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Client Attraction
3 "cheat codes" to get more buyers
| "Kids are like weeds, they grow up quick and they’re hard to get rid of" -Luke Charlton One of the things that really surprises me about having kids is how much they trigger me. I’m talking a deep rage. And, it’s often for stuff that’s not that bad. For example… One of the things that gets Big Pappa Charlton angry is when my kids fall over and hurt themselves. You would think my first reaction would be empathy. But no - it’s deep anger. The reason? I think I get pissed because they don’t listen when I tell them to slow down. And then when they hurt themselves I feel they wouldn’t be in that position if they had just listened. Another thing that gets me angry is when Indi (3) snatches something that Olive (1) is playing with. Man that pisses me off. Or another one is when Indi hurts Olive. Now that really gets my blood boiling way more than I know it should to the point I start having visions of what life would be like if I just hurled Indi over my balcony. (Living in a cell somewhere probably) Now, I’m joking, of course. I would never physically hurt my kids. (Although, I totally now get why some parents hurt theirs) But the point is… There are things my kids do that trigger me to react a certain way. And no matter how much I try to rationalise my way out of it by saying things to myself like, "Big Pappa Charlton, you’re at the playground. Your kids will probably fall over and hurt themselves. It’s Ok. They’re kids" - I still get triggered when it happens. I just can’t help it. Now, the interesting thing about triggers is they don’t just apply to parenting. I’m sure you’ve been in a relationship before when your partner has triggered you in some way. (Alana has a list of about 43,000 ways I trigger her. We go through it most days) Or when a client or colleague has really pissed you off. It happens to us all the time. And these types of triggers are typically different from person to person. With many of them being created in our childhood (due to abuse or negative experiences). The other type of triggers are the ones we ALL share in common. And it’s these triggers you can speak to in your marketing to get your prospects to react in a way (virtually against their will - just like Pappa C with his kids) that leads them to your coaching program. For example… "Status" is a trigger. When you show how your product can increase your prospect’s status, they’ll be attracted to it (and they’ll pay more). This is why people pay $5,000+ for a Gucci bag when the quality of the bag is basically exactly the same as a $300 bag. Another trigger is "credibility". When you can show how you’re a credible expert your prospect will be more trusting of you (and therefore more willing to part with their money) This is why at the beginning of a webinar or email sequence I’ll typically mention I’ve spent over 16 million on ads, generated 500,000+ leads, helped clients bank over 50 million in revenue, worked with over 4,000 Coaches etc. It’s all to prove my credibility. Another powerful one is "ugency/scarcity," which you’ve probably heard of, and there are many more. Now, this email is not to go through them all (that’s what my program is for). The point I’m making is - triggers make your prospects react whether they want to or not. Yes, even if they try to rationalise why an "urgent deadline" shouldn’t or won’t affect them… it will. They can’t help it. It’s been baked into our lizard brain from birth. So knowing these triggers you can see how simple, quick and easy it is to move people toward your premium offer - even if they resist. It’s almost like have "cheat codes" in a game. When you know the codes, it becomes easy. And this is exactly why my clients love working with me. I show them how to use these simple triggers in their daily emails to get more clients beating down their door. Would you like the same cheat codes to get more high paying clients? Then make sure to put your name on The 15 Minute Client program waitlist so when spots are open you’re first to know: https://scale.lukecharlton.com/waitlist/the-15-minute-client/ -Luke Charlton Location: The Man Cave |
What to do if appointments are low
Recently, I had lunch with some of Alana’s family.
And, during the lunch Alana’s cousin asks me…
“Luke, my daughter is about to go to uni…
What advice would you give to her to be successful in her career?”
A great question.
And, even though I’m usually asked how to be successful as a Coach, I knew exactly what to say.
The reason?
Because I consult with many 7 and 8-figure businesses and know exactly what they look for in a great employee.
Here’s what I told her…
“If I went back in time and I was going to work in a 9-5 type career like your daughter, one of the first things I’d do is identify the company I’d love to work for - and go work there for free.
And if they didn’t take me, I would hound them every week until they did.
Then, when they give me the intern position I would work my butt off.
I would ask lots of questions.
I would show up early and leave late.
I would go above and beyond what was expected of me.
Basically, I’d be one of the best employees they’d ever seen.
And yes, I’d do all of this while at uni.
Then, at the end of the internship I’d apply (or ask) for a paid position.
And the reason I’d do all of this is because…
- This gives you invaluable experience in your industry (experience you leverage to get a job at the company- or another one)…
- This gives you invaluable relationships in your industry (relationships you can leverage to get a job at the company or somewhere else)…
- This gives you a job in your industry (and isn’t that why you’re going to uni?)…
But most of all…
The reason I’d do this is because I know one of the biggest pain points of business owners is finding motivated staff.
Not skilled staff.
Motivated staff.
The reason?
You can teach skills. Very hard to teach attitude.
And so that’s why business owners know, when they find someone that’s motivated and that goes above and beyond - they want to do everything they can to keep them.
(The smart business owners anyway)
This is the easiest and quickest path to success in a 9-5.”
So that was my advice.
Did she take it?
Time will tell.
Most people when you give them free advice typically ignore it. But that’s another lesson for another day.
The reason I’m writing you this email is that it got me thinking about “motivation”. And how key it is to getting your clients results.
But often, it can be hard finding motivated clients.
For example…
Does it frustrate you when a client signs up to your course or program, only for them to do nothing?
Me too.
So what’s going on here?
A lack of motivation.
It’s weird because they’ve just paid you a good chunk of money to join your program…
But then they do nothing?
The truth is, you will always get this no matter how good you are at vetting people before they join.
However, there are definitely things you can do to bring a more motivated client on board.
And that’s a good thing because the more motivated they are…
—> The better the results they get…
—> The more they’ll pay…
—> The more they’ll refer, and…
—> The more impact you’ll make.
To name a few.
So in no particular order, here are a few things to bring on more motivated clients…
- Charge more
It’s simple…
The more invested they are financially, the more they’ll take action. - Make them wait
Specifically, have a waitlist for your program.
The more you make them wait, or the more hoops they have to jump, the more they’ll value the opportunity to work with you (and therefore, prove - through their effort - they are a worthy student). - Pick a more urgent problem
It goes without saying…
The more urgent the problem, the more motivated they’ll be to get rid of that problem.
Coaches often choose a problem, but it’s not urgent enough.
For example…
They might say, “I’ll help you in your relationship with your spouse” when they could say….
“I’ll help you stop your divorce”.
Notice the difference in urgency?
The Coach is still delivering relationship advice only they're speaking to a more urgent problem.
The other great thing about picking a more urgent problem is that you’ll get a lot more appointments coming through on your calendar.
Why?
Because they want the problem solve ASAP.
Also, your lead cost tends to be cheaper in your ads as well with a more urgent problem.
Bottom line: there’s only upside to marketing toward a more urgent problem.
Anyway, those are a few things to do to get more motivated, high paying clients knocking down your door.
Want more?
Well, I teach a whole lot more in my 15 Minute Client program.
From choosing a better problem, to crafting a better offer, to building a list of buyers to closing those buyers with one simply daily email.
If you’d like to know when the doors open next, simply put your name on the waitlist here:
https://scale.lukecharlton.com/waitlist/the-15-minute-client/
-Luke Charlton
Location: The Man Cave
Free Guide Reveals: The 9 Email Offers that Get Coaching Clients Free
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