BEST OF: 4 Types of Email Sequences to Increase Sales

BEST OF: 4 Types of Email Sequences to Increase Sales

BEST OF: 4 Types of Email Sequences to Increase Sales

If you want to increase sales for your coaching business, there are 4 types of email sequences you want to include.

We’re bringing back a popular episode that walks you through what they are and how to use them effectively.

You’ll discover:

  • 4 types of email sequences that have been proven to increase program sales
  • How many emails should be included in each email sequence for maximum impact
  • Why including these email sequences 30-60 days prior to your launch will improve your conversion rate
  • Our #1 recommendation to build momentum and excitement for your upcoming sales, (leading to more people enrolling as soon as the doors open)

Tune in to find out how to use email sequences to build momentum, warm up and nurture your audience and make sales.

Knowing how to write an email sequence that actually gets results can feel a little tricky the first few times you write them. Most of us don’t start our online businesses with copywriting experience so we’ll be sharing what each sequence’s purpose is and how many emails we recommend for that sequence.

Okay, let’s dive into the 4 types of email sequences to increase sales.

1. PRE-LAUNCH EMAILS: add value, build authority

In the timeframe of 1-2 months before your launch campaign, we recommend warming up your followers with program specific emails that let them know that something is coming and educates them on the things they need to know to make a purchase decision when the time comes. These emails should nurture your audience and establish your authority by sharing value-adding content with your email list. Be sure to leverage any podcasts, posts or videos you’ve made to share exclusive insights, mindsets or strategies that prove you know how to help solve your ideal client’s problem.

These emails should be sent once per week 4-8 weeks prior to your official launch dates. We call this your Pre-Launch Runway. These emails would be in addition to any regularly scheduled emails that you have going out.

If you want to learn more about how to design a pre-launch runway be sure to listen to episode 172 of The Wellness Business Podcast. It’s called: A Simple and Free Strategy to Increase Interest in Your Programs

2. WAITLIST EMAILS: build momentum, warm your audience

One of the best ways to create momentum and excitement for your upcoming program launch is to create a waitlist. We also recommend that you thank your early-bird audience for being the first to sign up by offering them a digital thank you gift.

That means that you’ll send your waitlist audience a special free download just for registering on your waitlist. This technique has served us very well over the years and gives our waitlist audience the feeling of exclusivity and VIP access to special opportunities that no one else gets.

When the launch gets closer you can begin to build anticipation by letting your waitlist know exactly when your offer will be live, and what bonuses they will receive if they are the first to sign up.

We’ve also given our waitlist members 24-hour advanced notice of the sale link so they can get in on any time-sensitive offers before the sale goes public.

For this email sequence there isn’t a specific number of emails. Depending on how early someone registers for the waitlist they may get as many as 5-7 emails.

3. LEAD MAGNET FOLLOW-UP EMAIL SEQUENCE EMAILS: value add for your ideal client

Any time someone signs up for one of your free downloads make sure to follow up with them with additional emails to educate them on what they need to know to make a buying decision from you. Also, let them know what dates they need to mark in their calendars and any next steps they may need to take.

Karen has a pre-written follow-up email sequence you can download to make this easy, so you don’t have to figure this one out on your own. Grab the 5 done-for-you fill-in-the-blank email templates here.

This email sequence will be different for everyone but on average, it should be 5-7 emails in length. How often you send them is up to you, so you can do daily, every other day or every 3 days.

4. OPEN CART EMAILS: make sales, enroll clients

During the open cart phase or launch phase it’s important to educate your audience as much as possible about your offer/program through testimonials, data from previous client wins, tackling objections, and any live Q&As you’ll be hosting.

This sequence of emails should create urgency by sending multiple emails on the last day of the open cart. Make sure to communicate that the doors are closing, and to address any hesitations or objections your audience may have, encouraging them to reach out to you with their doubts. On the last day we always include a “if you’re on the fence” email to give our subscribers a chance to ask questions.

The number of open cart emails depends on how long your launch campaign is. For a 5-day open cart period we would recommend 7 emails in total. One on days 1-4 and three emails on day 5.

So, there you have it – 4 types of emails sequences to increase sales.  Which ones will you try next?

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BEST OF: A 7-Step Process to Successfully Offboard Your Clients for Improved Customer Experiences

BEST OF: A 7-Step Process to Successfully Offboard Your Clients for Improved Customer Experiences

A 7-Step Process to Successfully Offboard Your Clients for Improved Customer Experiences

If you don’t have an official offboarding process and questionnaire as you wrap up working with your clients you’ll find this episode exceptionally helpful.

We’re bringing back this popular episode because it got thinking about how to successfully wrap up their coaching program with a client that not only leaves them feeling positive but sets the stage for more new clients in the future.

On this BEST OF episode of The Wellness Business Podcast we’re covering:

  • The top 3 reasons why this is an important part of your coaching program
  • A 7-Step Offboarding Questionnaire template that you can use again and again in your program for improved customer experiences
  • Just how simple it is to assist your clients remember and document how far they’ve come while working with you and why they are so happy they made the investment in your paid program

First, let’s cover the top 3 reasons why this is an important part of your coaching program.

Reason #1: It sets the stage to end your coaching relationship on a high note, solidifying the overall coaching experience as a positive. It also increases the likelihood that you’ll be able to collect a glowing testimonial.

Many coaching programs last anywhere from 3-6 months and your clients have been in the trenches with you the entire time. As with most of us, we’re not great at remembering how far we’ve come and don’t spend enough time celebrating our wins. When you help your client reflect back on where they were when they started with you and what life looked like then compared to now they’ll begin to take stock of all of their accomplishments.

Reason #2: When you end on a high note the chance of them referring you to friends, family and colleagues goes up dramatically.

Let’s face it, people always recommend programs and products that they love so why should your coaching program be any different? Using our 7-Step Offboarding Questionnaire will help them appreciate how far they’ve come as well as an increased appreciation for their newfound confidence to move forward without you, which is priceless.

Reason #3: It gives you a time and place to offer them a final piece of coaching advice inclusive of instructions for continued success as well as a heartfelt thank you.

It’s natural for your clients to feel a little nervous moving on without you but we already know that you set them up for success. Taking the opportunity to give them farewell assignments or homework to keep them on track will be much appreciated and tells them just how much you care. As you wrap up it’s the perfect time for you to tell them how much they have meant to you.

Okay, now that we’ve shared why you should incorporate an offboarding questionnaire in your program wrap up, let’s now discuss how to make it happen.

Use this 7-Step Offboarding Questionnaire as part of your offboarding process.

  1. Where were you when you started this coaching program? What were your biggest struggles?

    Starting with this question will help them establish a baseline of where they were at the beginning of the program. As we said earlier, as humans we never give ourselves enough credit when it comes to what we accomplish so asking these questions will help them remember what life looked like at the beginning of the program.

  2. What was your favorite part about this program? Which features were the most impactful in getting your results?

    This is a great question and is designed to help them connect the dots between their success and accomplishments with you and your program. Remember, your goal is to end the program on a high note and naming the features that impacted them the greatest is a perfect way to do that.

  3. List your accomplishments, (please be as specific as possible).

    This question is probably self-explanatory but let’s chat about it for a minute anyway. When your clients make a list of everything they’ve accomplished while working with you they’ll be amazed at how long the list is. Again, connecting the dots between how great things are now with you and your program is the perfect way to leave them feeling like the investment they made to work with you was well worth it.

  4. Where do you feel you could have used more support? What suggestions do you have to make this program better?

    While this question might feel a little nerve-wracking, remember that nothing is perfect. Giving them a place to share ideas or suggestions about how you can make your program better can lead to your best program updates. When we ran the Wellness Business Insider’s Club some of our best ideas and program updates came from our clients.

  5. What are you most excited about as we wrap up your coaching program?

    This question establishes their level of confidence and self-accountability. More than likely they are feeling better than they have in years and it’s all because of you. Giving them an opportunity to contemplate and document what they are most excited about going forward is another great way to solidify that they made a great investment.

  6. Referrals are always appreciated so I was wondering if you are likely to recommend this program to your family, friends, and colleagues?

    This can be a simple yes or no response, however, if they reply no it’s important to determine why that is. You’ll need to do additional follow up to learn what’s holding them back from sharing your information with the people that they know. Don’t skip this step. It could be as simple as a misunderstanding or could be the catalyst for a necessary change in your program or coaching method.

  7. Do I have your permission to compile this information into a program testimonial? (Of course, I’ll send it to you for your review before I use it in my marketing.)

    Having the ability to compile their responses into a single testimonial statement is one of the top reasons to go through this process. Since your clients are not expert writers, offering to compile the testimonial for them will be greatly appreciated. It’ll be easy for them to review what you’ve written, make any tweaks if necessary, and get back to you quickly with their approval.

There you have it. You are now set up for success to incorporate an official client offboarding process into your coaching program.

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The Cure for Imposter Syndrome

The Cure for Imposter Syndrome

The Cure for Imposter Syndrome

If you are dealing with imposter syndrome right now, you are definitely not alone, and it doesn’t just affect health coaches.  When we start something new or we reach a new level of success, there will often be times when we feel a level of self-doubt which can leave us feeling like an imposter.

In today’s episode you’ll discover:

  • 3 steps to quickly cure imposter syndrome no matter what stage of business you’re in
  • Our own personal imposter syndrome stories and how we’ve navigated this path through the years
  • A simple one-sentence response that you can use anytime you are asked a question by a potential client that you don’t know the answer to, that will have them loving your approach

If you’ve ever dealt with imposter syndrome, this is an episode you won’t want to miss.

The official definition of imposter syndrome is loosely defined as doubting your abilities and feeling like a fraud.

Imposter syndrome can cause fear of success, fear of failure or even fear of being exposed as a fraud.

Here is what one other coach say.

I suffer from it every day and I’ve been at this a while!

Changes as you become a more seasoned business owner

Every time you up-level your business you are going to be challenged by imposter syndrome.

We do know some coaches that have moved past the imposter syndrome phase. Here’s what one coach commented…

Imposter syndrome is only a story you tell yourself, no one else knows about it. You can actually ignore that thought and remember that you do have the answers that matter. If someone asks you something you don’t know just say, “ you know I’ve never been asked that question, let me think about it and I’ll get back to you.” There is no shame in not knowing something. It is a shame not to share the wealth of knowledge you do have. You’ve got this!

Ahhh, we love that!

Let’s take a few minutes to dive into 3 steps to cure impostor syndrome once and for all.

Step 1: Learn to quickly identify the feelings that cause you to feel like an impostor.

Being able to quickly identify the feelings that cause you to feel inadequate is crucial to shutting down those nasty voices inside your head. Typically, each of us has a very specific voice reel that plays in our head when we feel like we’re not good enough. As soon as you recognize that voice you must turn it around with feelings of positivity. Keep a list close by of people you’ve helped & successes you’ve experienced that you can reference whenever necessary.

Step 2: Identify a support person or group that you can rely on in times of need.

Having a friend, family member or trusted colleague that you can confide in is a must. All of us need a go-to support person in our life. In business, entrepreneurs often join mastermind groups to find support. I’ve always believed that the old saying, “misery loves company” goes deeper than what it appears to say on the surface. I’ve always believed that when two people share a similar experience the potential for extreme healing and growth is usually the outcome. Having that support person that knows what your experiencing is the quickest way to banish those feelings of fraud.

Step 3: Become crystal clear on what is fact and what is fiction.

Anytime that you begin to feel like an impostor ask yourself this question, “Do I feel this way because of something I know for a fact or is it coming from a feeling of inadequacy?” When you have strong feelings about something it can feel very real, however, without something factual to back it up it remains just a feeling. Knowing the difference between the two is the best way to break that cycle of negativity.

The last thing we want to is that most health coaches are carrying a huge burden on their shoulders thinking that they need to know everything so they can answer every single question someone asks them. That is not the case. Your role as a health coach is to be a trusted and reliable resource and sometimes that means simply saying, “I don’t know the answer to that question off the top of my head but I have a network of colleagues that I can tap into to get the most up-to-date information on this topic.”

We promise that your potential client will appreciate you doing the legwork for them and will never ever look at you as an imposter for not knowing the answer to their question.

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3 Simple Steps to Validate Your Niche Marketing Message

3 Simple Steps to Validate Your Niche Marketing Message

3 Simple Steps to Validate Your Niche Marketing Message

A common mistake many health coaches make is skipping over the niche part of their business even though it’s a critical piece of an effective marketing strategy.

If we aren’t able to clearly communicate who we help and what we do, how will potential clients know if you can help them?  The goal is stand out and attract the right people, so we can build a profitable business.

In today’s podcast episode we’ll be sharing:

  • 3 simple steps to validate your niche marketing message so you are attracting your dream clients
  • The biggest reason we struggle with dialing in our messaging and how to fix it

We are also sharing a glimpse into one of our most popular lessons inside the Wellness Business Accelerator – Business-Building Lesson Library and how you can get your hands on it for just $97

Find out more here and join us while we are offering limited-time bonuses and the chance to SAVE 30%!

Karen recently posted a question in her Facebook group and many of the comments were similar to one another so that tells us that this is a great topic to discuss on the podcast.

The question she posted was, “What questions do you have right now about growing your business?”

She noticed an immediate trend in responses. Here are just a couple of them.

One coach said…

“My lead magnet is needing an overhaul. I have two and they are falling flat on social media.”

Another coach said…

“My question is what works for lead generation. I am curious as to how best to generate leads into the top end of my funnel.”

As she contemplated her response to both of these coaches she kept coming back to the same feedback… “You have to nail your niche and make sure that your marketing message is spot on”.

Unfortunately, many coaches overlook or ignore the niche part of their business even though it is the most important and vital aspect of having a business.

We’ve talked about this many times before on the podcast and we have an entire lesson dedicated to it in the Wellness Business Accelerator – Business-Building Lesson Library called: How to Finally Nail Your Niche’ Within 30 Days to Fill Your Program

What is true for all of us as online business owners is that if we aren’t crystal clear on who are business is designed to serve then there is no way that we can convey that in our marketing. If we aren’t conveying it in our marketing, then our ideal clients will never even notice us.

In today’s podcast episode we are going to take your through one of the first things we teach in our: How to Finally Nail Your Niche’ Within 30 Days to Fill Your Program lesson from our Business-Building Lesson Library. It’s the first of many steps that we teach inside this lesson and we think you’re going to find it very enlightening.

One of the quickest ways to figure out if you have a clear niche that others understand and if your messaging is spot on actually speaking clearly to your ideal client, is to try our 3-step ideal client validation process.

This is a simple process but don’t underestimate its value because it will quickly tell you if you are portraying a clear picture of the clients you are trying to attract.

The main purpose of this exercise is to confirm that you are clearly marketing to your ideal dream clients. Often times it is only clear to the business owner because our brains naturally fill in so many of the blanks but that isn’t the case for others connecting with us online.

Step #1: Ask 3-5 people, who don’t really know what you do, to audit your Facebook page or any social media platform that you regularly spend time on & your website home page using these 3 questions:

  1. Who do you serve?
  2. How will you help?
  3. Will this work for me?

You can ask coworkers, reach out to another coach, or maybe even a neighbor. Ideally, if they can’t accurately and concisely answer those questions you’ve got work to do.

Step #2: Document their answers and then analyze their feedback. Are they totally confused about what you do and who you help? Or are they pretty close but you now realize that with a little fine-tuning you’ll have it dialed in perfectly? If they come back with more questions than answers then you may need a complete overhaul.

Step #3: Next, do the work! Use the responses that you received to update all of your outward facing marketing platforms like social media and your website. The feedback that you receive is absolute gold and will make it incredibly easy to make sure the messaging you are using will, in fact, attract your dream clients.

Are you ready to try this exercise?

We have used this approach ourselves as well as hundreds of our Wellness Business Accelerator students.

When you get laser focused on your niche amazing things can happen. For instance, this is what Elizabeth had to say…

Here’s what’s exciting….

We’ve recently redesigned the Wellness Business Accelerator – Business-Building Lesson Library to be more of a custom fit for your business needs and lifestyle. That means that you have more options than ever before to fit any budget while investing in only the lessons that are of the highest priority to you. 

Purchase Trainings Individually for $97 each or bundle all 12 immediately and SAVE 30%

The lessons included in the Wellness Business Accelerator – Business-Building Lesson Library are designed to SIMPLIFY your coaching business by allowing you to focus on the client-generation strategies that actually work, rather than spending time on things that just leave you feeling tired and frustrated, with zero clients.

Our online BUSINESS TRANSFORMATION lessons will take you from feeling like you are lost and unsure what to do to get paying clients to…

Having CLARITY, CONFIDENCE, an ACTION PLAN you need to FINALLY build a PROFITABLE WELLNESS BUSINESS you love.

CLICK HERE TO JOIN

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90 Day Goal Setting – Why This Cycle Makes You More Productive & Profitable

90 Day Goal Setting – Why This Cycle Makes You More Productive & Profitable

90 Day Goal Setting – Why This Cycle Makes You More Productive & Profitable

If you want to become more productive and profitable, using 90-Day goal setting framework can help.

When you plan in 90-day chunks of time, it is much more manageable and works in your favor to avoid the revenue highs and lows that often come with trying to plan 12 months at a time at the beginning of each year.

In this episode of The Wellness Business Podcast, we’re sharing how to leverage your time and energy to build your business in a way that results in more profits and the healthiest version of you as a business owner.

In this episode you’ll discover:

  • Why working in 90-day cycles to complete your goals makes you more productive and profitable
  • A sample 12-week project plan for hosting a wellness workshop for client enrollment
  • Why planning a 12-month calendar for your business can lead to feelings of failure and burnout

Today we’re going to teach you how to leverage your time and energy to build your business in a way that results in more profits and the healthiest version of you as a business owner.

Okay let’s dive in!

If you’ve ever tried to plan out a year at a time in your business you’ve likely discovered that it’s almost impossible to stay on track for the entire 12-month period.

Things come up and life happens, and once you get off track from your 12-month master plan, it’s can be hard to rally your mindset back to feeling like you’ll accomplish everything you want for that year. Getting off track can happen in month 2, 5, 7. Whenever it happens, it feels like a failure which isn’t good for your productivity or mindset. Believe me I know because that has happened to me lots of times.

The flip side of this is when you work in 90 day cycles you can plan for success milestones in a more reasonable chunk of time.

In each 90-day cycle you’ll focus on…

  • One major revenue goal
  • One brand awareness goal, (summit, challenge, workshop)
  • One list-building goal
  • Social media growth goal, (FB, IG, Groups)
  • Optional: New project goal

In reality, many of these goals will work synergistically. For instance, hosting a workshop can grow your email list while also helping you make sales.

Once you’ve identified your specific goals are in the upcoming quarter you can begin to break each goal down into smaller weekly chunks over the next 12 weeks.

As an example, let’s say that you want to deliver a high-value workshop as a list-building opportunity as a way to sell your program. You’ve scheduled it for week 10 of the 12-week cycle.

Here’s how it might break down in your goal setting plan.

Week 1: Map out tasks and due dates

Week 2: Hire any outside contractors that you’ll need for graphics creation, video editing, etc.

Weeks 3 – 7: Write, develop, create all necessary content, (slide deck, social media graphics, social media posts, promotional emails, bonus content, etc.)

Weeks 8 – 9: Send out promotional emails, deliver stories and live video promoting the workshop, post on social, answer questions your followers have. Week 10 – Deliver the workshop & open cart

Week 11 – Close cart / Welcome new clients

Week 12 – Collect data / Crunch numbers / Analyze information

You can outline each goal that you want to achieve in the next 12 weeks in the exact same way. Many of those items will have sub-tasks but you get the idea.

One of the easiest ways to stay on track with your 90-day goals is to use a project management system that allows you to set due dates. Two of our favorites are Trello and ClickUp. Taking the time to determine tasks and map out due dates is the backbone to reaching your goals and objectives.   

We’d like to challenge you to map out your next goal in this way. Even if you feel like 90 days is too much for you at this time then try 30 days. Break down your goals, and then the tasks for each goal, and then due dates for each task.

We can’t wait to hear how it goes!

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How To Use Urgency & Scarcity To Sell More Programs

How To Use Urgency & Scarcity To Sell More Programs

Add Blog Post Title Here

If you want to enroll more clients in your coaching program, adding an element of urgency and scarcity is critical. People need a reason to take action now vs later, and when you add this strategy into your marketing, you’ll see an increase in sales.

In this episode of The Wellness Business Podcast, we’re sharing how to use urgency and scarcity in your next promotion. 

Here’s what you’ll discover:

  • 3 urgency and scarcity options that will increase the number of people enrolling in your paid program
  • The #1 thing you should NEVER do when using this strategy, (because you could lose all future credibility with your followers)
  • The psychological premise behind this strategy and why it works so well

Tune in to this episode to learn how to boost sales during your next promotion.

To help bring this marketing strategy to life, here’s one example.

Let’s say you’re ready to promote a brand-new program that you’ve just created, and you want to add scarcity and urgency to your marketing message to fill your program. You could do this in several different ways. Today we’re going to share three different options with you.

1. Enrollment into your program is only available for a limited amount of time.

Once the open cart period is over then enrollment is closed until the next time you promote. This comes into play when you run programs that have a set start and end date. For this option we recommend a 5-7-day open cart/promotional period. This will give you enough time to promote the benefits of working with you and also to make sure your followers have a clear understanding that once the cart closes, they no longer can join you in the program.

2. You offer an initial pricing discount based on a certain percentage or dollar amount of the regular price point.

Again, this discount would be for a limited amount of time. This strategy is perfect when launching a brand-new program because you can position it more like a beta launch. In a beta launch, one of your main objectives is to collect testimonials at the end of the program so offering a price discount up front with the clarification that this is a ‘one-time offer’ will give you a greater chance of enrolling more people into your program. Gathering testimonials for the next time you promote will give you significant social proof of how working with you can solve their problem. The discount could be anywhere between 25%-50% off depending on what’s included in the program.

3. You limit the number of people into your program.

This strategy appeals to our mindset that we never want to be left out of something amazing. This marketing technique can be extremely effective and has been proven to convert leads into sales over and over again. When you put a cap on the number of people you’ll allow to enroll in your paid program, (this goes for group programs or one-on-one coaching), you’ll find that people take action more quickly because they don’t want to be left out. Quite often, when there are an unlimited number of spots in a program, you’ll find that people procrastinate and wait until the last minute to join the program. However, when there is a cap on the number of people being accepted, you’ll find that people take action more quickly to guarantee their spot. This strategy also helps people who are chronically indecisive, make decisions more quickly.

The one thing that we want to caution you on is that when you use urgency and scarcity as a marketing strategy it’s important to stick to your guns. In other words…

… if the cart closes at midnight on Tuesday then no one gets in after that time.

… if you are offering a discount, then once that discount expires the pricing returns to normal.

… if you have a cap on the number of people that can join, don’t increase that number once it has been reached.

Incorporate some of these strategies into your next promotion and watch what happens!

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