Dec 09

How do I get coaching clients from webinars [04:50]

By Charles | Blog , Podcast

One of the questions I get is how to get coaching clients from the Internet? We envision that we can meet somebody face to face. We shake their hands. We hear their problem. We talk about our services. We sign a contract. We’ve got a new coaching client. Okay. How do we apply that same concept online? The easiest way to apply that same concept is an educational based webinar.

With that said, for those of you who aren’t really familiar with webinars, just imagine sitting down and watching a presentation of a set length, where you have a follow up sequence to go through and say, “These are you problems. Do you fit the criteria? If so, this is how we can help you. Sign up for our service.”

Now the truth of the matter is, it can be intimidating to do a webinar. I’m not even going to lie about it. I’ve done well over a thousand webinars at this point. After you’ve done so many of them you’re almost like, “Okay, it’s just another webinar – boom, boom, boom.” The reality of it is, your first few webinars are going to be extremely difficult to do if you’ve never done one before. Or if you’re not comfortable speaking – especially into a blank screen, knowing that they can’t see you. You can’t see them. You can’t judge an interaction. All you’re having to go by is your slides.

But with that said, here’s the easiest way to do a webinar. Just imagine having – and I know this is probably not going to be the sexiest thing – imagine having a prospect sitting in front of you. Put on your headset, or put on a recorder. Maybe just take your iPhone, click the good old-fashioned record button, recording audio. And give your presentation like you would normally give to a client in person. Talk about – hey this is whom you are. These are your credentials. You want to talk more about their problems and how you can solve their problems. And you never talk about yourself. And give a close, which you’re going to talk about, “This is what you want to do if you want to solve your problem.  Fill out this application. Go to this website. Blah, blah, blah.”

Make a quick short little –do an audio first. Listen to it. And this is weird.  Send it off to Fiverr and get it transcribed. Once you’ve got it transcribed, come back and use that to put together your PowerPoint. I mean, when you talk about you have images – if you can talk about your certification. Have images of your certification.

Mainly you want to talk about their product, because they’re not really interested in you. Not really interested in your certification. They want to hear about how you can solve their problems. Spend the majority of that on how you can solve their problem. Then go into your close, which is basically who you are, remember? How you can solve their problem, the results you can achieve for them and give them a direct call to action, “Go to website xyz/apply. Fill out that information and we’ll get back with you to set up a call.”

Now the next thing you need to look at is, are you going to do these from an automated webinar standpoint, or are you going to do them live every time? We have done tons of live webinars and I’ll tell you, Murphy’s Law will kick in. Something will always go wrong: audio, video, whatever the case may be. The best thing to do is to pre-record this webinar and use an automated replay system, like Evergreen webinar. Use Stealth, which I think is actually better than Evergreen – Stealth webinars. Use that to set the webinar to replay maybe every hour. You even have prospects – and they can come here immediately, and start watching a webinar today, you’ve done years ago.

Fundamentals of solving the customer’s – in this case – in this case, the client’s problem will not change. So because of that, get out there. Create a webinar and get it on your website. Get it on your blog. And start sending your traffic to that. Because you’ll be amazed at how well a webinar will convert people who don’t know you from Adam’s housecat, into raving fans and paying clients.

So definitely keep that in mind. Anyway this is Charles Kirkland. Hope you enjoyed it. And as always, give me feedback. Did you love the podcast? Hate the podcast? Either way, give me five stars. At least I would hope you’d give me five stars. And pop over to the LeedsClientsProfits.com website and check out some of the content.  And check out the case study. This is Charles. Talk to you later.

Nov 27

Should I charge by the hour or by the job in my coaching business? [5:07]

By Charles | Podcast

What I want to tell you today will be probably controversial at the very least, and most likely, will have a few people throwing things across the room – which may be out of anger, may be out of excitement – but either way, let’s go ahead and get started.

One of the biggest questions we get here is, “Do I charge by the hour or do I charge per month for a set amount of time? Do I charge per project? How do you figure this whole billing thing out?” And when you say it like that, it really is going to be a very fire-charged episode. It’s going to cause a lightning storm of crap, I would imagine.

First of all, I’m going to tell you, when you’re first starting out, and I’m going to tell you from my own personal experience – When I first started out, I would tell my wife, “I could do this project in 10 hours.” She’d look at me and say, “More likely 20 to 30.” And I’d be like, “No, no, no, no. You don’t know how efficient I am. You don’t know how good I am. Why do you not believe in me, I said I could do it in 10?”

Well, needless to say, it usually took more in line of 40 hours. I’d say, “Charles you’re a complete idiot. How do you take four times as much doing things?” Well, a lot of times as a coach we envision; I have a project, I have stuff that needs to be on it, and I’ll get it done. The reality of it is, we have distractions. Often we’re waiting for other people to get us information. Everything takes longer than we really estimate.

Now if you’re charging by the hour, which I initially did when I got started, I hate to tell you, you’re going to be bleeding money. Your wallet is going to look like it’s anemic. And that’s the big thing. Now this is what hurts you. Okay. Getting started, you may not know how to charge per job, and that’s totally understandable. And you may want to charge by the hour, just to get yourself going. Look at competitive rates, what are other people in your area or your niche charging. And kind of, at least, have a baseline.

You don’t want to be charging $10 an hour when everybody else is charging $100. And you don’t want to charge $100 if everybody else is charging $1,000. And you don’t want to charge $2,000 if you don’t really have any clientele yet. Now with that said, there is an evolution of this. When you’re first getting started, take whatever number you think it’s going to take per hour – double it, triple it – you know your own personality better than I do.

The next thing you need to look at – and this is going to be where the controversy is about to really start – the more efficient you are, the better you are as a coach, the better you are at delivering a certain end product, guess what? Now we’re at maybe, what took 40 hours, maybe you’ve got procedures in place, you can do it in five, and you’re charging for 10, maybe, right?

Well what happens if you’re charging per hour? You now effectively deliver more work in less amount of time, while you get paid less to do it. Now let that sink in. Let’s just say we charge them by the hour, and you’re very efficient. You’ve got this down to a science. Now you get the opportunity to work with more clients, making less money and more work. Truth of the matter is, you need to find out initially, getting started maybe charge by the hour. Come up with some unit of measure that you feel is acceptable.

Once you get efficient, start looking at charging per the job, or a flat rate. You get “X” number of hours, up to an “X” number of hours for a flat rate. Maybe somebody will give you four hours per month of coaching for a flat rate of $4,000, whether you use five minutes of it or all four hours – totally up to you. The reality is you don’t want to be charging people by the hour, because the more efficient you get, guess what? You’re just putting yourself in the poor house faster, which at the end of the day, is probably not on the top ten things that you want to be doing in your life.

Anyway, with that said, give me some feedback on it. Tell me are you charging by the hour? Or are you charging for a set amount of time? Or are you selling blocks of time? Let me know how that works. Anyway this is Charles Kirkland. Hope you enjoyed it. And as always, pop over to LeedsClientsProfits.com, check out our case study, and make sure you give us some love. Check out Facebook. We’ve got Twitter. And at the end of the day, our job is to help you become more profitable. So that’s what this is all about. Anyway, this is Charles. Talk to you later.

Nov 27

Do I need to have coaching certification and would being certified help me get more clients?

By Charles | Blog , Podcast

Hey, this is Charles. One of the biggest questions we get over at Leads Clients and Profits is – How do I get started and do I need a coaching certification? So, with that said, you can go out – and it’s kind of like a college degree, you can get one in any of these colleges – any degree that you want – sounds great. The issue with a coaching certification, really, there’s no standard for it. It’s not like there’s some governing body that says, “Okay, only you can issue a coaching certification.” “Only you can issue a coaching certification if you have these standards, these qualities.”

Truth of the matter is, anybody can start today and start a coaching certification product. Now with that said, are they valuable? Or, are they a complete waste of time? Well, that’s going to be totally up to you. Truth of the matter is, any time you get any continuing education, anytime you study more – you get better at your craft. So if you’re a coach and you happen to go through a 12-hour certification class, guess what? That’s 12 continuing education hours. That’s really important. Because the more you get, even if you’re relearning the fundamentals, if you’re just going through, getting better at it, constantly focused on something, it helps. So yes, absolutely, getting some certification helps.

The second thing is – Will having a certification help me get more clients? Well, that’s going to be totally dependent on you. Because I hate to say it, but a lot of times when I talk to coaches they go, “Well you know, if I can get this certification, I feel like I would have the confidence to go out and do x, y, z or to market myself in this manner.” And I think that’s really important. I mean at the end of the day you’re selling yourself.

Now, if you come in and you’re very timid and you don’t have the confidence to close the deal – and that’s the rule with anything with sales – if you don’t have the confidence to close the deal – I don’t care if the person is sitting here tapping the pen and waiting for you to get in so they can sign their name and write you a check. If you come in with little confidence, and you’re hemming and you’re hawing, and you’re back-pedaling – it doesn’t make a difference. That’s not attractive to anybody from that standpoint.

So having the certification, if it gives you confidence, hey, “Go for it!” If you’ve got the confidence without certification, absolutely go for it. So don’t get hung up on – will I need certification from this person, that person. It doesn’t make a difference. There are a gazillion and a half coaching certification systems out there. Just get one – you know, just think of them as continuing education. Just another thing you can hang on your website saying, “Hey! I’ve been certified through x, y, and z.” And at the end of the day, it doesn’t really make a difference if you’ve already got that confidence.

So with that said, I hope you enjoyed it.

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