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Virtual Coaching Sales empowers business owners to grasp the freedom, wealth and impact they desire by setting up virtual sales teams that allow information marketers to systematize and automate the sales process for their highest-end programs, ensuring increased customer satisfaction and significant profit growth.

You are getting lost in the noise. Your target client has already downloaded ten free reports, subscribed to five monthly newsletters, and has purchased a wide array of $997 Home Study Courses that are gathering dust on their shelf.You need a consistent process that sells your high end coaching programs and mastermind groups, not just once a year at your big event, but day-in and day-out. Without it, you are hurting your margins and you’re hurting your clients.“Virtual Coaching Sales Team” gets straight to the heart of our uniqueness.VirtualWe wanted to make sure we had a global reach, not just for our clients who have customers all over the world, but it also allows us to hire staff from all over the world. Technology ...

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Most people are now familiar with “VA”s – Virtual Assistants, who provide administrative assistance to clients remotely from a home office – but we take that concept to a whole new level.

Our Virtual Coaching Sales Team’s objective is to “convert the unconverted”. We identify the best, most logical opportunities to call a lead throughout your sales funnel. We educate the prospect, develop a relationship, and then walk them through a specially-formulated diagnostic process that sets up a high-end consultative sale. There are two primary roles – the Appointment Setter and the Closer. The appointment setter acts as a customer service agent, getting to know the prospect, their needs, why they o...

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Believe it or not, but raising your prices is in your clients’ best interests.You are making higher profit margins and your customer is getting better results = WIN-WINYou would think that increasing profits would be inversely proportional to customer satisfaction, but we’ve found just the opposite. You know from personal experience that you do not value the $1000 product the same way you value the $10,000 product – there is a level of commitment that your pocketbook creates for you when you puta big chunk of change on the line. When we sell a high-end coaching program, those customers really Own the process and recognize that they need to Step Up and make their own success. So we find that our client’s customers ...

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We train our sales teams to take leads through a four-step process: Engage, Educate, Qualify, Close. As mentioned before, we always have at least two people on a team: our Appointment Setter and our Consultative Closer (we usually call them Assistant and Premier Coaches when talking to your prospects).Our appointment setters are responsible for taking the leads and initiating the Engagement process. They do whatever it takes to start a conversation. We start with “warmish” leads – people who have opted in for something like a free newsletter or recorded webinar – and this allows our appointment setters to ask some simple questions: “Did you receive the materials? Do you have or want to start a business? What...

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We like to describe it as taking a passive prospect and waking them up! Generally your leads have downloaded a report, but they haven’t read it; they’ve registered for a webinar, but they haven’t attended; they’ve purchased a low-end home study course, but they haven’t activated it. Our appointment setter reaches out in the spirit of customer service, providing assistance to guide them through whatever material they’ve requested and provide some coaching. They help them understand the key benefits that material offers and then to conversationally set up the sale. So the call is to help them consume whatever educational materials they’ve already received.

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One of my favorite (and most effective) methods of prospecting new or past clients in a casual manner that feels good for both parties is through a Sales Survey. I just led a team retreat where we invited people to chat (“Hey! Do you have a few minutes to chat later?”) and role-played through these scripts, and then let them loose to have their conversations. Each person who completed the exercise came back into the room with at least one follow-up “closing call” scheduled, many had 3 or 4 on the books; one gal closed her first deal and another signed a $1500 package.
It’s easiest to start any new sales script by role playing with someone you trust who can “play along”. When you feel confident and are ready to approach the sale as an act of love and service, jump on the phone and start calling!
I’ve created three versions: One for friends and family (which may be the hardest group to reach), one for past/current clients you’d like to upsell, and one for acquaintances.
As in everything I teach — make sure it FEELS GOOD. It should feel like a natural conversation. All you’re doing is “market research.” If your “research” indicates they’re an ideal client, then send them your brochure before your next call and email me asking for my Closing Script! 🙂
Go ahead and try this with at least 3 people today and let me know in the notes how it goes…

FOR FRIENDS & FAMILY MEMBERS:
As you know, lately I’ve been starting a new business and I wanted to get some feedback of what aspects are appealing and where I can get clearer on my offering and pricing… May I pick your brain for just a few minutes?
Fantastic! So I consider myself in the {INDUSTRY} niche… Tell me a little bit about your experience with this industry…
— What have you tried? Did it work well, did it not work well?
OR
— What are your first impressions of {WHAT I OFFER}?
Okay, so you {MIRROR BACK WHAT THEY JUST SAID}, is that right?
So what’s the most appealing aspect of {WHAT WE OFFER}? What do you like about it?
And what would make you hesitate? Why might you not {ACTION YOU WANT THEM TO TAKE}?
So while you really like {ASPECTS THEY LIKE} but you {REFLECT BACK THEIR OBJECTIONS}… Am I hearing that right?
So, what are some of your personal goals in {BROAD AREA: HEALTH, WEALTH, TIME, HAPPINESS, etc.}? …What would be a Dream Come True experience look like for you?
Alright, so if I were able to help you achieve [Dream Come True], I’d love to hear your thoughts on how I might price that… Can you give me a range? I know there’s a “No Brainer, Of Course, Let’s Get Started” price point and a “Bit of Stretch, but I’d Still Feel the Value” price point… Can you give me a feel for what that range would be for you?
So, if I were to offer you a {$$$ TIME-LENGTH} program… what would you expect to get from that program?
Okay, so if I were able to offer [RESULTS] at a {$$$} price point, you would be excited to sign up?
Alright, so I’m working on a proposal that I think would be perfect for you… Can we set up a call next week to walk through it together and see if it’s a good fit for both of us?
Okay, I’ll send that right over… {Send confirmation email with program brochure}
FOR PAST CLIENTS:
Hey, I’m so glad we’re getting a chance to reconnect. How have you been?
Tell me your story since we chatted last…
Who/Where were you before we worked together?
What did you get / have you gotten out of the experience?
What would you like more of?
I’m feeling like it’s time for me to offer a deeper experience, either through {YOUR IDEAS: eg. group sessions or more intimate 1:1 time with me}… Can you tell me what would be most appealing about for you?
What would be a Dream Come True experience for you if we were to work together more closely this year?
Alright, so if I were able to help you achieve [Dream Come True], I’d love to hear your thoughts on how I might price that… Can you give me a range? I know there’s a “No Brainer, Of Course, Let’s Get Started” price point and a “Bit of Stretch, but I’d Still Feel the Value” price point… Can you give me a feel for what that range would be for you?
So, if I were to offer you a {$$$ TIME-LENGTH} program… what would you expect to get from that program?
Okay, so if I were able to offer [RESULTS] at a {$$$} price point, you would be excited to sign up?
Alright, so I’m working on a proposal that I think would be perfect for you… Can we set up a call next week to walk through it together and see if it’s a good fit for both of us?
Okay, I’ll send that right over… {Send confirmation email with program brochure}
FOR ACQUAINTANCES:
Hi NAME! I saw your name come up and I just felt this nudge like we should be talking…I’m so glad we got this chance to connect.
I don’t know if you know this or not, but I am a {YOUR TITLE} and I would love to get to know you a little better and see if I might be able to support you… If not, hopefully you can just give me some insights on how to better serve people like you — would that be okay?
…It’s just a couple questions, it should only take about 5 or 10 minutes, alright?
Okay, so let me jump right in!
Tell me a little bit about your experience with {MY INDUSTRY}…
— What have you tried? Did it work well, did it not work well?
OR
— What are your first impressions of {WHAT I OFFER}?
Okay, so you {MIRROR BACK WHAT THEY JUST SAID}, is that right?
So what’s the most appealing aspect of {WHAT I OFFER}? What do you like about it?
And what would make you hesitate? Why might you not {ACTION YOU WANT THEM TO TAKE}?
“So while you really like {ASPECTS THEY LIKE} but you {REFLECT BACK THEIR OBJECTIONS}… Am I hearing that right?”
So, what are some of your personal goals in {BROAD AREA: HEALTH, WEALTH, TIME, HAPPINESS, etc.}? …What would be a Dream Come True experience look like for you?
Alright, so if I were able to help you achieve [Dream Come True], I’d love to hear your thoughts on how I might price that… Can you give me a range? I know there’s a “No Brainer, Of Course, Let’s Get Started” price point and a “Bit of Stretch, but I’d Still Feel the Value” price point… Can you give me a feel for what that range would be for you?
So, if I were to offer you a {$$$ TIME-LENGTH} program… what would you expect to get from that program?
Okay, so if I were able to offer [RESULTS] at a {$$$} price point, you would be excited to sign up?
Alright, so I’m working on a proposal that I think would be perfect for you… Can we set up a call next week to walk through it together and see if it’s a good fit for both of us?
Okay, I’ll send that right over… {Send confirmation email with program brochure}
NO BROCHURE? NO PROBLEM: If you don’t have a program brochure to send over THAT’S OKAY! Just write up what you’re proposing into a nice letter that outlines what they’d be getting for how much money over what time frame. Save it as a PDF and send it over.
If you need a logo or want it to look more professional, hire someone on Fiverr.com to “pretty it up” for you! Search under Graphics & Designs –> Flyers & Posters for an artist whose gallery you like.

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HubSpot’s “2013 State of Inbound Marketing” reports the average cost for an outbound lead is $346; for inbound marketing, the average cost per lead is $135. A Forrester Research study found that average conversion rates were 2.9 percent.

So, let’s do the math…

If you need approximately 34 leads to close a sale, and each lead costs at least $135, you need to be selling a $4590 product to just break even on your marketing efforts. How do you compare?

But here’s what we noticed — telemarketing had the lowest Cost Per Lead of the top nine marketing choices:

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Why do you think that is?

Because people respond to personal connection!
But you and I know from personal experience how distasteful an unwanted telemarketing call can be, especially when it interrupts your family time… and you wouldn’t want it to distract you during work time, either, so really, there’s no GOOD time to have someone cold call you to sell you something.

Virtual Coaching Sales does things a little bit differently… We leverage the power of the personal touch by supporting your traditional marketing efforts, ensuring that each of your “Click-Throughs” and Opt-Ins, gets a call with a real live human being, who genuinely cares for their best interests and wants to help them grow and succeed.

The sales team dramatically increases profit margins for an info-marketer by maximizing every potential lead.
By picking up the phone and calling every one of your leads, your sales team will develop high-trust relationships that result in selling higher priced programs and increasing the lifetime value of each customer through greater satisfaction and social proof. By connecting with your leads who are not currently converting, our sales team conversationally converts them into your highest end programs; it’s like “finding money” in your lists.
How many people in your database have you called personally, just to say Hello and Thank You?
If we could increase your average conversion rate from 2.9% to even just 10%, you would decrease your cost per sale by 71%! So you can see how hiring a sales team will VERY QUICKLY pay for itself by converting leads you had given up on.

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“IF YOU’RE REALLY GOING TO MAXIMIZE THE VALUE OF YOUR LIST, YOU’RE REALLY GOING TO HAVE TO BREAK DOWN AND CALL THE PEOPLE!” — ROBERT SKROB, PRESIDENT OF THE INFORMATION MARKETERS ASSOCIATION
Is there really “hidden money” in my list?
It’s easy as a marketer to think that because a lead isn’t converting from our marketing process that they’re not a good lead; that once a list has been propositioned a few times, that we’ve gotten all the value out of it that we can.

But there is always a group of potential clients out there, who would love to buy your highest-end programs if they were held by the hand and coached through the process.We’ve found that while automation is a...

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