Mindset Hacks to Improve Your Discovery Call Conversations

Mindset Hacks to Improve Your Discovery Call Conversations

Mindset Hacks to Improve Your Discovery Call Conversations

Whether you’re just starting your health coaching practice or you want to take your business to the next level, these mindset hacks will help you improve your Discovery Call conversations. 

You can know all the right things to do in your business, but unless you have the right mindset, you’ll continue to struggle and feel frustrated about your progress and growth.

If you feel like you’re doing everything right in your business, but you’re still not seeing the results you’d like, you’re going to love this interview with our guest, Leah Kay.

Leah shares the “secret sauce” to building your business that most gurus aren’t teaching you, including:

  • The number one thing that helps business owners get to the next level in their business
  • The common mistakes coaches make during a strategy session or discovery call, and how can they improve
  • The two most important questions to ask yourself to assess where you are, and where you want to go
  • How to gain more confidence selling your programs and services
  • How to strategically plan your year, so you can grow your business

Each level of success or achievement we reach, there is a personal internal shift we need to make, and Leah walks us through how to do this effortlessly while also uncovering what may be holding us back.

Grab Leah’s FREE Conscious Annual Planner – a 22-page PDF strategically crafted to help you jumpstart your year and make more money with a lot less overwhelm.

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Secrets to Outsourcing on a Budget

Secrets to Outsourcing on a Budget

The Secrets To Outsourcing Even If You’re On A Tight Budget

There’s a lot to juggle in your health coaching business, and it’s great to know the secrets to outsourcing on a budget. If you have limited funds for expenses, every dollar counts. 

On this episode of the podcast, Karen and I give you the tools you need to outsource tasks for your business even if you’re on a tight budget. You’ll learn how to create a support system to help manage and balance your business without getting overwhelmed in the process. Just because you can do something, doesn’t mean you should!

Karen and I share why its important to outsource, what to outsource, where to find the right person, and some best practices for hiring good help. Outsourcing allows you to work fewer hours and focus on the tasks you enjoy, and that will bring in more revenue.

In this episode we talk about…

  • What outsourcing is and why it’s important for your business
  • Step by step screening process for hiring
  • How to provide the right information to make sure your task is completed properly
  • The value of off loading menial tasks so you can generate revenue
  • Asking yourself: Is this the best use of my time or should I be delegating?

Resources and Links mentioned on the show:

fiverr.com

upwork.com

99designs.com

thesalescopylab.com

Virtual Freedom by Chris Ducker

For web design:  

wellpreneurwebsites.com

designbyclaudia.com/websites

VA

Kellielynmedia.com

juliennedesjardins.com

Don’t forget to download this week’s free guide: HOW TO USE THE POWER OF FACEBOOK GROUPS TO BUILD YOUR BUSINESS

For more information, visit Kathleen’s Website, Karen’s Website, and The Wellness Business Podcast on Facebook.

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How to Lead Successful 1 on 1 Discovery Calls

How to Lead Successful 1 on 1 Discovery Calls

How to Lead Successful 1 on 1 Discovery Calls

If you want to know how to lead Successful 1 on 1 discovery call, this is for you!

I know discovery calls can feel intimidating when you’re a new health coach, and it can also still feel a bit awkward even when you’ve been at it for a while – especially when it comes to discussing fees (Eeek, this is where you may break out into a cold sweat!).

If you don’t feel 100% confident about doing your discovery calls, you’re going to LOVE this episode because Karen and I are going to walk you through a simple 7-step process that will result in more people saying “YES” to working with you.

Before you listen, make sure you grab this week’s amazing freebie: The 7 Step Sales Conversation Worksheet.

1. Strategy Session Questionnaire

This step should be more about listening to your potential client, listening for clues in their statements rather than a list of questions that feel like an interrogation. Sales come from an emotional connection, so really listening to your client during an initial call is extremely important.

2. Let them Talk

Let your prospect talk, and really listen to what they’re telling you. Take notes about emotional keywords or statement that they are using so that you can reassure them of those feelings when you turn the conversation to inviting them to work with you. Let them talk through what they’re feeling and really pay close attention to what they’re telling you.

3. Recap the Issues

Don’t just recite back the problems the client has shared with you. Continue the conversation, acknowledging that you understand where they are coming from and how you can help them with those issues. This shows the client that you were really listening to them talk, understand their concerns, that you have valuable knowledge to share with them AND reminds them that this will eventually turn to a sales conversation. You don’t have to recap every little thing that they said, but bringing up the biggest emotional topics to them and addressing those issues will help easily transition to a sales pitch for your program. For great examples, tune into this episode.

4. Introduce Your Program/Service

Your recap already sets the stage for your sales pitch. So, this should be a natural transition in the conversation from recapping their main concerns. If you complete step number 3 right, then you’ll easily take the recap to your sales conversation. This conversation shouldn’t be about the features or details of your program. Instead look at your notes and see what were the 3 struggles they mentioned, and tell them how you can help support them with your coaching program.

5. The Sales Conversation

This is where you invite them to work with you. Consider offering two different payment options, a pay in full with a slight discount or payment plan option. Tune into this episode for more tips on how to handle the sales conversation like a pro.

6. Gauge their Commitment

Ask your prospect where they are, on a scale of 1-10, as far as their commitment level. If they’re close to commitment, but not at a level 10, you can ask what they think the hold up is and work through that together. If someone says they’re not ready to commit, they are actually saying no to themselves.

7. Follow Up

If they are higher on the commitment scale, still give them some time to breathe. Immediately after the call, send an email with all the information they’ll need in the decision-making process and give them a deadline to commit. If they’re anything less than an 8/10 on the commitment scale, they are not ready to make a change for themselves. If they say any number between 1-7 then tell them you’ll follow up in an email with information on a more basic program that could be a better fit for them. 

Action Items: If you haven’t had any free clients yet, find at least 2 and work through this entire process with them (up to 3 months). Consider this an internship of sorts to build your confidence. If you already have clients, focus on which step you feel would benefit your business the most and practice it over and over.

You’ve got this!

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How To Find Referral Partners To Grow Your Wellness Business

How To Find Referral Partners To Grow Your Wellness Business

Show Notes

On today’s episode, Kathleen puts Karen in the hot seat to discuss techniques and tips on how to find good referral partners to help grow your wellness business. Karen breaks it down step by step how she managed to get a 50-60% success rate in getting face to face meetings with potential referrals!

Having respected health and wellness professionals singing your praises and referring your business to their clients is a proven way to grow and expand your own customer list.

  • Referral partners offer so many different benefits to your company.
  • Respected professionals in your area that speak highly of you and recommend you to their clients and colleagues is the best form of word of mouth marketing you can find.
  • Your business grows at a much faster pace when many people are marketing your services.
  • You’ll be able to use your referral partners as a testimonial for your business.
  • You will fill your open client spaces much quicker and with less effort if you have these other professionals recommending you.
  • In some cases, referral partners might even provide office space for your use in conducting individual client sessions, group sessions or teaching a class. 

Referral partners are a relationship; they can take some time to grow and it’s a relationship that you have to nurture.

Listen in as Karen gives you the exact step-by-step process she used to get multiple referral partners in her health coaching business. You’ll also learn what mistakes to avoid, and how to put a follow-up system in place that works! 

Download Karen’s Referral Partner Letter Template and start making referral contacts for your wellness business!

Action Item: Head to your local grocery store and pick up a copy of Natural Awakenings Magazine or another local natural health publication and start looking for those leads that can turn into great referral partners for your business. Use Karen’s template and physically mail it to 2-3 leads per week. Always place the follow up call on the day you put in your initial letter. A handwritten envelope with an actual stamp will get more attention from the business.

Give this some time and attention, and start turning these leads into referrals!

Make sure to check out Karen’s Facebook Group and Kathleen’s Facebook Group for more great information!

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Build a Brand That Stands Out & Makes You the Go-To Person In Your Niche

Build a Brand That Stands Out & Makes You the Go-To Person In Your Niche

Show Notes

On today’s episode, Karen and Kathleen sit down with branding expert, Stephanie Joanne, to discuss how to successfully build your brand to stand out and become to go-to expert for your niche.

If you want figure out how to stand out from the crowd, listen to this episode!   

As entrepreneurs, we typically gravitate to working only one side of our business depending on our own comfort levels, but you have to work on building both brand and business to really be successful. Work on building the backend of your business first. You can have the perfect brand setup on social media, but if you don’t have the backend set up and a sales process then you won’t be generating any revenue. Building your brand, as a personal brand, will always be a work in progress and your clients like to see that personal evolution happen.

Branding is a feeling, it’s not just fonts, colors, or having the perfect pictures. When you think of a brand that you personally love, it’s not the logo or the fonts that drew you to them. It’s probably the way that they treated you as a client, the customer service level provided, the connection you made with them personally. It’s being strategic about what you want people to think of you and how you can you create that feeling. You also can use media to further build your brand and separate yourself from those in your field. It’s so important to build two way, strong relationships with various media outlets in your area. You help them by providing valuable content for their viewers and in return you get the credibility of being featured by that media outlet. For a refresher on how to start building those relationships, check out The Wellness Business Podcast Episode 15.

Stephanie reveals incredible insights and practical (and priceless) tips to help you develop (or improve) your branding so you can stand out as the go-to person in your niche.

Resources and Links mentioned on the show:

Be sure to check out Stephanie’s awesome free training Create and Launch Your Online Business in 60 Days!

Connect with Stephanie Joanne by visiting Stephanie’s Website 

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5 Proven Ways to Market Your Wellness Business to Find New Clients

5 Proven Ways to Market Your Wellness Business to Find New Clients

Show Notes

On today’s episode, Karen and Kathleen share 5 proven ways to market your business to find new, marketable clients. Every business, regardless of what type it is, is also in the marketing business. Marketing is the lifeblood of your business; it’s how your customers are going to know that you even exist.

Take a look at these 5 proven ways to market your own wellness business and check out the freebie for this week 10 Ways to Boost Engagement in Your Facebook Group.

  1. In Person Workshops
  2. This gives you the opportunity to instantly establish rapport and trust with your audience. Your workshop needs to offer real solid value while still leaving your clients wanting and needing more. At the event invite them to join your mailing list, discovery programs, etc. You’ll discover 6 steps for promoting your next great workshop.

  3. Webinars
  4. Webinars are a great way to build your business, market your business, and grow your email list without having to have the sales pitch attached. It’s also a fantastic way to make a name for yourself in your business industry and make new contacts in your specific field. For more valuable information on webinars, check out Karen’s Webinar Profits Now.

  5. Host Your Own Facebook Group Short Challenges
  6. Facebook groups are a great way to set yourself apart as a leader and create your very own community of people that share similar goals. Take a moment to visit Kathleen’s Done For You Challenge for help on setting up successful challenges for your wellness business. Facebook Groups are different than Facebook Pages. Groups are way more interactive for your marketable clients. You can have a general free group as well as smaller private groups when adding paid programs. Check out both Kathleen’s Facebook Group and Karen’s Facebook Group.

  7. Referral Partners
  8. There will be a future episode dedicated just to referral partners, so be on the lookout for that! Don’t only look for referral partners from the obvious sources, anyone who is dedicated to the same niche and passion you are, that you aren’t in direct competition with can be a great referral partner. Referral partners are all about building relationships with colleagues, you bring business to them and they bring business to you.

  9. Free Content
  10. Blog posts, Pre-recorded Video Series, Facebook Live Videos, Guest Posting on another site, Podcasting, being a guest host on another podcast, these are all great ways to build up momentum with your potential clients. Offering various types of free content to those potential marketable clients who find you online will draw in more clients to your email list and in the future bring you more business overall. Once potential clients are on your email list, there becomes an expectation from those potential clients to see you deliver content to them.

Action Item: Pick one of these marketing strategies to focus on this week and apply it to your wellness business in the next 7 days, but stay consistent with it for the next 3 to 6 months.

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