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Your prospects don’t have the money?

One of the main frustrations I often hear in the consulting and coaching communities is:

“I tried X niche but it didn’t work out. I found out that they just don’t have money to pay for the solution of their problem – even when then SAY it’s their biggest pain point!”

This is actually what most coaches feel when they start their business and most often they simply haven’t learned how to make their offer attractive to their ideal client.

The problem here is very often not that the prospect doesn’t have any money, it’s that the offer hasn’t been communicated in a way that clearly demonstrated the rewards or the “return on investment” of the program.

So if you hear “I don’t have the money” from the prospect, it is very often just a polite way of telling you off because they are not convinced that your program will
1) Get them the promised result or
2) They are not even sure what the result of the program IS exactly.

When you dial in on the details of your program or you develop it into something that has a very clear and extremely likely outcome for the right person, then your prospects will, in turn, recognize your offer as an investment that will likely bring them way more benefit than the cost of working with you.

In that case, your prospects are less likely to say they can’t afford it and more likely to start thinking creatively on how they can find the funds to invest.

If that is not what you’re hearing now, I invite you to do a little journaling session on the prompts below. Uncovering your perfect high-value offer is a key part of my 1:1 coaching program, so drop me a message if you’re interested in my help 🙂.

PROMPTS
– to help you get clarity on your niche and what results you deliver to your clients 👇

  • Who would you love to work with?
  • Who did you work with before, that you loved working with?
  • What type of person has money?
  • What results do they have money for?
  • Do they think they can figure out the solution themselves?
  • What problem do they think they need help to solve?
  • How can you quantify the value of the result? In terms of money, time, happiness.
  • What would they lose if they don’t get the result – how would the lack of a solution to their problem influence their life in terms of missed time, missed opportunities, missed profit?
  • Can you structure a program – based on your skills and experience – that will most likely achieve the result for the exact right person?
  • What can you add to your program, that will make the result even more likely?

When you have your answers and have written out the details of your offer, ask other people if they have any questions about what any of it means. That can point you to confusing parts, you didn’t realize could be confusing.

Reframing assumptions about women’s income to grow your sales

I talked to a coach yesterday who said something to the effect of: Women in my country don’t make that much money, so I prefer to get discovery calls with women from other countries.

The funny thing is, I’ve heard that from people from all sorts of countries 😏.

So I dug up the numbers for median income per month of women across a few different countries.

United States (ages 35-54, year 2020): around $1,000
Canada (ages 35-44, year 2018): $2,740
Italy (ages 25-54, year 2018): $1,640
Sweden: $2,723
United Kingdom: $2,304
Spain: $1,474
Germany: $2,382
Poland: $688
France: $2,198

Please note, that these numbers say nothing about assets, living expenses, tax rates, or things like that, which could make it fair to compare these numbers 😉.

Do you form an opinion about whether or not your prospect might have money before getting on a discovery call with them?

Maybe that’s not super helpful 🙂. If you think [insert deep, mimicking voice] “this prospect is not going to buy” – then I assure you, she most likely won’t.

So this is how I keep a good mindset for going on calls (or doing anything related to getting clients really).

a) I self-coach. Meaning:
– I identify the thoughts that I’m having.
– I determine whether or not that is a thought that serves me. Will it help me get the result I want or not?
– If not, I question the truth of the thought. For instance, can I actually know, that women in this or that country don’t have money for this sort of service? Can I be sure, this is true for all women?
– If the thought is not proven to be true, I can choose to replace it with a better one, ie. “some women in this country need my coaching and will gladly pay me for it”, “my ideal clients are out there, they have the money and they will find me”

b) I continually make sure, that my beliefs and my thoughts align with the future I envision for myself. I also continually fail at this, but that’s why it’s such important work.

So in essence, I make up my own affirmations that I feel are true, I remind myself of them and I actively think and feel them until they have become subconscious truths.

Here are a few of them:

  • I love having discovery calls
  • I love serving people
  • Selling is serving
  • By selling to the people who need me, I am doing my future clients a great service
  • I’m on my way there and this is part of the path
  • Every no gets me closer to a yes
  • My people are out there and it’s my job to keep making offers until I find them
  • Onto the next offer because I’m not stopping
  • I know I’m going to get there no matter what
  • I’m more successful today than I have ever been before
  • I already know what to do
  • I have 100% control of how I show up

This kind of mindset coaching is part of how I serve my clients.

It’s so important to recognize where we trip ourselves up and it can be near impossible to discover them in yourself.

A bad mindset, misconceptions, and unfounded assumptions are what keep so many clever, empathetic people from taking action toward growing their business and helping more clients.

If you’re not consistently signing at least a few high-ticket clients every month by sharing your expertise, drop me a message. I’ll help you craft and sell your first high-ticket package if you don’t already have one.

My 6-week program is for experienced coaches and therapists, who want to attract dream clients by writing amazing, converting posts on social media. It is the most simple system you will ever encounter.

With this, my clients learn the step-by-step process that takes them about an hour a day to execute and will generate about one $2,000-$5,000 client per week.

First, we get clear on your offer and who it’s for. Then I teach you where to find your client leads and invite them into your audience. Then we go really nitty-gritty into writing converting content. You will learn how to come up with ideas that are not random but get the reader to sign up with you if they are a fit for your program. And finally, you learn the best practices for enrolling clients using messaging or discovery calls.

Whether you want in on my program or not, I hope this post helped you question some assumptions around women’s income 🙂

How to talk about the result of a coaching or therapy program

A note on what I mean by “result”. A lot of people get stuck on this. They say that they can’t guarantee a result for the client.

Coaching and therapy isn’t a math equation where 2+2=4.

It’s NOT [client with anxiety] + [therapist specializing in treating anxiety] = [client no longer has anxiety]

Of course!

But it might be [client with anxiety] + [therapist] = [client with LESS anxiety].

In that case, the result is less anxiety. Not guaranteed, but it’s the aim and goal of the therapy. It’s what you’re striving towards.

The result, in this case, could even be an improved ability for the client to live WITH anxiety, to handle anxiety better in different life situations.

In my opinion, if you want to sell high-ticket coaching or therapy, you have to be very clear about what the goal you’re striving for is. It’s the result plus the likelihood of achieving that results that a client will gladly pay a premium price to achieve.

I used to sell energy gels for triathletes and long-distance runners. The result of using energy gels was the ability to go further and faster for the athlete.

Later on, I sold beds. The result of a great bed is good sleep. Possibly a reduction in headaches, muscle tension, or back pain if those things were an issue before getting the new bed.

The result of business coaching is increased profits.

The result of life coaching is a better life. Maybe a bigger sense of passion and purpose or connection.

The result of anxiety therapy is less anxiety.

The result of stress therapy is less stress.

The result of weight loss coaching is weight loss.

The VALUE of a particular result depends on the client. What is the value of a new bed for instance?

To a young man moving away from home for the first time, the bed might be just a place to sleep and a reasonable cost could be $476.

To a bedridden, ill person it might be worth $3,200 to have a very good bed.

To the CEO of a bigger company or a busy layer who needs the best sleep possible every night to perform at their best every day, the right bed might be worth $8,000.

When you put a program or offer together, the most important part is the result (outcome) that you provide.

You also need to know exactly who you provide that for. I don’t mean gender/age/job situation or whether or not he/she has a dog or not.

But rather, what personal qualities does that person need to have to get the best results with you? Is a growth mindset necessary? Does the client need to have a certain level of knowledge around the subject to get the best result? No adult person is a blank slate. So what is the starting point of your ideal client?

And THEN you can figure out, what is the VALUE of your offer to that particular type of client. (You might want to draft up a few different ideal clients or question the one you think you have defined. A lot of business building is about trial and error until you find the perfect combinations of being of great value to your clients and offering something that gives YOU the highest amount of joy and feeling of accomplishment).

When you know the value of the solution or result you provide to your client, then you will know how you can price your offer.

Any kind of client profile (avatar) will have a unique set of hurdles to achieving the desired outcome. When you get good at addressing those hurdles in all your communication, that’s when new clients will seek you out. Consistently. Every week.

Because you show up with the right words and the right solutions to specific issues, that your client is painfully aware of.

So when you write a post, I encourage you to not so much “tell” what you do, but to address some of the hurdles that one might encounter on the way towards that desired result.

For instance, if you help people who struggle with anxiety. You might want to talk about a certain situation that triggers anxiety. What is the process for reducing anxiety in that type of situation?

Just lay it out there, don’t be shy.

Then let the reader know how to book in with you to get personalized therapy on that issue.

That’s it.

You can have people text you in messenger or call you on the phone this way because they just experienced your professionalism first-hand.

So does it matter if your family and friends see this post as well?

For many people that is the scariest part. Personally, I like to frame it like this:

My reason for working are these:
– to make money to provide for my family
– to do good in the world
– to give me a sense of accomplishment

I achieve all three of these by making public posts (also visible to friends and family). Not only that, but I feel like I appear more accomplished in the eyes of my friends and family. Which is, on a very selfish level, actually a big motivator for me.

This is your occasion to rise up to claim professionalism in your field.

Seeing my clients rise up like this and honing the skill of writing this type of post is so amazing. It sharpens their expertise. It forces them to help their clients and readers at a higher level.

Let me know if you have any questions that you would like me to expand on.

What I shared above is one of the main things I work on with my clients in my 6-week 1-on-1 program. Send me a direct message if you have had at least 10 clients, gotten great client results and you want to create a signature program or package and sell it consistently. I’ll ask you a few questions to see if you’re a fit and then we can get straight to work!

You will learn a skill for life and make your money back with just one or two clients.

If my program is not for you, that is completely fine as well! I hope you enjoyed reading.

What result do you help your clients achieve?

When you make an offer to the perfect prospect and they say “no”

One of the biggest hurdles that are slowing you down and preventing you from taking consistent action to reach your business goals?

It is how attached you are to the outcomes you get.

So you tell someone what you do for a living and they are not following up with interested questions. Or you post something to your audience and no one responds.

Or you make an offer to a person who *should* be the perfect candidate to get amazing, life-changing results from your services. But they say no.

“She should have been an easy sell. She had followed me and engaged with my content on Facebook and LinkedIn and signed up for my email list. And pretty much immediately signed up for a free consultation.”

“What happened?”

“Suddenly, she didn’t know if life coaching was what she wanted. She completely caught me off guard on that because she had been following me and reading all my stuff. So I began telling her how I could help her, but she didn’t buy. I feel so mad about it”

And so this coach spent the next few days replaying the discovery call in her mind, being angry with the prospect that she didn’t just buy.

It’s hard not to take that “No” personally.

Because when it’s your own business, it always feels personal at some level. I always felt this struggle, the struggle to not attach my worth and identity to the outcome of any one thing happening in my business.

It takes active work on your mind to not let missing engagement from your audience or missing sales mean something about the value of your work.

You scold yourself in your mind for not being good enough. “I’m just not cut out for this. If I could just figure out what’s wrong with me so I could get some help to fix it. Why doesn’t it work when I do it?”.

It’s so puzzling why you can be so damn good at so many other things in life but just can’t seem to get the sales.

Okay, you might not be thinking any of this. But you might still feel it, unarticulated, on a deeply personal, soul-level. And it’s hindering your success because it tampers with your energy and makes you hold back on showing up as the most powerful version of YOU.

Having success in our professional life is kind of a big thing when it comes to life satisfaction.

It works like this:

You attach some of your personal value to your results.

The more you do, the more you fear not getting results.

When you do anything in business, that fear shows up. Especially when you do marketing or discovery calls. (Because your existing clients already voted for you once with their wallets. But in marketing or discovery calls you are trying to show your worth to people who are less familiar with you).

It comes off so clearly in any kind of conversation, either in writing or on a call. That sense of low confidence and attachment to the outcome. Which means you will likely appear needy.

This is the biggest turn-off in any sales situation.

So you don’t make the sale and this confirms to your subconscious mind that you are unworthy and unable. Result: Your fear increases.

It’s a horrible, downward spiral that has led so, so many business owners to throw in the towel and quit their dreams.

If you don’t break the cycle EVERY SINGLE TIME you begin moving on that downward spiral, you will end up thoroughly convincing yourself that this shit is JUST TOO HARD.

Don’t think I’m just calling you out. I’ve been in that spiral so many times I’ve lost count.

The closer you are to the breaking point, the more effort it requires to climb out. But it’s always possible.

There are probably more than one way to get out of this rut, but to me, the foundation is knowing my intrinsic value as a human being. Or just as a being.

You see, I was raised by my single mother. She was a minister of the church (talk about breaking social norms as the first FEMALE minister of a large, conservative parish (not to mention being a single mom!) But that’s a tale for another day). I left the church when I was a teenager, but she taught me a worldview I will never renounce.

She taught me, that no matter how my life would unfold, no matter how I would behave or act. No matter any damage I might cause. I would always have intrinsic value as a (human) being. Simply because I exist.

I remember my teacher giving an evaluation of me in primary school once. She said, I always seemed to “be at ease with myself.” Meaning, that I never seemed to doubt my worth. I’m not talking about my skill in school or being a show-off. Just… feeling okay with being me.

So the feeling of being valuable just because I was born has never left me. It is completely separate from how well business is going. Or anything else in life for that matter.

So step 1 in finding your way out of self-doubt is to remember:

You are valuable. Without any restrictions at all, you have intrinsic value.

You can reinforce this dogma, this concept, by acting from this.

Treat yourself as you would a good friend. Do things you enjoy. CARE about your wellbeing.

Take time off from your business. Even just a little mental time off once in a while. Be careful to have moments when you don’t THINK about your business. And spend time with people in your life that have no connection to your business. And take care of your body. Show your appreciation of yourself.

Step 2. Be careful to separate ACTUAL value from the PERCEIVED value of your work to your audience.

When it comes to growing your business, perceived value is what will make you money.

When you are building your skillset, when you are training and practicing your craft, when you are changing lives in working with your clients, you are preparing for and delivering actual value.

But we’re talking about growing a business now, aren’t we?

Showing the value of your work IS marketing. It IS sales. And showing your prospect THAT YOU CAN HELP THEM is what sells. That is perceived value.

So when you’re not selling, it will be because your perceived value is too low. It’s not worth the price or the opportunity cost of signing up with you. When your prospect goes on to sign up with someone else who’s less skilled, your competition beat you on perceived value.

To demonstrate perceived value in the market, you have to dig really deep into what it actually is that you provide and how that benefits your clients. The details can be so incredibly hard to discern completely on your own. Likely there’s another level of clarity you need to dig up, that you’re not seeing yet because you’re too close. But when you find this, you will stand out and woo your ideal clients like nothing you dreamt of before.

Being ultra-clear about how to position the value of your work will make it easy-peasy to communicate your offer to attract clients. You will feel proud to be offering this service. You will want your prospects to sign up, not because YOU need the sale but because you know that to the right person, your service is life-changing. Because your client needs to be sold on your offer.

When you feel this, hearing “no” on a discovery call is not a problem (Not for you. Might be for the prospect!).

Because it says nothing about the quality of your work. Or your skills in achieving your goals.

You then detach completely from the outcome of your marketing and your discovery calls.

What a relief!

If not getting sales meant that you’re not cut out for business, no business would ever get started, right?

But if you can change the perceived value of your service and then make sales, then a lack of sales has NOTHING to do with the quality of your work or your level of skill.

Working with clients will sharpen your skills in working with clients. It will not automatically sharpen your skills in selling.

So don’t make your business success or lack of it mean anything about how well you can serve your clients right now.

If you’re in that awful downward spiral of feeling like a failure (I hope not!) and you are attaching to the short-term results of your marketing efforts, remember that a lack of results says nothing about your professional skill and it says nothing about YOU.

YOU have value.

Remind yourself of any evidence you might find, that you are great at what you do. Collect and look at your client feedback and results to boost your self-confidence.

When you allow yourself to feel down because the prospect didn’t sign up, reaching your goals in business becomes more and more difficult. Because everything that’s not working will just seem to prove that you are (in your mind) not meant for success, that you don’t have it in you, that you are a failure.

At this point, it will be almost impossible to see objectively what needs to change and then make the change quickly. But when a “No” means NOTHING about you or your ability to do great work, your focus is not on the past but SOLELY focussed on moving forward and creating results.

That is when you make your dreams come true.

Gunhild

PS

If you need help in positioning your offer so that new clients are eager to pay you, I might be able to help. This is part of my 1:1 program for experienced coaches and therapists.

I also teach my clients a bullet-proof client attraction strategy and train them in crafting converting content for social media and email. So they get clients.

If you’re interested, simply ask about my 1:1 program. I’ll ask you a few questions to determine if you’re a fit for the program and if you are, we can get started right away.

Pricing your life coaching program based on value for the client

It’s really tricky for lots of folks to figure out the pricing of their offers. And then they keep second-guessing their own prices (especially if they’re not getting enough clients).

I would suggest you look at it from the client’s perspective: What is the service worth? What is actually the value of that service? Which is a radically different approach from “hourly rates”.

It’s so easy to multiply the price of your single sessions by the number of sessions or consults you are putting into an offer. You might be following “industry standards” but you can never leverage your time like that and you might as well have been an employee.

🧐 How can we look at this from the client’s perspective? From a client’s point of view, you would have to look at EXPENSES SAVED or INCREASED INCOME.

For therapists and coaches who work with private clients (not business owners), expenses saved and increased life quality will be their best value points. Most B2B programs will often have more focus on INCREASED INCOME, but sometimes that’s about (business) expenses saved as well.

EXAMPLE

Let’s say a person has been seeing a therapist about some trauma for two years. In the big picture of things, it hasn’t really helped her… I mean, she did find some solace in the sessions, but it didn’t make her feel better more than one or two weeks at a time and so she had to continue seeing the therapist. Who charges $80/hour.

👆 This is the client’s “Point A”

She then found a specialized therapist who took her on as a client. After 6 weeks and a total of three sessions, the client never had serious issues with that particular trauma ever again. She completely healed that wound.

👆 This is the client’s “Point B”

Now, what is the value of the second therapy program? Obviously at least what she already paid the first therapist, let’s say 15 sessions a year for two years = $2,400. Plus, the value of feeling good again which is hard to put a number on.

ANOTHER EXAMPLE

Let’s say you are a couple’s counselor and you successfully help married couples connect back to each other and their love. Most of the couples you work with stay together instead of getting a divorce. In this case, the most monetary value is made in expenses saved by avoiding divorce. Which is super costly.

Legal counsel, split households, transportation of kids between parents – double expenses towards kitchen utensils, furniture, holidays and so much more. You easily get to $10K in extra expenses in the first year, depending on your circumstances, right? So paying anything less than that for a successful marriage counseling program is a win. And we’re not even talking about the human cost to the couple or the kids.

B2B EXAMPLE

So let’s say you build websites. What is the value of a website? It depends on a lot of factors, including who the website is for and what other things they have going for them. Let’s say one client has built two online courses, one is a smaller, free lead generating course ending by inviting the student into a bigger, paid course. The client is ready to run ads to the free course, but it is hosted on a very old-fashioned website.

Then you come in. You rebuild the website from scratch, including impeccable branding, top-notch copy complying with all the best conversion practices. Now, the ads are suddenly converting 50% more, making not 200 but 400 people sign up for the free course every month without increaseíng ad spend.

The client is then converting 5% of the course students into the paid course selling at $1997. So instead of making 10 sales a month, your client is making 20 sales. In this scenario, having a new website meant 20K more income every month.

I admit these numbers are completely fabricated. But they’re here to illustrate how to look at “value” from a client’s point of view. And as you can see, everything hinges on KNOWING WHO YOUR CLIENT IS.

I’m not saying you shouldn’t work with different types of clients. But they will probably get different value from any one program. (Or you could make different programs that match your different client types).

All of this is one of the things my clients get really clear on in my 6-week intensive 1:1 coaching program. First, we take a good hard look at their program, pricing, and ideal client. Make it all fit perfectly well together.

Then, we look at how they can find and communicate to their ideal client type people in an honest, attractive way so that they get prospects reaching out to THEM – not doing sleazy cold outreach or anything of the like.

And finally, we make sure they’re qualifying and converting those prospects into paying clients – IF they are actually ready to get great results from working with them.

Going through the program is transformational. Apart from having clients consistently reaching out to you (getting anywhere between 2-10 new clients a month, depending on your pricing), you will find marketing your business SO SIMPLE, SO EASY.

Because all it takes is getting in front of ideal type clients with one on-point message daily. It’ll take you less than an hour a day. I’m charging in the low four-figures for this, which is truly ridiculous value. I invite you to reach out in dm if you think this might be for you…

❓ What is the value (monetary or intangible, emotional) YOUR clients or customers get from working with you? I would love to know 🙂

How to increase views and reactions on your Facebook posts

If you’re posting and getting super few, random reactions (from the same people), and not getting engagement or comments — and definitely getting no leads from your posts… then this is for you.

So the basic problem here is, you’re not getting views. Which means your ideal customers and clients are not even SEEING your posts, not seeing your offers. And not hiring you or enrolling in your programs. So you don’t get paid (as much).

I’m talking about your Facebook profile posts, that get posted to your personal profile.

Btw, WHY is the PERSONAL PROFILE a great place to post about your business and GET LEADS? Some reasons are:

1) 2 billion active users on facebook!

2) You can easily find and befriend people, who are actively expressing an interest in the thing, you help your clients with

3) It’s free

4) You can have 5,000 contacts at a time, then funnel some into an email list or your offer before making new room for other people

5) Posting on your personal profile is favored by the algorithm above groups and way, way above business pages (pro tip: only use a page if you built it before the algorithm changes or for running ads).

Now, onto WHAT YOU CAN DO if you are getting crickets on your posts 👇

1️⃣ Post better stuff. Make it helpful, or funny, or eye-opening or – you know – something that is likely to provoke a response in the reader.

You can educate yourself on what is good content for your ideal clients by noticing what is getting lots of interaction and engagement in your own feed and in the groups, where your ideal client hangs out.

➡ Save the post, either by clicking the three dots in the top right corner of the post and clicking “save post” or take a screenshot of the post (including the no. of reactions and comments). Save in it a folder so you can find it again.

Then, when you’re ready to create a post, have a look at your saved posts and model some of the structure, the call-to-action, the picture, or the topic of the post. Don’t copy anything, but simply learn from what you see is already working and take that into consideration when you make your own posts.

As you practice and see what is working for yourself and what is not, you get better and better and it will take you less and less time to create something great.

2️⃣ Ask a question or end the post with a call-to-action, asking the reader to drop a comment or give a heart on the post (hearts work better for optimizing views than regular likes)

3️⃣ Immediately after posting, add new friends.

a) Either go to relevant groups and add people from there who are engaging or

b) which Facebook tells you, you have things in common with (see “Members with things in common” under the members tab).

c) OR go to your friends’ list, then “find friends” and connect with “suggested friends”.

Doing this will increase views and reactions on your post.

4️⃣ If you get some traction with a post, wait until new reactions are slowing down, then go into the comments to reply to people. This will bump the post up in the feed.

5️⃣ Go to new friends’ profiles. Comment on their posts when appropriate. That will make YOUR posts show up in their feed.

6️⃣ Connect with new friends in dm. Say hi and pay them a genuine compliment.

7️⃣ Scroll down your feed. Interact with others. Comment, drop reactions.

If it’s not already a habit for you it can be annoying to get started, so I suggest you set a timer for 15 minutes once or twice a day.

In time, make it a habit for when you’re waiting, standing in line, or using the restroom. Try NOT to do it while you’re with other people, especially your kids. Be present with your loved ones 🙂.

If you get really good at 1️⃣, 2️⃣, and replying back to people 4️⃣, there’s no need to keep doing no. 7️⃣. But if your goal is not only engagement and views on your posts but also to build relationships – then it’s definitely a good idea to keep interacting.

In essence, aim for high quality and quantity in the beginning. Later you can slow down with less quantity, and less frequent, but high-quality posting.

Try it out for a week at let me know how it goes!

The beauty of getting this right is, that it will help you with ALL your business writing and marketing because you’ve tested out what works. So you can use the same type of content and language on your website, in your emails, and on other platforms.

In total, writing a great post, connecting with new people, and engaging will take you about an hour daily and let you attract one high-ticket client every week. Simply because that’s how the numbers work.

If, that is, you actually have an attractive offer and know WHO to put it in front of. All of which is covered in my 6-week coaching intensive. Drop me a dm to have a chat about it if you’re interested. I’ll ask you a few questions to see if you’re a good fit for the program and answer any questions that you may have 🙂