve them. People want to feel better, be happier, live longer, be healthier, etc. What can you and your business do to help them with this?

 

Create Products and Services That Solve Their Problems

Knowing this, you’ll be on your way to creating valuable content in the form of products and services your clients will willingly pay for. You’ve tailored your business solutions to meet their top needs and challenges. This isn’t just marketing–you’re listening to your market, doing market research within your specific niche, and you’re creating solutions to their problems. Your clients will pay for people and things that make their problems go away. With this understanding of your client’s needs, you’re well on the path to creating a great marketing funnel.

Go Where They Are and Share Your Powerful Message

Picture3

You may be wondering why the title of this post is “How to Reach Your Target Market” when I haven’t talked at all about traditional methods and venues for finding clients. That’s not an oversight; I promise. Now that you’ve customized your offerings and made them solutions to your ideal customer’s problems, you’re ready to reach out and start attracting them to you. I’ve said many times before, “I’d rather attract my clients to me than have to go hunting for them.” Show up/present yourself, your business and your marketing message to them where they are (in the print publications they read, in the blogs to which they subscribe, in the organizations to which they belong). Do so in a way that shows you know who they are, what they need, and that you understand them.  Saying: “I help families and children who struggle with chronic problems like headaches, ear infections and dizziness” is much more powerful than “I’m a chiropractor.”

Learning how to reach your target market isn’t rocket science, but there is definitely a strategy involved. Entrepreneurs who truly understand their ideal clients and who learn how to create solutions to their customers’ needs will have little trouble growing their businesses!

Want to get some more suggestions about how to reach your target market? My business coach and mentor, Rhonda Hess, has agreed to join me  for a 75-minute teleseminar to share with you some of the same proven strategies she shared with me to rapidly grow my coaching business. If you are an entrepreneur in a services business, this is the information you’ve been looking for to understand how to finally get your clients to come to you!  Please join us tomorrow night!

Here are the details:

Title: “When a Niche Is Not Enough–Three Steps to Become Essential to Your Target Market (and Win Raving Fans for Life!)
Date:  Thursday, October 1
Time:  8pm-9:15pm ET
Where:  On your phone and computer (bridgeline details and PowerPoint presentation will be sent to you when you register)
Register:  Click here!

Continue Reading

My favorite marketing tools for mompreneurs

In one of my mom entrepreneur coaching groups, I was recently asked the following question:

Of the various marketing tools and methods you use, which has yielded the best financial return?

Can you guess my answer? I bet you can.

My favorite marketing tool is TWITTER. I get several leads a day directly from twitter. That’s why I’m so passionate about it. Let me expand a little on that, though. Twitter_Button_8

I just hosted a teleseminar yesterday with my coach, Rhonda Hess, about automating your sales process to attract thousands of ideal clients. (You can click here if you’d like to listen to the podcast on-demand.)

In that teleseminar, Rhonda explained how we should all focus on a BLOG as our centerpiece. Write in your authentic voice, share your thoughts, wisdom, opinions, photographs of your work or products, lessons learned from a situation or experience that is relevant to your target market, etc. and you’ll start attracting readers who want to spend more time with you and ultimately purchase what you sell. Then everytime you post to your blog, you share it on twitter (and facebook and LinkedIn, etc.) with a link back to your blog. By doing this, along with asking for and responding to comments to your blogposts, you are building relationships and increasing the “stickiness” of your blog. Internet marketers use the term “stickiness” to refer to how compelling your website or blog is and how long your prospects “stick around” to read more on it. I use twitter as a vehicle to connect with people, to build relationships, and to deliver prospects back to my website and blog so they can learn more about what I do. Upon checking my blog statistics, the top referrer to my blog and website is almost always twitter.

Twitter is, of course, a free tool, but it does cost me my time. As a mompreneur, time happens to be my most expensive and valuable asset.  That said, I spend very little time on twitter most days. I usually pop on and off for 1-5 minutes at a time several times a day. There are days I never logon to twitter, and then there are times when the kids are in bed that I’ll spend two hours on twitter chatting with friends and potential clients. I also use several twitter integration tools so that lots of what I tweet can occur automatically, saving me a lot of time.

As a return on my investment, I am currently getting a couple of warm leads each day from twitter. Given my very limited work schedule of only 10 hours a week (client-facing time), this is more than enough to fill my pipeline.

My second favorite marketing tool is my BlogTalkRadio Show. I’m finding that people all over the world are hearing me on the internet and already feel related to me because of this. As a result, my prospects are ready to hire me before we ever speak in person.

People like to consume their information in different formats, so if you’re not currently using audio or video as part of your marketing strategy, it would be worthwhile to consider adding these options. If you have no clue how you could integrate audio and video into an effective marketing strategy for your business, let’s set up a free 20-minute brainstorming session and get you started.

So what are your favorite marketing tools? Do you enjoy marketing or prefer to delegate it to someone else? Do you spend most of your marketing budget on traditional (print, radio, tv) methods or on Social Media Marketing?  Please join the discussion and leave a comment below.

Continue Reading

Work Less, Make More–Part VII of the WoMEN Teleseminar Series

If you’re looking for a silver bullet, you won’t find that sorta thing on my blog. Ever.

That said, I do believe it’s both possible and necessary for mompreneurs to find ways to make more money while working less.

I’ve been answering a lot of questions in my coaching groups lately about the idea of creating a sustainable business model for mom entrepreneurs and work at home moms. The bottom line is this: if you’re running a business that is running you ragged, stressing you out, taking up all of your time and leaving very little of you for your family to enjoy, then you (and your business) won’t last for long.

robot mom biz coachOne of the best ways to make your business sustainable is to learn how to automate some of the actions and processes you do over and over. We all have to develop strategies to find new clients and keep our sales pipelines full. This takes a lot of time, effort and energy for all of us mom entrepreneurs. Think about it–if you could get these tasks that you have to do repeatedly off your to-do list, you could spend your time doing something else, like go on a bike ride with the kids, or read a magazine while the kids run through the sprinkler, or you could spend some time creating a vision for the future of your business rather than just scrambling through all the work that has to get done.

Wanna learn some tricks that will help you get your business working while you’re working on your tan this summer?

Join me on Tuesday, June 23rd, at 12 pm ET when my special guest, Rhonda Hess, teaches us “How to Automate Your Business to Attract Thousands of Ideal Clients.” Rhonda is a Coaching Business Success Strategist and founder of Prosperous Coach. Best of all, she’s MY business coach! I’m delighted to share my fabulous coach and mentor with all of my listeners.

This free teleseminar is part of my WoMEN: What Mom Entrepreneurs Need Series. You can register to receive the freebies, Special Reports and other offers my guests make available to our listeners by going to www.whatmomentrepreneursneed.com and filling in the email form at the top of the page. You’ll also be notified when I add more speakers and more topics (which I occasionally do).

I know that I’m looking for ways to get out of the office and spend the lazy, unstructured time with my family that summer always brings. Having some systems that allow me to attract exactly the clients I want will give me the freedom to do just that!

You can listen live (or on demand once the call is over) via phone or over the internet. Just go to BlogTalkRadio to get details.

Do you have questions for me or Rhonda? Leave them here and we’ll do our best to address them on the call, or you can call in live to the show (go to BlogTalkRadio to get the dial-in instructions).

Look forward to “seeing” you on the call!

Continue Reading