marketing ideas Archives - Health Coach Solutions

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BEST OF: Which is Better… Promoting Your Program or a Discovery Call for More Sales

by Kathleen LeGrys | Nov 20, 2023

BEST OF: Which is Better…Promoting Your Program or a Discovery Call for More Sales

Have you ever thought about how long you should warm up your new email subscribers and followers before you invite them to join your coaching program? The real question is how much nurturing is needed before your lead is willing and excited about working with you and will say yes to your paid program.

Of course, the goal is to enroll as many clients as possible into your program, but the truth is that some people will need more nurturing than others. Some of them will want to hop on a discovery call with you and others will be decisive from the beginning and will know you’re a good fit almost immediately. To figure out a client-conversion strategy that works for you, let’s dive into this BEST OF episode so we can walk you through each step so you can make a plan.

If you’ve ever asked yourself what makes the most sense for enrolling clients into your paid program, consider these five questions.

1) How warm or cold is the audience or person I’m promoting to at this time?

2) Is offering a discovery call or breakthrough session mandatory for them to feel comfortable investing with me at this time or is it just a courtesy that only a couple of people will take me up on?

3) Is this the only time they will hear about my program, or do I have a follow-up email sequence in place that will continue to promote for the next 5-7 days leading to more sales without the requirement of a discovery call?

4) Is my program low, medium, or high priced?

5) Do I offer a money-back guarantee that will ease their mind when making the decision to work with you? (This is optional).

If you have mostly a cold audience that is learning about you for the very first time, then you should probably offer the discovery call as the call to action. If discovery calls are the way you decide to go, be sure to listen to our previous podcast episode called: How to Lead a 1 on 1 Discovery Call that Results in the Client Saying Yes. We have a very specific formula that works exceptionally well that we walk you through in this episode. We promise you’ll feel ready to lead a discovery call with confidence after listening to this episode. We’ll link it up in the show notes for your convenience. There’s also a downloadable cheat sheet that you can get that will keep you on track.

If your audience consists mostly of a warmer audience that has been on your list for a while, then it probably makes more sense to directly promote your coaching program right from the workshop or challenge. When the audience is familiar with you and have consumed a fair amount of your content, chances are they won’t need the interim step of a discovery call.

Another thing to consider with new email subscribers is following up with a sales sequence that promotes your program for 5-7 days. It’s recommended to add a link to your online calendar to book a discovery call in those emails. Sometimes, people just want to hear your voice and ask a couple of questions before they make a decision.

The last thing to consider is your program price point and whether you offer a money-back guarantee. If it’s less than $500, chances are a discovery call will not be necessary. As long as your sales page is clear, and your marketing message includes the benefits of working with you, the potential client will be able to make the financial commitment without needing a chat with you.

On the other hand, if it’s more than $500, it’s probably a good idea to make the call option available. As the price goes up so will the need for people to book a call with you.

There may be times when you promote your paid program and times when you invite people to book a discovery call. Working through what you want to do ahead of time will help you put the necessary pieces into place to get the best possible results.

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Harnessing the Power of Wellness Workshops to Build a Consistent Client Base

by Kathleen LeGrys | Nov 13, 2023

Harnessing the Power of Wellness Workshops to Build a Consistent Client Base

Using workshops as a marketing strategy in your wellness business, can work incredibly well when you have all the right pieces in place. When people attend a workshop to learn something from you, some attendees will likely want to take the next step with you to get support.

Whether you’re just beginning your journey as a health coach or you’ve been at it for a while now, chances are you’ve heard people mention that you should build a client funnel. Let’s talk about what that means in the simplest of terms and how to put a funnel in place with your workshops.

Visualize an actual funnel, the top is much bigger than the bottom. In terms of a client funnel, the top is where you’re attracting the most people through social media and your free content. Once they are in your funnel, that pool of people shrinks down as the funnel shrinks as they join your email list and eventually purchase one of your programs.

Paying clients are at the smallest part of the funnel. The truth is you don’t need everyone in the top of your funnel to convert into paying clients. As the funnel gets smaller and smaller you are narrowing down to your warmest leads. Only those that are your perfect dream customers make it to the bottom of the funnel.

In the funnel scenario, wellness workshops actually perform double duty. They are great top-of-funnel tools to attract new people to you and grow your email list. They are also perfect conversion tools, (bottom of funnel), that allow you to make an offer at the end of the workshop so people will enroll in your program. It’s through the combination of these two roles in your client funnel, wellness workshops will help to build your client base.

There are 6 elements to a profitable workshop, and each one helps to move people through a client funnel with you in record time.

Element #1 – Establish

This is where the workshop title will get people interested in you and they’ll register for the upcoming training. When they register, they’ll then become an email subscriber.

Element #2 – Enlighten

This actually happens when people watch the workshop. You’ll instantly build a connection with them at the start of the workshop by letting them know they are in the right place and you understand their situation.

Element #3 – Educate

This is the heart of your workshop where you’re teaching them new information and sharing your journey or those of your clients, all in an effort to make them feel comfortable and excited to work with you.

Element #4 – Entrench

This is when you’ll reaffirm what they’ve learned and connect the dots to why the workshop was worth their time and get them ready for the next step with you.

Element #5 – Engage

Engaging your workshop attendees with a Q&A session is the perfect way to eliminate any fears or doubts that they may have in working with you.

Element #6 – Enroll

This is when you make an offer and invite them to enroll in your program. In this element, you’ll use benefit statements, testimonials, case studies, and program descriptions to entice your workshop attendees to join your paid program.

Each element in a wellness workshop is a step further in the client funnel with you which leads people to enrolling in your paid program.

Wellness workshops can be used in many ways to build a consistent client base. Let’s go over the top 3.

1) As we discussed, you can use them in a traditional way of promoting the workshop, registering people, and delivering it as an informational and educational training leading to an invitation to work with you.

2) Another way to use workshops in your coaching business to build a client base is to charge a fee, (typically $47 or less), for a 90-minute workshop. The difference between this type of workshop and a free workshop is that there is often group exercises and coaching along the way. This type of workshop can be an excellent stepping stone for someone thinking about working with you but they are nervous to spend a large amount of money. This gives them the opportunity to have a micro-dose of coaching with you that can be all they need to invest in a higher-value program with you.

3) One additional option for using wellness workshops to build your client base is to record the workshop in advance and offer it as an on-demand training to your followers. If you put the recording behind a registration page, it’ll require the person to submit their email address to get access, thereby growing your email list. You can also use the pre-recorded version as a nurturing component in your follow-up email sequence when someone subscribes for one of your other freebies. Either option works well and contributes to the nurturing process of your client’s journey with you.

When you choose wellness workshops as your main client attraction / client conversion tool you’ll be pleasantly surprised how quickly you’ll begin to enroll clients in your programs. Plus, when you choose one workshop from the library of topics I’ve created, you’ll be able to take advantage of the time-saving component of having everything you need right away and will be able to hit the ground running immediately.

To make it as easy as possible to promote and deliver successful workshops, check out about Karen’s done-for-you wellness workshops and SAVE 40% through Nov. 16^th, 2023, with code: WELLNESS.

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5 Holiday Promotion Ideas to Boost Revenue

by Kathleen LeGrys | Nov 7, 2023

5 Holiday Promotion Ideas to Boost Revenue

The holidays are just around the corner, and if you’ve been trying to figure out what to do for a special promotion for your health coaching business, we’ve got you covered.

You can run your holiday promotion any time in Nov. until January. There isn’t one set time frame that is a guaranteed winner, so choose the time frame that works best for you and what you think will be most appealing to your audience based on what you know about them. For example, if you know the holidays (between Thanksgiving and the end of the year) are super challenging for them, you might want to do offer something during that time to help them.

Decide when you want to run your promotion and decide how long it will be; 3-7 days is what we recommend. It doesn’t have to be a Black Friday sale – it can be any time. You can even wait until January if you want. The downside of running a Black Friday promotion is that it will get buried in the dozens and dozens of other Black Friday promotions people get. If you do want to do Black Friday sale, offering it a little early (at least a week ahead) is a good idea, so you stand out a little more in the inbox and beat the rush.

We want to let you know that you don’t need to create a brand-new program for this to be successful. You can use what you already have and gear it towards the holidays. As Emily Hirsh from Hirsh Marketing says, “You just put different wrapping paper on your offer.”

Let’s dive into the 5 holiday promotion Ideas we have for you. Pick one that appeals to you the most and set a date for putting it into place.

1. Holiday promotion idea #1: Host a free 5-day online challenge. Challenges are great because they allow you to grow your email list, build trust and connection and then once it’s over, you invite participants to your paid program. You cover one small topic each day (topics that are most relevant to your niche and what your audience struggles with) and at the end, let them know how they can get your support to continue the journey. You would typically run your challenge in a FB group or other online forum, where you either use live or recorded video (such as slide deck) as the main content and then also send daily emails. You can either put this together on your own or check out the done-for-you challenges I offer that makes this really easy. You get all the content, slide decks, and promotional materials to save you a ton of time and ensure you have everything you need to promote and run a successful challenge.

2. Holiday promotion idea #2: Host a holiday themed virtual workshop. Workshops are another great way to grow your email list, position yourself as an expert and then lead people to the next step to working with you. If you know of local businesses such as gyms, and yoga studios you could even host live in-person workshops if you want. Based on what you know about your audience, what is a topic that they would find beneficial? Brainstorm some ideas and see what comes to mind. You can either create your own slide deck in Canva or take advantage of the wide selection of done-for-you workshops Karen Pattock offers that include all of the content, slide deck, social media posts, marketing flyers and more.

5 Holiday Promotion Ideas to Boost Revenue

3. Holiday promotion idea #3: Come up with a special holiday offer for your 1-on-1 coaching. An example of this would be that people can enroll in your 3-month 1-on-1 coaching program and get a special bonus such as healthy holiday meal plans or recipes or an extra session for free. Maybe you have a pre-recorded course or workshop that you can include as a bonus. You don’t want your bonus value to be higher than you coaching program, but you can include more than one bonus if you want.

You want to position this as something related to the holidays AND your niche where you also highlight the problem they are facing this time of year. One example would be if your niche was helping people balance their blood sugar, you could say something like: “The holidays can be a tricky time to navigate when you’re trying to manage your blood sugar and your weight. In my 90-Day Healthy Holidays program, you’ll get support, proven strategies and delicious blood-sugar-friendly recipes that will equip you to get through the holidays stress-free and in control.”

In that messaging, we called out the problem – getting through the holidays while trying to manage blood sugar and weight, the name of the program and how it will help them – In my 90-Day Healthy Holidays program, you’ll get support, proven strategies and delicious blood-sugar-friendly recipes that will equip you to get through the holidays stress-free and in control.” You would add more details such as what’s included and what type of support they get, but that’s the basics of the messaging to have it tie into the holiday season.

4. Holiday promotion idea #4: Offer a special for your online group coaching program – include a bonus such as holiday recipes (use Meal Garden or That Clean Life). Similar to what you would offer for your 1-on-1 program, you can do the same for your online program or membership. Call out the problem they are facing this time of year and how it will help them.

5. Holiday promotion idea #5: Pre-Sale for a New Year program. If you plan to launch a program in January, you can offer an early bird enrollment special where people either get a bonus or pricing incentive – or both, if they sign up by a certain day. We recommend a 5-7 day promotion for this. This gives people an incentive to enroll now and they can start in January.

Bonus idea: If you aren’t ready to promote a program before the end of the year, use this time to grow your email list with something enticing your audience will love and appreciate, so when January rolls around, you’ll have new subscribers who may be ready to join in the New Year.

Which option appeals to you the most? If you feel like you have too many options, just pick one and test it. You’ll learn so much as you go and we can’t wait to hear about it.

Reach out to us on Instagram and let us know your plans and how it goes.

You can find me at Karen Pattock and Kathleen is at Kathleen LeGrys.

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3 Critical Elements Most Coaches Are  Missing in Their Marketing

by Kathleen LeGrys | Oct 9, 2023

3 Critical Elements Most Coaches Are Missing in Their Marketing

If you’re a health coach who’s struggling to fill your calendar with clients, you’re not alone. Many coaches find themselves in this exact situation, despite their best efforts.

With nearly a decade of experience coaching coaches just like you, we’ve identified the top three reasons why you might be facing this challenge. It’s likely a matter of fine-tuning some of the things you’ve already put in place, (and not a complete overhaul).

Join us as we dive deep into each of these critical elements and provide actionable insights that can transform your coaching business.

In this episode, you’ll discover:

The top 3 critical elements most coaches are missing in their marketing that is causing them to lose out on new clients and additional revenue to their business
The added layer you need to consider when defining your niche that makes all the difference between attracting your dream clients, or not
The role consistency plays in expanding your network, attracting the right clients, and future opportunities that otherwise would not have been available to you
The secret sauce that must be included when defining who your offer is for, how it helps them, and the transformation that it offers

If you’re ready to take your coaching business to the next level and achieve the success you deserve, let’s get started!

Before we dive into today’s episode about launching, we were wondering if you heard the good news! Karen Pattock and I are hosting a brand-new free LIVE training next week and you are invited to join us.

You’ll discover a Streamlined Roadmap that Attracts Dream Clients, Grows a Niche-Specific Email List and Generates Consistent Monthly Revenue on Autopilot

If you feel like your dream clients aren’t seeing or hearing you no matter how much content you create or how often you show up on social media, you’ll love this free training because we’re going to share a strategy to change all of that.

SAVE your spot here!

Let’s dive in to 3 Critical Elements Most Coaches Are Missing in Their Marketing.

The first critical element you may be missing is: Your niche and solution aren’t specific enough

As tempting as it is to keep your health practice general so you have more flexibility, the fact is that we just don’t live in a time when that’s the best choice when you’re trying to grow a wellness business. We live in a world that wants specific solutions to unique problems. We all want a specialist to help us. Whether you’re a business owner that specializes in pouring floor leveling concrete, (yes that’s a thing and a very specialized area of the concrete world), or you’re a health coach that specializes in helping your clients embrace an intermittent fasting lifestyle for hormone balancing and fat loss, it’s critical to declare a specialty.

We call that your niche and it’s one of the places we spend the most time with our Wellness Business Accelerator students. We teach a concept that goes beyond just choosing a niche though. We dig even deeper by teaching our students how to choose a marketable ideal client. That’s a person that knows they have a problem, is actively looking for a solution, and has money to invest. Once you get that dialed in, getting clients is so much easier.

Take for example, our student Sherly. She had this to say about working with us in the WBA program.

“I’m an alumni of the Wellness Business Accelerator! I can definitely say this is a library of knowledge for every coach to have. I changed my niche and went back over the modules. It’s frankly one of the best investments I have made. During completing the program, I signed up 5 clients in my beta diabetes program. Thanks K&K.”

We can help you get similar results using our lesson called: How to Finally Nail Your Niche Within 30 Days to Fill Your Program.

What we find with coaches going through the WBA is that many of them think they already have their niche nailed down when they come into the program. However, they still aren’t getting clients. Once they go through the nail your niche lesson they realize that they were still being too broad, we’re often attracting potential clients that don’t have money to invest, and weren’t as clear in their niche statement as they thought they were thereby missing out on client enrollment. There was still the element of generality that was keeping them stuck.

If you’re not getting clients on a regular basis and keeping your coaching calendar full then chances are you have more work to do on dialing in on your niche so you determine your marketable ideal client.

The second critical element you may be missing is: A crystal clear offer. Your offer must solve a problem your audience knows they have (not a problem you may think they want solved).

Once you’ve dialed in on your marketable ideal client, the next step is to make sure that your offer is crystal clear. Many of our WBA students come to us with a program that they offer, however, when we question them about who it helps, how it helps, and the transformation that it offers, they aren’t quite confident in their responses. That’s a problem when it comes to getting clients.

That’s because it takes time to define your program messaging so it is not only clear to you, the coach, but more importantly, crystal clear to your potential client. If they can’t relate to your program description and benefit bullet points they more than likely will not make the investment to work with you because they don’t understand what the offer is.

That’s why we make this a main focus inside the Wellness Business Accelerator program. One of our main lessons is called: Crafting An Offer That Immediately Increases Your Confidence & Sales

We know the importance of getting your program messaging just right and we work really hard to support our WBA members in getting it perfect.

For instance, when we worked with Gianna she sold her first VIP program for 6 months for $5,000!

Here’s what she had to say…

“I have more confidence in my offers and pricing and I’m getting organized and my systems set up. I can finally say I FEEL my business now. This program and your support have helped me flush out SO much of the unnecessary nonsense.”

I’m sure we can agree that selling a VIP program for $5,000 is a pretty exciting! Gianna was no different than you when she enrolled in the WBA. She had many of the pieces of her business figured out but they weren’t dialed in so that she and her clients were crystal clear on what she was offering. That’s where our implementation guides, trainings, and templates came into play. If you’ve struggled to get clients, chances are this is an area where you could use our support.

Now, let’s transition into the third and final element coaches are missing in their marketing.

The third critical element you may be missing is: The Role of Consistency

You may be rolling your eyes to this one, thinking…

“Hey K&K, I’m doing the very best that I can. Don’t you know that I have kids, a job, and other responsibilities? Showing up consistently isn’t as easy as you make it sound”

Believe me we get it. I know what it’s like to have that feeling of being pulled in multiple directions. I have 3 other businesses that I run with my husband, besides my own coaching business. The list of to-do’s is long. But guess what, I get to define what consistency looks like for me and so do you.

Before we tell you what’s possible when you get consistent, let’s talk about why it matters. When you’re showing up on a consistent basis through email, social media posts, livestreams, etc., your followers will begin to expect to hear from you on that schedule. They’ll learn your patterns and know when to look for you and when not to. Consistency doesn’t mean that you have to be showing up every minute of every day. It’s consistency based on your schedule. That could look like one email every other week and posting on social media just 3 times per week or it could be two emails each week and social posting every single day. The choice is yours.

As I said, consistency doesn’t mean every day but it does mean regular patterns and schedules. For instance, our podcast listening audience knows that every Tuesday there will be a new podcast from us. This is episode 330 and we’ve never missed an episode. That means that we’ve been consistent for 330 weeks in a row. But, in the beginning we could have chosen a bi-weekly release schedule and by now, after 6 years, our audience would know to look for us every other Tuesday. The key is that you get to choose the schedule that works for you and when you stay consistent in that way, great things can happen.

Meet one of our Wellness Business Accelerator students, Mark. He’s super consistent in his wellness business and he recently shared with us what he accomplished in one year.

“I hosted 25 workshops, worked with 1:1 clients from six different states, was a guest on 12 podcasts, and received more than 20 referrals.

Thanks to working with the two of you I have lots of achievements from this year that I’m proud of! I hosted 25 workshops, worked with 1:1 clients from six different states, was a guest on 12 podcasts, and received more than 20 references. While I am proud of these achievements, the most impactful one for my business came after a series of weekly workshops I hosted. One of the participants invited me to create a 13-week wellness resource video series resulting in a 5-figure contract. Thank you both for what you do!”

The best thing about consistency, as we’ve seen from Mark’s story, is that amazing opportunities can come just by showing up consistently. Opportunities that you otherwise would not have had. That could come in the form of new clients, podcast interviews, summit invitations, and the list goes on.

We have a couple of lessons in the Wellness Business Accelerator program that will help you become more consistent on a schedule that works for you in a way that actually attracts your dream clients. We’ll be opening enrollment for the WBA on October 17^th, and you can still get on our VIP wait list to be among the first to know as soon as the doors open.

Your goal is to choose a consistent marketing schedule that works for you and stick with it.

If you’re missing any of these 3 marketing elements, you’ll want to be sure to join us for our exclusive free living training to discover a Streamlined Roadmap that Attracts Dream Clients, Grows a Niche-Specific Email List and Generates Consistent Monthly Revenue on Autopilot.

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