5 Simple Reasons Your Coaching Package Isn’t Selling

5 Simple Reasons Your Coaching Package Isn’t Selling

5 Simple Reasons Your Coaching Package Isn’t Selling….

You completed your coaching certification training and despite some fear around coaching actual PAYING clients you were keen to start making money from your passion and excited to begin helping your dream clients live their best life…amiright?

And then came the stunning realisation that getting those paying clients was NOT as simple as your trainers had told you it would be, from the moment you opened the (real or metaphorical) doors it’s been a struggle and you now feel like a failure…in fact you’re so OVER putting on a brave face and faking success that you’re just about to throw in the towel.

Sound like you?

If so I’m not surprised because this experience is far more common than you’d expect; it was also MY experience for far too long so I know just how soul destroying it is to be in that place.

Before you throw in the towel I have some good news for you, there IS a way to turn it around, but before we get to that I want you to remember a few important things.

You Began Your Coaching Certification For A Reason.

I’ve never come across a coach who decided on a whim that coaching was a good business idea; the coaches I speak with week after week are women who had a life experience, learned a shitload, then decided they wanted to help other women (or whatever market it is you’re in) get to where they are, on the other side of that experience and better for it.

There’s a good chance that once you reached the other side of YOUR experience you looked back and wished you’d had someone to guide you through and support you so you got there a whole lot quicker and with a whole lot less pain and suffering….hence the decsion to become a coach.

You became a coach because you KNEW you had what it took to help people get from whatever your version of A – Z looks like, you were convicted that your market needed this and that YOU were the best person to help them.

I want you to get back to that place, go there in your mind now…remember your WHY.

You Had A Vision.

At one time you clearly saw yourself succeeding in your business.

In your mind you saw yourself kicking coaching ass, working with your dream clients, changing lives and being an awesome coach.

You also imagined the lifestyle this kind of success would bring, the lovely office, the new clothes (and those shoes!), the trips to Paris, the new car, the house of your dreams.

I now want you to go there in your mind….revisit that vision, feel it in your gut, see it in great detail, pull out your old vision board if you still have it.

Plant that vision firmly in your mind once again.

You believed you could and I’m here to remind you that you CAN.

NO-ONE ever sets a goal for themselves that they don’t, on some level, believe they can achieve.

Even if the moment is fleeting, you had the moment and once that seed is planted you can’t go back, that belief is going to haunt you until you make it a reality.

If you’re an entrepreneur that’s the way we’re wired, you WILL spend your lifetime chasing that vision because you once believed you could.

You may be able to push it down for a period of time but it ain’t going anywhere.

You once believed you could and I’m here to tell you THAT is enough for me to know you can.

Remember that feeling in your gut now…remember the time you truly felt you could make that vision your reality.

Okey dokey…now you’re plugged back into your why, your vision and the belief you could make it happen let’s look at things with fresh eyes.

Here’s the deal…..

Chances are you’ve been hell bent on becoming the best coach you can be and focused on honing your coaching skills so you feel confident you’ll be a great coach for your clients which is important but it’s NOT the most important thing.

Marketing yourself is…and there are a whole bunch of ducks you need to get into a row before you can do that confidently and successfully.

And with that, let me share with you the top 5 reasons I see coaches failing to build 6 figure businesses (or oftentimes even 5 figure businesses!) and what you can do to turn your own business around.

REASON NO.1 – You No Longer Believe You Can.

When you’ve been failing at trying to gain clients for a long time it’s only natural that you begin to doubt your ability to really make this thing work, you can only handle so many rejections and so many weeks of zero leads coming in before you it impacts your self-belief but if you don’t believe you can sell your coaching packages no-one else is going to either.

I can’t express strongly enough just how important it is to get yourself re-aligned with your why, and your vision and again become TOTALLY CONVICTED about your ability to grow your coaching business to 6 figures (or beyond if you’re already there).

Without self-belief you have nothing so this should be your first priority.

Sure what you’ve been doing hasn’t worked and that’s ok, you now know how NOT to go about this! Believe you can and then get on to thinking about the how…Success is not a matter of “if” but a matter of “when” if you’re convicted and committed.

REASON NO:2 – You’re Not Showing Your Value

You know the difference you can make in your clients lives and you know what outcome you can deliver but are you making that clear?

Too often we’re in our own head when it comes to spelling out the benefits, we’re thinking about what we want our clients to know when what we should be thinking about BEFORE we write a stroke of copy is “what does my market really want?”.

If you can tap into what it is your market truly desires along with what they fear most your copy will write itself.

Know what your market wants and then let them know you know what they want and that you can deliver it PLUS what that whole experience looks like.

For example a Personal Trainer is NEVER going to sell me on price or the list of qualifications they own because those things means nothing to me.

I’m interested in where I’m going to BE at the end of our time together; if the PT has done their job right, identified a niche and smashed out a message that hits home for me (for example : deadlift like a pro & smash out 20 chin-ups in 4 weeks ) then that will grab my attention because I can see what I’m getting, I can clearly see the outcome.

This also tells me that this trainer knows their stuff, if this is SPECIFICALLY what they’re selling they MUST know how to deliver it.

Think about your own positioning and marketing messages…are you telling your ideal clients exactly what they can expect from working with you? Or have you been spelling out what YOU think is important but can now see is irrelevant to you ideal client?

REASON NO:3 – Your Message Is Confusing & You Stand For Nothing

In my experience the coaches who fail to gain traction are the coaches who try to be everything to everyone (life coach, relationship coach AND business coach??!! I don’t think so) and their message becomes so muddled it’s just too much like hard work figuring out if this is the coach for me (or you) and my (or your) needs.

I am NEVER going to take on a business coach who is also a life coach, I want my coach to be excellent at ONE thing, not half-assed at 75 different things.

You don’t want anyone coming to your website (or chatting with you at a networking event) to have to work hard to understand what it is you do and how you do it or what the next step is.

Pick a single focus and drill down deep into that, they say that while a niche is only a foot wide it’s miles deep, you’re far better off speaking DIRECTLY to your intended market and have them hear you than you are speaking to anyone and everyone and have no-one hear you.

Be super clear in your message about what it is you’re offering, the outcome the client can expect and how your clients will get it, for example if you’re the best relationship break-up coach going around focus on that, STAND for that, make your brand ALL about that, THIS is how a brand gets noticed by an intended market.

REASON NO:4 – Your Coaching Program Isn’t Solving An Easily Recognisable Problem For Your Market

When I work with clients and I help them develop their product offerings we always begin with identifying the key challenges their target market face and work backwards from there making sure that my masterminders skills, passions and zone of genius all align with one or more of these challenges.

From there we create the packages, pricing and marketing messages that will engage that market.

Offering “Life Coaching” is beige and isn’t offering me much in the way of what PROBLEM this is solving for me.

Creating a coaching package that will solve a specific problem for me will get my attention.

Money Coaches are on the rise and now you’ll find women searching online for a “Money Coach” rather than a life coach they can talk with about their money issues.

Money Coaching is a great idea of niching done well AND a great example of offering the solution to recognised problems within their market.

Are you offering packages and if so are they solving a specific problem for your market?

If not spend some time thinking about how you can craft some coaching packages that do just that, I promise you this will be 100 times easier to sell than generic “coaching”.

REASON NO:5 – The Risk Is Too High

I learned this lesson the hard way!

If you’re offering a pricey coaching package (whatever that is for you) you MUST ease your ideal clients into the idea of investing with you.

If you don’t have an established reputation with hoards of potential clients knocking on your door it’s rare that someone will meet you at a networking event or stumble across your website and buy your core coaching program without first engaging with you; the risk is just too high, especially with so many snake oils salesmen (and women) out there on the interwebs. So you MUST provide a way to reduce the risk of doing business with you.

Providing awesome free content (hopefully like you feel this is) and running great quality Discover Calls are two ways of reducing the risk for your potential clients and besides, it’s always good to know the coaching relationship you’re getting yourself into, particuarly in high-ticket coaching, so you can screen your potential client to ensure this is someone you both WANT to work with and can help.

Please DO NOT feel overwhelmed by the information I’ve provided here……

If your coaching business isn’t making money and you’re not doing these things then that’s great news!

It’s great news because this means you have SO much you can now do to improve your bottom line, if you really, truly want to grow a successful coaching business (online or otherwise) then it’s time to roll up your sleeves and get to work, you now know where to begin.

I wish you well and if you want a partner in crime to help you navigate your way through this process and also want to see how I run my own discovery calls click the image below and let’s chat….I’d love to help you breakthrough 6 figures a whole lot faster than you’re likely to do alone.

P.S: If you know a coach who would benefit from this article please share it with them, your share’s are always appreciated.

Michelle xo

5 Lessons I Learned Taking My Coaching Business To The Next Level

5 Lessons I Learned Taking My Coaching Business To The Next Level

 

5 Lessons I Learned Taking My Coaching Business To The Next Level….

*This is a post I orignally wrote in early 2016 as I was on my way to Sydney to run a day event….I had 3 women sign on to the Sydney Mastermind*

Deciding to step away from the Honourable Martial Arts Entrepreneur brand I’d lovingly created (and felt immense pride in) in favour of launching myself into the unchartered waters of launching a high-end mastermind in the female entrepreneur (My $25K Live Mastermind) was a huge leap of faith but every cell in my body screamed “you have to do this”….and so I did.

What lay before me was definitely something I’d dreamed of (and my gut told me was possible) but as most of us are, I’m a highly optimistic entrepreneur and in my lifetime had set MANY epic goals that didn’t quite come to fruition the way I’d planned; at gut level I “believed” but there was also a huge element of SHOW ME THE MONEY. The proof of success in business is not in the pudding but in bringing in the big bucks….I was on the cusp and dying to see if I could pull this off and make it happen.

As I begin this post I’m sitting on the airstrip at Melbourne Airport waiting to fly to Sydney to launch my mastermind in Sydney.

I’m excited but I’d be lying if I said I was fearless in the face of this launch, you just never know what you’re going to get until you try so on the eve of my launch I’m confident, my gut is happy and I feel good about this next step in my business.

However…..I have a Plan B, C D and, well as many plans as I need to make this thing a success (whatever that turns out to be in this instance).

From the outside looking in the success of others always looks easy but we’re both smart enough to know that this is simply the highlight reel and that behind the shine a battle of epic proportions has been fought and won.

(At this point I’m checked into my suite at the Sangri-La (DIVINE) and I’m now sitting at The Waterfront tapping away with the Opera House and Harbour Bridge as my backdrop, the sky is blue and the sun is out in full force – perfection!!).

As I sit here soaking up the view and feeling more alive than I’ve felt in weeks (a whole other blog) I feel this is the perfect time to revisit some of the lessons I learned doing EXACTLY what I’m doing now.

Taking a risk.

Testing the untested.

Once again attempting to take my business to the next level.

LESSON 1 – There is no “I’ve made it” moment.

Ok so I may have had a split second moment of “I’ve made it” when I shot THIS video on the day I kicked off my first mastermind in Melbourne 14 months ago but that was pretty short lived.

That particular program had some teething problems I hadn’t anticipated but even with having to work through all of that I was off and racing towards the next target within weeks.

In my experience the attainment of every desired outcome simply becomes a stepping stone for the next level because as ambitious women we’re always striving, we always want more, there is ALWAYS a next level.

Rather than find myself excited by the prospect of having secured a 6 figure income for the following 12 on months straight out of the gate I got to thinking..wow, ok, if I can do that what else can I do???

The “I’ve made it” moment was nice while it lasted and I treasure the memory but I’m also ok with knowing “the comfort zone” and I are never going to be best mates and I’m built to strive….for the next thing…always.

LESSON 2 – The mental crap you deal with is the same.

I’d love to be able to tell you your mind is transformed when you reach that sought after “next level” but I’d be telling a big fat porky.

It’s the same crap.

I launched my first mastermind with a bang, the 2nd one was 100 times better and I’d found my groove so you’d think that when I decided to launch in Sydney it would be a no brainer right?

WRONG…so very wrong!!

I upper-limited like a mad woman (If you haven’t read The Big Leap by Bay Hendricks go and do it NOW!) and eff’d it up before I’d even started, I postponed dates, gave money back and essentially had a nice little meltdown around the whole idea of “Sydney”.

A-Total-Nightmare and I just couldn’t get over the fact I thought I was past all the fear and self-doubt crap given how far I’d come.

I was wrong….yep, so very wrong.

It look a lot of metaphorical repeated slapping myself around the head before I came to my senses, sucked it up and DECIDED I WAS going to launch Sydney, no if’s, but’s or maybe’s.

Day 1 is sold out and Day 2 is ok, not sold out as I’d hoped but I’m sitting here knowing I did whatever the hell it took to feet the best numbers I could. A win.

A win because I had the balls to try when all I wanted to do was chalk up the $3.5k I’d paid for the venue up to experience and remain in Melbourne.

I’ve let the frustration of the call to “please some to Sydney” then hearing crickets when I did commit to coming to Sydney go and instead I’ve prided myself on making things work.

***UPDATE….Sydney was a dream!! I set the target for 4 women in this mastermind and I already have 3 ladies with another 2 women very keen. This is an exciting group of female entrepreneurs and I’m so excited to kick this off in Sydney on the 19th of this month!!

I’ve already started ads for my next Melbourne campaign and am also looking at venues in Brisbane.

So the lesson here is to make peace with your inner crap, know there’s a good chance it will surface again when you least need it and be prepared to fight the same old battles again and again but with less effort, over time the crap becomes a minor distraction unless you give it too much airtime (as I did!).

BONUS LESSON – Suck every bit of juice out of your momentum.

The update above is a very telling sign of how I work, whenever I experience success I push again while I’m feeling bulletproof and then again and again and again.

Success creates the type of energy we wish we had in our businesses every single day, the setbacks and roadblocks eat into this energy and deplete us if we’re not careful.

It’s critical we remain optimistic but even the best of us are hit by self-doubt at times, when you have a win and you’re sitting on top of the world milk that feeling for all it’s worth, DO NOT sit back and bask in the glow of success until you’ve followed it up with another win and then another win.

Solidify your success by creating more of it and then spend a moment high-fiving yourself before you set your sights on the next success.

I’m speaking from experience here, 2 Melbourne launches close together kept me pumping, I left it too long between that 2nd launch and Sydney and it took it’s toll, had I kept on and followed through with Sydney when I first set the intention I would have avoided a massive head-f@!K and a bad dose of procrastination that set me back 6 months.

Thankfully I’ve made up for lost time and Brisbane will set me ahead (I’d planned Brissy for 2017), this is the power of using momentum.

LESSON 3 – It’s not as hard as I figured it would be.

This may sound contradictory considering the last lesson but once I made the decision early on that I was going to push through any challenges and find a way to make this thing fly regardless of any setbacks the rest was just the doing.

**This is something that continues to be true….ANY time I truly decide I want something…it happens.**

I was SO called to launch this program and my instincts were proving to be right every step of the way and the way forward seemed effortless, I just KNEW which step to take next every step of the way.

The biggest battle I’d fought in the past (and again more recently) was the one I fought with myself, this is probably a revelation to anyone who knows me (my mum was floored) but I’m as filled with self-doubt and second guessing as the next person, I’ve just gotten better at choosing where I send my mind.

I could have given in to the fear and self-doubt that was holding me back around Sydney but I chose to DECIDE to go ahead and figure shit out along the way….like I always have!

When I first launched my recurring thought theme went something like this… “you came SOOO close last time and you whimped out, you tasted success on a grand scale then you ran scared when you told yourself you couldn’t do it again..THAT is not happening again, THAT is not an option this time round. You’re seeing this through to the end. You’ve got this, you can do it, just do it”.

And with that commitment the road opened up, I think I do look back over my shoulder with rose coloured glasses at that first launch because it seemed like a dream to bring to fruition although I’m sure there were many challenges along the way.

LESSON 4 – Confidence is your best growth strategy.

Whatever space you want to claim as your Zone of Genius (your sweetspot) you need to OWN IT!!

If you don’t believe you can sell your offering or deliver it with excellence no-one else will either.

I had run a small group 5 month program in my last business but had never run anything over 12 months before, I had a very clear strategy for the program but I hadn’t DONE IT yet.

BUT I was 100% confident I could and I was 100% confident I could sell it.

I know for sure that had I gone in with anything less than 100% confidence I would have failed.

The success of that launch hinged entirely on how confident I was that I could make it work and deliver on promise.

Sydney was the same, sure I stuffed around and made a mess in my head but I did the work to get myself feeling 100% confident I could pull it off, made the decision to go ahead and then continued to feed my confidence every day so that when I ran my events I owned it.

Had I gone to Sydney a whimpering mess of self-doubt the outcome would have been very, very different.

If you’re lacking confidence your job right now is to do whatever it takes to get yourself to a place of 100% confidence.

Look at your past and current successes.

Look back at why you figured this would work in the first place.

Look at others doing what you’re doing…if someone else is doing it successfully so can you.

Have confidence in yourself to push though any challenges and to find a way to figure shit out so you can move forward with the next step.

You have everything you need to make a success of whatever it is your doing, you just need to work out how to use gifts you’ve been given, this includes the ability to know your limitations and to outsource when you need to.

My biggest challenge is that I exceeded my own expectations decades ago and so every step higher on the success ladder is unchartered waters for this little mind of mine, when you leave school at 14 and grow up in shitty circumstances with zero expectations you’ll do anything special it’s not a bar set very high.

Setting huge goals and achieving them is normal practice for me but when I achieve I have this weird mix of “I knew I could do it” Versus “I can’t believe I just did that!”, the part that had been winning was “I can’t believe I just did that” which lead to thoughts of “So I probably can’t do it again”.

My biggest personal lesson has been opening up and really allowing myself to see the possibility before me and to believe that I have as good a chance as anyone to succeed, in fact a better chance because I need it more, I want it more, it means more to me and I know from experience now that I can have anything I want in this life once I figure out how to get it.

My take-away for you here is that awesome quote “feel the fear and do it anyway”.

We all have fears, we all have our own crap that holds us back, the trick is to fight and win the battle and to keep fighting and winning the battle.

You are destined for greatness, don’t let your crap win out and deny you of it.

LESSON 5 – The Biggie…..Oh…THIS is me doing it!

This is kind of a weird one and potentially something only I’ve experienced but here we go…

There have been many days where I’ve been sitting at my desk feeling the need to PUSH, to DO, to MAKE SHIT HAPPEN and I become frustrated when I don’t know what to do next.

Upon reflection I realise I’m doing it and there is nothing more, unless I want to create busy work.

When I’m launching my events I’m running ads, keeping an eye on my feed and messages to answer any questions that come up, tweak ads if I need to, I’m still doing podcast interviews, blogging, running my newsletter, hanging out in Facebook groups and making a noise, following up old enquires etc etc etc

THAT is me doing it….this is the goal achievement process in action…it’s happening.

It’s at this point that I realise I need to relax and trust the process, the strategy, the fact that this worked last time and the time before that.

Then there’s the white knuckle fear of stretching myself, diving in then having to figure out a way to make it work.

These are the times I ask myself “what the fuck were you thinking???” and “why did I do this to myself???”.

Then I remember that THIS is also the goal achievement process in action.

It’s scary and painful and uncomfortable and riddled with fear and anxiety but this is the way big goals get met.

This is part of the bigass scary goal getting process.

I catch myself in these moments and then remind myself I need to start to get excited because any time I’ve achieved anything HUGE in my life it has been preceded with these feelings.

I remind myself “oh yeah, this is me doing epic shit, this is what it feels like, payday is just around the corner”.

Every time it seems the world is conspiring to make my life difficult when I’m trying to achieve something great is a reminder that the breakthroughs follow the (near) breakdowns, this is The Big U testing you…how bad do you want it?? How bad do you REALLY want it??

Birthing a bigass goal is just like birthing a baby, messy, painful, scary and something you’re never really 100% prepared for BUT the reward is so worth it.

Don’t be scared of feeling all of those emotions that make us anxious, instead acknowledge them for what they are…they’re growing pains, they’re necessary and part of the deal when it comes to massive growth.

I love the quote “If you can conceive it and believe it you CAN achieve it”. I totally believe that, I don’t believe that we can conceive of an idea without innately knowing we can have it.

Be still, listen to your gut and be guided by the next step.

Now my dear…go forth and conquer!!

Michelle xo

Ready to create your own NEXT LEVEL success?

Then let’s talk!

Schedule your call HERE.

Why it took me a decade to make money from coaching.

Why it took me a decade to make money from coaching.

Why it took me over a decade to make any real money in my coaching business…..

If you’re fed up with feeling like a failure in your coaching business then PLEASE read on, you’re about to feel a whole lot better as I share with you why it took me over a decade to make any decent money from coaching.

I began my coaching career filled with optimism.

I gained my coaching certification back in the late 90’s (after having coached since 1991) and went hell for leather making my mark on the coaching world.

I became Regional Manager for Results Coaching Systems, I spoke at their events (and my own), became head of way too many business networking groups, attended course after course and even had a regular column in the local newspaper where I went all Tony Robins on the local peeps.

I hustled my little ass off for a very long time.

I built a respectable profile and was seen to be “successful”.

Hell I LOOKED successful from every angle.

LESSON.1: Despite not experiencing any real financial success this approach did put me on the map and forced me to grow and expand rapidly as a coach and this set the tone for my career that carries through even today.

But I never made any real money.

Sure I’d pick up regular clients and organisations would pay me to deliver a workshop here and there but my coaching income was precarious at best.

Horrendous at worst.

Thankfully I always had my Martial Arts & Fitness businesses to save my ass and time after time after I had to resort back to these skills even though my desire was to coach.

I was a good coach, way better than many of counterparts (who seemed to be doing ok) but I wasn’t making any real money from the work I felt I was called to do.

LESSON 2: I have NEVER put all of my eggs in one basket. I like to think I’m hard wired for risk but my risks are calculated, I’ve always been aware that a struggling coach reeks of desperation and I needed to feel successful in the area’s I wanted to move into in order to be successful in it. If this meant earning money somewhere else so I could feel successful financially that’s what I did, I knew that by me being broke and desperate I was going to repel clients like nobody’s business.

Looking back I was half-assing it most of the time.

Sure I looked the part and had the skills and was president of this and founder of that but my offerings were hit and miss, in fact half the time I had no idea what it was I was selling!!

I can remember spending $4,500 on a very “pretty” website; I’d agonized over it’s beautiful design and carefully crafted my “About Me” page and when it went live I eagerly anticipated the clients that would flock to my inbox.

I mean back in the last 1990’s half the coaches I knew didn’t even HAVE a website and remember MySpace was a year ahead of Facebook and none of us knew how to use either one of them let alone fully comprehend the role Facebook would play in the building of our businesses.

Tragically clients did NOT flock to my inbox and it was with mounting horror that I realised I’d have to find the money elsewhere to pay for my beautiful (but useless) website as the clients I’d hoped for refused to materialise.

I had a beautiful looking website but no strategy for promoting it.

I was head of every business group going round but I never asked for the sale.

I was an early adopter but when I got it (whatever it was) I had no idea what to do with it!

I was half-assing it and my income reflected this.

LESSON 3: Busy work and looking the part will only take you so far, stepping outside your comfort zone and really, REALLY going for it is when the rubber meets the road. Gazing at your navel, habitual “planning” and making things pretty is NOT the real work, getting your ass in front of your potential clients and securing contracts is the work you must do and you must do it often.

I sold the farm and invested in myself and in my business.

Straight out of my coaching certification I employed a coach and man was my ass whipped into shape.

I’d been talking about running an event (an information evening) for weeks but was procrastinating all over myself. I left the first session with my coach having committed to a date for my upcoming event and it was on like donkey kong!

Not only did I have to fill an event but I’d have to get up and SPEAK in front of a room filled with strangers, something I had an inkling I would be ok at but it scared the pants off me back then.

This was a Quantum Leap for me and my business, I loved speaking, I was good at it (both revelations) and I picked up a bunch of clients.

LESSON 4: This was a biggie!!!! I cannot believe how much easier life became when I got myself a coach, all of a sudden I went from being a solo-preneur randomly banging away alone in my office to a business woman with a partner in crime, I became someone with a solid strategy that my coach agreed was the way forward…no more second guessing. Coaching cut’s your time, money and energy wastage in half…probably more.

There were many Quantum Leaps…followed by plateaus.

Coaching works, no two ways about it, so every year I’d hire a new coach or enroll in a new program to keep me moving forward.

I gained momentum and elevated but it never really stuck, it’s taken me till now to realize why that was.

It never stuck because no-one bothered to ask me what lit me up, what I was driven to do, no-one helped me truly understand what my gifts were.

And even if they had no-one was there to tell me my branding looked like balls or was a confusing mess.

No-one told me the truth.

So I went along my merry way thinking I was doing everything right….and failing.

Where is there to go from there?

If you’re doing all the right things but you’re still failing what is there to do?

Well for me the thing to do was launch another fitness or martial arts related business and put my coaching on hold…again!

LESSONS 4 & 5: This one’s a doozy!! The first lesson was that a coach will tell you the truth because they are NOT invested in keeping you happy, they’re invested in RESULTS, a coach is not going to blow sunshine up your butt to make you feel good about yourself, if your idea sucks you’ll hear about it, if your approach sucks, you’ll hear about that too. Too many times I’ve had “nodders” in my life…people too scared to tell me my idea sucked so they sat there nodding away telling me I was awesome. Many hours and many dollars, along with many head bangs on the wall, would have been saved had I gone to the right source when I floated an idea. A coach is that source. The other lesson is my all time favourite and this is NOT to jump from one bright shiny idea to another chasing success, instead pick an idea and follow that sucker through till the very end. Tweak, adjust, overhaul..do what you must to get it to work but do not change direction once you’ve invested in the idea.

But EVERY single investment was worth it.

It was my first coach who scared the crap out of me and made to do what I said I was going to do that resulted in me seeing what I was capable of.

Another coach who was onto me and wouldn’t let me get away with the excuses and random changes in direction and helped me to see this was a pattern.

Even the bad coaches helped prove that “hell if they can do this and make money I’m going to be ok”.

The KPI program I completed that didn’t result in anything tangible (except a book I wrote & published that had no relevance AT ALL to my business) except for an awakening around how small I’d actually been playing and the making of some fabulous contacts.

Then there were the coaches who tried to push me in one direction only serving to strengthen my resolve to go in another.

The 10’s of $1,000’s of dollars worth of online programs I purchased and completed but 1 hours work because it was all I needed.

LESSON .6: Coaching cuts your wasted time, energy and $$$ in half (at least and yes I know I covered this already!). Regardless of any actual financial ROI I’ve never walked away from a program or coaching relationship empty handed, there is always something to be gained. The clearer you are about what you want from a coaching relationship or program the more you’ll get from it.

Those Investments Changed EVERYTHING.

Sure it took me a decade but boy have I learned a lot along the way and I absorbed every single morsel.

That’s what makes me such a good coach and mentor today, without the first hand knowledge and experiences I’d be too far removed from where my clients are starting from and also from what’s possible for them.

My childhood of domestic violence and sexual abuse shaped me to be the woman I’m proud to be today just as the trails and tribulations of working my ass off and failing regularly as I built my coaching business is what makes me the coach and mentor I’m proud to be today.

We all have such life experience to bring into our work and this is why no two coaches are alike.

LESSON 7: Know yourself…REALLY know yourself. Become intimate with your strengths and work them. The way I see it I have zero competition because there is only one me…no-one does me better than ME. I’m not everyone’s cup of tea and that’s ok, you’re probably not mine either. But for the women who follow me and love what I stand for…the one’s who get me…I’m the only coach for them. It’s the same for you. Tweet It: Know your strengths, know how to market them and then build your business around them. 

Every single experience you’ve had is shaping you right now.

The good, the bad and the ugly.

Every. Single. Experience.

Each one makes you unique and wise and PERFECT to lead a tribe who need you.

Wear your struggles as a badge of honour, the struggle is a rite of passage and the bigger the struggle the bigger the badge my dear.

LESSON 8: Every single experience shapes us to become better at what we do and every single experience moulds us into the perfect coach for our tribe.

So then I started to make some decent money….a decade later!
I’ve been married 3 times so it’s safe to say I’m a slow learner when it comes to certain things and building a successful coaching business was one of those things (fly a plane? no problem, strip an engine, put it back together and get it to run? easy!..marriage? business? not so much!!).

Through my copious amounts of learning and experience I discovered the power of Niche (thank you Seth, I truly do love your guts) and the power of the lead magnet (not sure where I discovered this little gem) and the power of going pro (thanks Marie Forleo, you my girl) and doing things properly.

Pulling that all together I launched my Honourable Martial Arts Entrepreneur brand in 2012 and the rest is pretty much history.

I targeted my Niche, created a sales funnel, a kickass lead magnet and a product offering that made sense and I was on my way.

I replicated that process with even greater success when I launched The Art Of Kicking Ass Elegantly at the end of 2014 with a $25k Signature Offering that really put me on the map and it afforded me the freedom to work less (far less) doing work I absolutely adore with women I adore…freedom I still enjoy today.

LESSON 9: You can’t sell big ticket items without a solid system for generating leads and a highly polished and profesh brand.

It doesn’t need to take you a decade.

Often we’re the ones hindering our own success, in fact often we ARE the ONE thing hindering our success.

We do this when we fail to let go of what isn’t working.

When we think we can do it all on our own (and can’t).

When we steadfastly hang on to our excuses.

When we fail to learn from our mistakes and continue to repeat them.

My passion for my high-ticket programs stems from knowing that I’m giving each of my clients what I so desperately needed when I was in the struggle and needed to find a way to cut through.

I’m passionate about my programs because I know what success does for a woman who’s been struggling.

It changes her at her core and that change is good…very good and I consider it an honour to be a part of that.

LESSON 10: When we get out of our own way, enlist help and get serious about success a major shift occurs and the success you’ve been chasing becomes a reality instead of a far off wish. No woman is an island, we all need a coach in our corner.

So here’s what you should do now.

So…are you ready to get serious about your success?

Are you perhaps ready to take a step or two backwards so you can move forwards again…better, faster, more succesfully?

Are you ready to get help?

If you’re truly ready to step up, get out of your own way and push yourself further than you can ever get on your own then let’s team up so I can help you finally begin to make the type of money you deserve to be making from the work you love.

YOU CAN PURCHASE YOUR STRATEGY COACHING PACKAGE BY CLICKING THE IMAGE BELOW….

Michelle xx

The Next Level Is Calling You

The Next Level Is Calling You

The Next Level Is Calling You…..

IT’S TIME TO TAKE YOUR SEAT AT THE HIGH-TICKET TABLE!

Whilst I’m writing this as our current DECADE comes to a close ya’ll know you can apply this anytime you’re feeling those frustrating and uncomfortable growing pains right?

Growing pains….let’s discuss!

Not all kids experience actual growing pains but I suffered really badly from them…I can remember often laying awake at night in SOOO much pain as my legs ached like a bitch….I think the writing was on the wall there and then!

Not all adults experience growing pains either…..most adults are happy to tick along and live inside their comfort zones letting life take them wherever it likes.

But us?

We’re locked into a life of growth and expansion and this means that at times we’re going to suffer growing pains…so we better learn to recognise and embrace this part of ourselves and use it to our advantage.

You know what it feels like…you’re unsettled, irritable, you can’t focus, you’re bored out of your brain and things can start to turn destructive because we’re looking for relief from being in the wilderness that is uncertainty….we don’t know what the hell to do with ourselves.

Now to the uninitiated this might seem like a BAD thing…but it’s not….this is the part of you that recognises that it’s time to grow nudging the part of you that isn’t aware of it yet…..something inside of you is trying to get your attention and like a toddler throwing a tantrum things will ramp up UNTIL you give it the attention it’s calling for.

So…we’ve established now that while this FEELS crappy, it’s actually a GOOD thing…in fact THE thing that set’s us apart from most…it’s our special spidey senses telling us we’ve hung around in mediocrity (for us) too long and it’s time to shake shit up.

Now that we’ve recognised this we need to move on to the next step…this usually means acknowledging the thing we’ve been pretending isn’t there…..we’re on the edge of change….on the edge of something BIG and it’s scares the shit out of us because it’s going to mean taking risks and while we KNOW this is inevitable on the way to success we also know it feels sucky because BIG risk is scary….even for us.

Risk in this sense doesn’t mean jumping out of a plane or embarking on a cave diving mission….in fact most of us would PREFER that kind of risk compared to the risks we’re facing.

Risks like DECIDING that you’re sick of playing small and knowing that means putting yourself out there in a more prolific way.

Like 10X-ing your prices as you position yourself as a high-ticket coach because you KNOW it’s time.

Risks like deciding on your NICHE and truly going for it in that space.

Running your first event….speaking on stage…….launching your first high-ticket program……all big juicy risks in our world.

Sure…no-one’s going to die when you take any of the action above but it FEELS BIG when you’re on the edge of a leap and uncertainty, doubt and fear are kicking your ass.

But my love….it’s time.

You know it.

I know it.

WE know it.

So there’s only one thing to do…..it’s time to LEAP.

It’s time to turn your attention to what you really want.

And what you really want is a big life…..with all the trappings……freedom in all it’s forms (financial, creative, time)…impact……the dream clients…..playing at the level of those you admire….it really is your time…isn’t it?

You can’t un-see your dreams…..your REAL dreams…..they’re there….and you WILL keep experiencing those growing pains UNTIL you decide to make them happen.

So make them happen.

What have you got to lose?

Only your MIND if you don’t!

It only takes a moment of courage to DECIDE and then take your first action so there IS no going back.

The next level is calling you……what does that look like for you?

Spend some time now answering the following questions.

 

1: What do you want?

2: What do you REALLY want?

3: Stop playing small….what do you really, really, REALLY want?

4: What DECISION do you need to make right now?

5: What’s the very first ACTION you need to take right NOW…so you can’t go back?

NOW GO DO THAT THING!

And join me at the High-Ticket Table….it’s good here……the work INVIGORATES you…..EXCELLENT clients….the money’s great and life is filled with freedom and fun….don’t you want that too?

You’d be mad not to!

 

P.S: Not sure where to start?

Then let me help! One of my greatest gifts is helping coaches dream big and help them to see what they’re TRULY capable, often we’re too close out our own stuff and stuck in our own baggage to see how poweful and brilliant we really are and without that KNOWING it’s tough to get out of the gates…so read on to see how we can make this happen for you fast.

 

Have you seen my Strategy Coaching Package yet? Click the image below….

Here’s why most coaches don’t gain traction.

Here’s why most coaches don’t gain traction.

The one strategy most coaches DON’T implement is the single reason they’re failing to get the traction they want.

Most coaches will take their lack of success personally and make it about them…I’m not good enough, no-one wants to buy my stuff, my competitors are better, I’m not experienced enough etc
OR they make it about choosing the wrong font or colour code…” if ONLY I’d gone with Playlist Script instead of Lobster” (lol).
Yeah….nope, that is NOT the reason you’re behind the 8-ball.
I’ve seen a lot of REALLY tacky looking coaching brands make millions so trust me, it ain’t that.

Alrighty then….quick question…what’s the lifeblood of ANY coaching business?

No, it isn’t the perfect website.
No, it isn’t the right logo.
No..it’s not about the number of followers you have on social media.
It’s not even about the size of your list or your coaching packages.
The lifeblood of any coaching business is CLIENTS.
Without clients, you’re screwed…without clients, you don’t HAVE a coaching business right?

This is where you might say “Michelle I’m TRYING to find clients!”

In fact, trying is probably an understatement right?
Finding clients is the one thing most coaches ARE trying to do…all-the-freaking-TIME!
Too often “trying to find clients” is an exhausting and never-ending struggle with very little reward.

Can I tell you something? Something BIG?

Ok…here we go…..TRYING IS NOT A STRATEGY.
Relying on your current resources to generate a steady stream of coaching leads is where you’re making it tough on yourself because unless your community is growing constantly with fresh, new people you’re going to tap out at some point if you haven’t already.
This is the pinch-point.
This is where things start screaming backwards.
This is where you start freaking out about paying the bills every month.
This is where the STRESS set’s in….bigtime.

I know, I’ve been there.

SO…what’s THE ONE STRATEGY most coaches fail to implement?

Paid Lead Generation.

Anyone can go to the traffic shop and buy leads.
A-N-Y-O-N-E.
But very few coaches DO.
Want to know why they don’t?
Because they’re confused.
Because they’re overwhelmed.
Because they’re too scared to invest money not knowing if they’ll get it back and they cannot afford to spend money and not make it back.
Sound familiar?
Here’s the deal though…..if you want to pull yourself out of the grind.
If you want to stop white-knuckling it month after month.
If you want to start making life a whole lot easier and much more pleasant for yourself you’ll listen up.

IT’S TIME.

It’s time to get off the roller-coaster and start operating your coaching business like a fully-fledged grown-up coach/entrepreneur and start employing the same tactics and strategies successful coaches use to ensure they ALWAYS have enough clients.

This isn’t rocket science but I know it can be overwhelming so let me break it down for you.

BEFORE you spend a single cent on paid traffic you need to set yourself up to win and have your ducks in a row.

Here’s what I believe that means.

1: You need your HERO offer – in my world, I call that your sweetspot high-ticket coaching program or package.
2: You need an exciting lead magnet that is geared towards moving people into your Hero Offer.
3: You need a paid traffic strategy that takes people TO your lead magnet.
4: You need a high-ticket conversion strategy you feel confident in and comfortable with.
5: You need high-quality, value-driven content (much like this) to engage your dream clients.
Ok…so…did I just freak you out?
I mean you probably KNOW all of this already right?
And the fact I’m pointing this out has probably got your heart rate up because you KNOW you need to get on top of this stuff.
You’ve probably known it for a long while now.

And yet you feel STUCK in your stuckness and can’t pull the trigger on MAKING-IT-HAPPEN.

Well, guess what….I can help you pull this thing together.

I mean ALL of it.
Start to finish.
You know…so it’s DONE!
And fast.

Coaching Leads On Repeat is my newest program and in it, I show you how to do ALL of the above.

Not only do I show you but I basically help you set a timeline and project manage your @ss the whole way through so it gets done.
Together we map out and create your Hero Offer and if you already have one I run it through the Michelle Filter to ensure it’s up to speed.
Then based on your hero offer we map out and create your Lead Magnet, but not just ANY lead magnet, we want to make this fun for you and exciting for your people..so we do that.
Once we have those things in place we start working on some key content pieces and get you ready to run paid traffic to your lead magnet.
But before we do that I’m going to show you how to create an environment for high-level conversions so you’re ready to make FULL use of the leads coming your way.
THEN we turn on paid traffic and watch the leads come in.
Sometimes it happens fast.
Sometimes it takes some tweaking.
Sometimes leads are cheap.
Other times leads are expensive..BUT with high-ticket coaching offers you can AFFORD to pay for expensive leads…leads most other people will NOT pay for.

Once you learn this process you’ll be able to do this anytime you like for any offer you create.

I’m teaching you to FISH.
Master this skill and you will ALWAYS have Coaching Leads ON REPEAT.
You will always have a steady stream of quality clients to work with.
Trust me when I say that bringing clients into your coaching business every month does NOT need to be hard work.
Get your systems right and you can focus on the thing you want to focus on most and that is COACHING clients instead of trying to find them.
If you want to know more about Coaching Leads On Repeat head here:
M xo
Why most coaches suck at sales.

Why most coaches suck at sales.

 

 

 

I used to constantly tell myself I sucked at selling and so it became a self-fulfilling prophecy…. I really DID suck at sales and the more I told myself I sucked the suckier I became!

Sound familiar? I wouldn’t be surprised if it does because this is a pretty common thing for the coaches I work with and the coaches inside my community. https://www.facebook.com/groups/secretcoachesbusiness/

They, like me up until a few years ago, would do anything to avoid running sales calls, or as we commonly call them in the coaching industry “discovery calls” and their businesses reflected this.

 

HERE’S WHAT I DISCOVERED that changed everything for me.

Most successful coaches LOVE sales calls…in fact, this is often HOW they become successful and can then go ahead and scale beyond running calls BUT most of the successful coaches you see, me included, got great at these calls. 

This was truly a game-changer for me and so I got over myself and decided to embrace the fact that this was a skill I would need to learn if I wanted the same success I was witnessing other coaches achieve.

Today I LOVE my discovery calls and my conversation rate is ridiculous (in a good way).

Let me just say that this is NOT because I became a master salesperson or fell in love with selling.

Far from it.

Plus I’m an introvert who loathes being on the phone and so while I can barely muster the energy to call my mum on a regular basis, these days I adore coaching my private clients AND running discovery calls..who knew!! 

When my calls began converting at a ridiculous rate (this turned around fast) and I found myself working with dream client after dream client BECAUSE of these calls I became hooked.

I want you to become hooked too!

If you want to hear about why most coaches suck at sales, how I changed my sales game and how I teach my clients to sell with confidence then please keep reading.

 

WHY MOST COACHES SUCK AT SALES

There’s a multitude of reasons really but here are the top 3 that keep coming up in my work with coaches.

1: They’re trying to use the dodge sales script/ process their coaching training provided and that doesn’t work for most coaches because it feels staged and unnatural and if you’re not comfortable in the sales conversation your potential clients won’t be either and it just ends up being some awkward conversation that comes to an abrupt ending with everyone feeling weirded out, which is why so few coaches follow up after these calls but that’s a post for another day.

2: They head into the sales call desperate for the sale, this is what kills most calls dead in the water. It’s like when you head into a bar and you can sense the most desperate single in the room…everyone’s avoiding them…because it’s nasty energy. That’s what it feels like for your potential client when they come onto a call and you’re all desperate and needy for the sale.

3:  They start coaching on the call, this is a big no-no. Do NOT coach in your sales calls people! When you do this your potential client’s mind shifts into getting off the call so they can take action and you’ve lost them.  Discovery Calls are an exploration ie: can you help this person? Are they a good fit? Can they afford you? Are you a good fit for them?  ZERO coaching should take place on DC’s. The minute you start jumping through hoops and “performing”, trying to prove yourself…you’ve lost the sale.

4: The calls are unqualified and so they have no idea about the person coming onto the call (if they even show up). ALL of my discovery calls are screened ahead of time so I’m never wasting my precious time on calls I know will go nowhere.

5:  This is a big one….they lack clarity and confidence in themselves as coaches and what it is they offer.  If you’re not 100% convicted that you’re an amazing coach who knows they’re shiz and 100% clear on what you do and how you do it you WILL struggle to close any sale.

 

HOW I CHANGED MY SALES GAME

Again there’s a multitude of things I have changed over the years but in the interests of keeping this to a reasonable length, I’ll cover the main ones.

1: I stopped talking and started listening, these days if I’m doing more talking than my caller I know I’m trying too hard. The majority of my call is spent listening for what’s really going on so I can share my true observations with my caller and also determine: Is this someone I can help?  Do I like this person? Are they being honest? The ENTIRE time I’m listening for clues about what’s really going on for my caller and determining if I want to work with them. 

2: I screen all of my calls first to ensure I’m not wasting my time or my callers…you can see how I do that here: https://www.michellehext.com/discovery-call/

3: I’m completely detached from any outcome, if the person becomes a client that’s great, if not that’s ok either. This is NOT something determined by an overflowing bank balance, I adopted this when I sucked and needed to make money. I’m also playing the long game and I know that even if the caller isn’t a good fit now or not ready now, there’s a good chance they will be ready in the future. I have had people get in touch with me years after a discovery call ready to get started. Every call is another seed planted for the future so I work hard to ensure the experience is good and that the person always feels they can reach out to me at any time in the future. 

4: I’m 100% confident and 100% clear.

5: I’m super relaxed and feel zero pressure to perform or to prove anything to anyone, I create a lot of high-quality free content and my sales pages are super clear so far me these calls are mostly a formality because my callers have either been in my community or have consumed my free content and already know they want to work with me if I think they’re a good fit.

 

HOW I TEACH MY CLIENTS TO SELL WITH CONFIDENCE.

What I really want you to understand is that the sales call is the final piece of the puzzle and it really everything you do BEFORE the call that set’s you up for a win and makes the calls a formality.

The checklist I’m running in the background preparing my clients for confident selling goes like this:

1: Are they confident they can deliver a result for their client? If not we work on that.

2: Do they have a clear offer that is easy for dream clients to understand and say yes to? If not we work on that.

3: Are they prepared for a yes? Meaning, if a client says yes do they have their systems in place to swing into action? If not we work on that.

4: Are they creating high-quality content for their potential clients to consume so that when they schedule a discovery call the person is already familiar with their work? If not we work on that.

5: Do they feel comfortable in a sales conversation and in asking for the sale? If not we work on that.

Many coaches come to me lacking clarity and confidence and it’s my job to ensure both of those challenges are overcome by developing congruency and alignment across all facets of their business so that when those discovery calls start coming in they’re eager to run them and confident their conversion rate will climb quickly.

M xo

Have you joined my facebook group SECRET COACHES BUSINESS yet?

Inside the group is an entire Sales Masterclass waiting for you, complete with workbook (just go to the units tab).

https://www.facebook.com/groups/secretcoachesbusiness/

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