5 Questions to Kick Off Your Wellness Business In 2022

5 Questions to Kick Off Your Wellness Business In 2022

5 Questions to Kick Off Your Wellness Business In 2022

Whether you like to kick off the new year in your wellness business by planning your first quarter, or you’re not quite back in the groove yet, there are 5 questions you want to ask yourself as you get started.

This is the perfect time of year to confirm that the business you’re building is one that is bringing you joy and happiness as well as being a good representation of yourself.

On this episode on The Wellness Business Podcast, we’re sharing the 5 questions and we are giving you our answers too.

In this episode you’ll discover:

  • 5 questions to ask yourself now to make sure you are on the right track
  • Why we find this exercise so powerful and how it will help you too
  • Why it’s so important to acknowledge what didn’t go well as much as focusing on what did

I share my answers on the podcast, and some of them may surprise you. I can’t wait to hear your answers too.

Tune in to this episode so you can kick off the new year with a bang!

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How to Get Great Testimonials

How to Get Great Testimonials

How to Get Great Testimonials

Did you know that people look for program and product testimonials before making a buying decision? Potential clients want to see and hear about success stories that help them envision the same thing for themselves.

Testimonials can help overcome objections and skepticism as well as help build your reputation and authority when they are used the right way.

We’re breaking it all down for you this week on The Wellness Business Podcast, so you know exactly how to obtain and use testimonials in your wellness business.

Here’s What You’ll Discover:

  • Why testimonials are so important to your success
  • How to ask for a testimonial without feeling awkward
  • What to do with the testimonial once you have it
  • How to use a testimonial to attract clients and grow your business
  • We’ll also share 3 options to fill your testimonial page even if you’ve never had a paying client

Why Testimonials Are So Important To Your Success

Each time you collect a new testimonial, you have just received a gold nugget that you can share (on your website and on social media) that validates what you offer is effective and provides results.

The reason that client testimonials are so important to your business is because it establishes that you have built a reputation within your niche and that you have had previous successes.

How to Ask for A Testimonial Without Feeling Awkward.

You should ALWAYS ask for a client testimonial as soon as possible when the client is feeling excited about their results.

Depending on the program, product or service you provide, that may mean you ask while your client is still working with you or immediately upon the conclusion of working together.

When you are coaching a client through a longer program, such as six months, you can ask for a testimonial around the halfway point and again once they’ve completed working with you.

By the time they reach the halfway point they will be experiencing positive changes and will already have a strong opinion of how valuable you are to their success.

The goal is to collect as many client testimonials as you can, and most people will be more than happy to do it.

What to Do with The Testimonial Once You Have It.

Now that your client has given you their testimonial, what’s the next step?

The next step is YOU must write a final draft of the testimonial. Meaning you compile all of their answers into one coherent, well-written success story.

It’s up to you to rewrite it, using as many of your clients own words as possible.

Write it in a way that actually answers commonly asked questions and be sure to emphasize the results that your client received when working with you. Keep it as true to their words as you can.

Let’s face it… not every client that you have is going to write the perfect testimonial. Chances are it will need some tweaking before it lands on your website.

You don’t want to change the message, but just make sure that it flows, is grammatically correct and is punctuated in the right way.

Once you have it edited just the way you want it, ask your client to review it one last time. Ask for their ‘A-OK’ on the entire testimonial.

Finally, ask them for a photo of themselves that you can place next to their testimonial on your website.

My recommendation though is to never publish a client testimonial without your client’s approval. Ask permission to use their first and last name or if they would prefer you use their first name and last initial – it’s totally up to them and their level of comfort for privacy.


How To Use Testimonials To Grow Your Coaching Business

  • Now that you have accumulated some amazing testimonials, let’s discuss how you can use them to grow your business.
  • First, you will add a “Testimonials” tab to your website where you will proudly display the results your clients have received by working with you.
  • Second, you can sprinkle them into your weekly blog post email or newsletter. Rotate them around every couple of weeks to keep the stories fresh and interesting.
  • Third, you should include the very best testimonials on your program/ product/service sales pages. Even if the topic of what you’re selling on the page is different than how you helped a specific client you can still use the testimonial. The purpose is to substantiate your expertise and authority within your industry.
  • Lastly, feel free to brag about your success stories on social media. There is nothing wrong with giving yourself a virtual pat on the back once in awhile. Plus, the potential clients that are using social media to check you out will enjoy learning more about how you’ve helped past clients.

Now, let’s dive into the 3 options you can use to fill your Testimonials Page, even if you’ve never had a paying client.

One of the longest and most difficult times as a coach is when you’re first starting out.

It seems that you have more questions than answers. One of the questions we get asked most often is, “What should I include on my Testimonials Page if I’ve never had a paying client?

This is actually a really great question and the good news is the answer is easier than you think.

There are three quick and easy options that allow you to quickly gather testimonials, even if you’ve never had a paying client.

Option #1: Ask colleagues or mentors to write a testimonial describing your expertise and commitment to your clients.

Who better to give you a recommendation than someone you’ve learned from or a peer in your industry that has knowledge of your programs, products and services?

They can add a substantial amount of credibility to your page, especially if they have an established business and reputation, (although this isn’t a requirement).

Option #2: Ask friends and family that you’ve helped and supported with your vast knowledge to write a testimonial describing how your support has caused a change or improvement in their life.

As a passion driven wellness business owner, you are more than likely sharing valuable tips and strategies with those around you all of the time. Even the smallest improvement in someone’s health or condition is worth documenting in a testimonial.

Don’t discount the impact you make on the people in your life.

Option #3: Document each time you participate in a local talk, online summit, guest blog or are interviewed on a podcast. This type of exposure certainly establishes your expertise and gives you the opportunity to share your knowledge with a larger audience.

If you’re being asked to share your information with someone else’s following, it is definitely noteworthy and should be included on your testimonials page.

All you have to do is take a screenshot of the webpage and write a descriptive paragraph about what you offered during the event.

Okay, are you ready to start collecting and sharing testimonials?

The key is to start asking for testimonials and to make it easy to do so, you can download Karen’s Client Acquisition Testimonial Formula here, so you are sure to get the best possible and useful testimonials.

 

 

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How to Conduct Effective Discovery Calls that Lead to New Clients

How to Conduct Effective Discovery Calls that Lead to New Clients

How to Conduct Effective Discovery Calls that Lead to New Clients

If you do 1-on-1 coaching, doing discovery calls is likely how you get most of your clients, so knowing how to conduct these calls effectively is key to growing your practice.

On this episode, we’re covering how to prevent your discovery calls from going off the rails, so YOU are the one who is in control of the flow of the conversation rather than leaving it up to chance and running the risk of the call getting off track and not being productive.

Grab your free Ultimate Health Coach Toolkit here which includes a complete discovery call script (and 6 other helpful resources).

Let’s dive in!

We recommend you have an outline or a list of questions to ask, so YOU are in control of the call because your discovery calls should be strategic and intentional. You don’t want your potential client to lead the conversation because it can quickly and easily go off the rails and then it can be tricky to get things back on track. It’s also important to set the stage at the beginning of the call to let your prospect know what to expect, since this helps put them at ease, while also establishing boundaries.   

Here’s one example of what I mean (this would be after you initial greeting):  I’m excited to get to talk with you today to learn more about you. I have set aside 30 minutes for our call (or however long your calls are) so I’d like to start out by asking you_______________ and then move into the first question.

If you have people fill out a questionnaire prior to their call and send it to you (this can be automated), you’ll have a lot of their information beforehand that you can review which is how I did it when I was a health coach.

If you don’t get any of their information beforehand, you may need to have longer calls, such as 45 minutes, but test to see what works for you.

The important thing to keep in mind is that when you have a list of questions to ask and you know how to lead people to the next step in making a decision about working with, you’ll enroll more clients, so it’s a win-win.

Your discovery call is like a sales process (it’s basically a sales call) where you are finding out what they need and where they are feeling stuck, so you can present your coaching as the solution to help them reach their goal or solve the problem. If you don’t have a framework in place for this, the call can end up anywhere, and it won’t be a good experience for either of you.

Here are 7 basic steps to conducting an effective discovery call  (download my free HC toolkit to get the exact wording):

  1. Welcome them to the call and ask how they are doing.
  2. Ask what their top 1-2 biggest challenges are right now (related to your niche).
  3. Why is that important to them to solve? What will it allow them to do? How would it feel if they reached that goal of had that problem solved?
  4. Confirm that this is an area where you help clients, if applicable, and share a story about a past client that had a similar issue/struggle.
  5. Ask if they would like to hear about your coaching program and how you can help them.
  6. If they say yes, give them a basic overview of your program and the investment and answer any questions they may have.
  7. If they aren’t ready to commit, ask them if it’s okay if you follow up with them. If they say yes, ask them when a good time would be to follow up. Put that date in your calendar and be sure to call to check in and follow up.

Being prepared is half the battle because when you know what you want to cover on the call, it’s easier to find out where your prospect needs help and if you are the right person to help them. If you can help them, you invite them to work with you.

This takes practice and fine tuning. The first few calls you do may feel a little awkward and you’ll learn what to change as you go. If you can practice with colleagues, that’s always helpful too, but just start however you can. The more discovery calls you do, the more clients you’ll have.

If you need ideas on how to promote your discovery calls, we covered 11 ideas on episode 91 of The Wellness Business Podcast.

Learning how to master discovery calls to enroll new clients is a key conversion strategy for many health coaches. In this episode, you’ll learn exactly what you can do to increase enrollment on these calls.

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Designing the Perfect Home Page for Your Wellness Business

Designing the Perfect Home Page for Your Wellness Business

Designing the Perfect Home Page for Your Wellness Business

Designing the perfect homepage for your wellness business can be tricky but once you have a clear understanding of the purpose that page serves on your website, it becomes much easier. Your website is like your online home and the homepage is like the foyer where you greet a new guest. You invite them in and give them the lay of the land to help them feel more comfortable and at ease and help them know where to find things.

In this episode, we’re going to walk you through our 10-point website homepage checklist so you can create a new homepage or improve on the one you already have.

In this episode you’ll discover:

  • The overall purpose of your website homepage so you can maximize your visitor’s overall experience, (and keep them on your website longer)
  • Our 10-point homepage checklist and how to apply it to your website for better results
  • Why going through this exercise will be an eye-opening experience for you so you’ll be able to improve your website marketing message to attract more dream clients

If you’ve been wondering if your website homepage is set up to attract your ideal clients, you’ll want to tune in!

No time to listen to the podcast right now?

Here is a breakdown of the 10-point home page checklist we cover:

Point #1: Navigation Bar

The navigation bar should be located at the top of your website homepage. At a minimum it should include a tab for the about me page, paid programs/services and a contact me form.

Point #2: Search Icon

The search icon should also be located at the top of your website. It gives your website visitors the ability to search for keyword and topics within your side that interest them.

Point #3: Marketing Statement

Your marketing statement is a simple one sentence structure that shares who you help, how you help, and the outcome or transformation that you offer. It’s structured like this –

I help ______________ get ______________ result using ___________ method.

A great example from one of our Wellness Business Accelerator students is:

Helping women lose weight and tackle menopausal symptoms with personalized intermittent fasting and self-care strategies.

Point #4: Your Picture

It’s important to include your picture at the top of your website because as a personal brand, you are truly selling yourself as much as you are selling the transformation that you offer. Your dream clients want to get to know you and by showing up at the top of your homepage you’ll start building a relationship and the know, like trust factor with them immediately.

Point #5: List Building Freebie

It’s important to add your email list-building freebie title near the top of your homepage as well. It should be visible on a desktop computer without needing to scroll down to find it, (which is called above the fold). You will capture the most emails from your website visitors in this location.

Point #6: Opt-In Box

The box for someone to add their email address should also be located above the fold (the top of the webpage before people have to scroll down to see and read more). I recommend either just one box to capture their email address or two boxes, one for their first name and one for their email. The more boxes you add beyond that will discourage your website visitors from downloading your freebie.

Point #7: Direction/Guidance Buttons

Direction and/or guidance buttons should be located near the middle of your homepage. Think of these like shortcuts to the places on your site you most want to take your visitor. Just create three or four graphics and then hyperlink that graphic to the desired page or location (see my home page for an example of this). 

Point #8: Testimonials

Since it’s likely that your website visitor will scan your homepage quickly, it’s nice to include two or three brief testimonials from past clients.

Point #9: Latest Blogs

If you are someone that publishes a blog through your website, it’s a good idea to add a summary of the last three blogs on your homepage (see my homepage for an example). The idea is that when your website visitor scans the page a few of your recent blogs will capture their attention and then they’ll stick around to read them.

Point #10: Social Media Links

One of the easiest ways to get new social media followers is to include links from your website homepage to your main social media profile and business pages. We recommend that you link only to the social media platforms that you are active on. If you aren’t posting consistently, don’t link to that platform.

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The #1 Thing to Include on Your Sales Page to Increase Program Enrollment

The #1 Thing to Include on Your Sales Page to Increase Program Enrollment

The #1 Thing to Include on Your Sales Page to Increase Program Enrollment

If you want more people enrolling in your coaching programs, there is one key thing you need to include on your sales page.  This one element will have a huge impact on whether people stick around to keep reading or if they click away within seconds. 

The good news is that it’s easy to implement when you know what to do.

On this episode of The Wellness Business Podcast, you will discover:

  • The #1 thing to include on your sales page to increase program enrollment
  • Two specific examples you can use to assist you in writing your own high-converting sales page
  • The key to get any reader to stay on that page to consume more of the information is to grab their attention immediately with a client-specific headline and sub-headline, (you did all the work to get them there, now let’s make sure they stay)

If your sales page hasn’t been converting the way you’d hoped, you’ll want to tune in to find out the number one most important thing to include on your sales page to increase program enrollment.

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