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Sales
Something tells me this Coach is broke
A while back I tried a new LinkedIn strategy to get Facebook ad clients when I was thinking of running an agency.
The idea was to connect with potential prospects, start a convo and then go from there.
(There’s more to it than that obviously, but that’s the general gist)
And, while the good news was, my VA did 90% of the work for me, and I got a lot of good responses.
The bad news was, I had to have a lot of conversations just to land one client.
And that just reminded me why I gave up the "free" client-getting strategies.
They’re OK if you’ve got a lot of spare time to burn - but I didn’t.
And even if I did…
I’d rather spend that time with my family or looking up conspiracy theories about the elites eating babies.
What?
Anyway, while many of the conversations led to nowhere, I did get some hilarious responses.
For example, one of the people I connected with must have taken a look at my LinkedIn profile before she responded.
Here’s what my LinkedIn profile said at the time…
"1 Billion Emails Sent, $40M+ Banked for Clients, $8M+ Spent on Ads, 500,000+ Leads Generated, Over 4,000 Coaches, Consultants & Experts Served"
And here’s what she said…
"Wow, that's a lot of $$ signs in your profile Luke. I'm not interested in making money. Go find the self-interested narcissists. Cheers Kristyn"
Funny.
And also kinda sad.
All I had done up to that point was connect.
I hadn’t pitched anything at all.
So for her to go from zero to that comment something had obviously triggered her.
I suspect it’s probably because she wasn’t making any money at all?
After all, if you’re successful you ain’t making a comment like that.
Here’s the thing…
If you’re a Coach that earns good money, or has no problem making good money, you know that there’s absolutely nothing wrong with that.
In fact, all money is is an exchange of value.
You give your service to your prospect, and that’s valuable to them.
And they give you money for your service, and that’s valuable to you.
So the more money you make simply shows how much value you’re creating in the world.
More:
The other important thing about making money is that you need it for your business to thrive.
You need it to pay for your tech platforms…
You need it to pay for your ads…
You need it to pay for your VA’s and employees etc…
So the more cash flow you have coming into the business, the more you can reinvest in it, the more you can grow, the more people you can serve.
Point being:
Earning revenue - and lots of it - is a very good thing.
Of course, it can be used for bad as well.
But that doesn’t mean money in itself is bad.
It means the person using the money for bad things is bad.
Hopefully, Kristyn has realised that by now.
And if not, she’s probably not in business.
With that being said…
If you don’t want to earn a lot of money in your business, then I can’t help.
However, if you like the idea of earning a great income while making an even bigger impact, then the self-interested narcissist "Big Pappa C" may just be your man.
I have a program that gets you clients sending one email every day.
Of course, there is some setup involved (which takes about 4 weeks) to get people coming onto your list on autopilot, but once done all you’ll need to do is send one 15 minute email each day to get clients lining up to work with you.
(And yes, I show you how to come up with the content and send out the emails without it taking a ton of time)
If this sounds like something you’re interested in, make sure to put yourself on The 15 Minute Client Waitlist here:
https://The15MinuteClientWaitlist.com
You’ll be first to know when spots open.
-Luke Charlton
The Man Cave, Canberra
Why we happily bought $12 muffins
A few days ago Alana walked in the door with 4 English muffins.
The price of them?
$12.
Pretty ridiculous when you consider you can get most other types of English muffins for $4 or so (and in those packets you get at least half a dozen).
However, the funny thing was, she happily paid this price.
Why?
Well, these weren’t no ordinary muffins.
No siree.
Let me show you the copy this company wrote on the back of their muffin packet…
“It takes us three days to make an English muffin.
Day 1: mix dough from premium, sustainable ingredients and cold prove for 24 hours.
Day 2: hand roll then cold prove for a further 24 hours.
Day 3: steam for 30 minutes, cool, then bake for 10 minutes.
Why go to all this effort?
Slow, cold proving gives superior flavour; steaming prior to baking locks in the moisture and lengthens freshness.
If you’ve had a better English muffin somewhere in the world, please let us know!”
And let me tell you…
These were the best muffins Big Pappa C has ever eaten.
And, we’d pay $12 for another 4 in a heartbeat.
But the real question is…
How are they able to attract customers that happily pay 3x more than other muffin manufacturers?
Well, if you read the above copy again, the answer is simple…
They differentiate themselves.
And how do they do that?
By describing the process in which they make the muffins.
Also, do you notice how they talk about why they go to all this effort?
So they can get you a better tasting/fresher muffin (AKA: talking about the why enables them to talk about the enhanced benefits of their process).
This is great copy.
And the funny thing is, for all we know every other muffin manufacture could be using the same process. But just by the fact they’ve put it on their packet differentiates them and enables them to charge far higher prices for a commodity item.
More:
We can take this lesson and now apply it to your coaching business…
If you want to charge more you must differentiate yourself somehow.
And, there are 2 primary ways to do this…
The first is by choosing a specific niche.
As you know, when you niche down it enables you to stand out because you’re speaking to a crowd of people that’s underserved.
Also, niching down enables you to charge more because now this crowd sees you as a specialist.
This is by far the easiest way to differentiate.
And the second way is by using what Gene Schwartz calls a “unique mechanism.”
This is where you use your unique system/methodology to differentiate yourself in the marketplace.
This is why you see so many gurus giving their systems weird names.
For example…
The “Invisible Funnel Method.”
The “Sales by Chat System.”
“The Double Your Dates Strategy”
“The Divorce Decision Program”
Etc etc.
They’re not doing this just because it sounds cool.
They’re doing it to cut through all of the other marketing messages.
If you’re in a broader market (AKA: not a niche), you need to do this.
You need a unique mechanism and you need to know how to use it to cut through the market.
This requires a much more sophisticated approach with your marketing.
And, it can be done.
(I do it and do it for my 7-figure+ clients)
But you need to know what you’re doing.
This is why I say if you’re a Coach earning less than $100k/mo, then you shouldn’t worry about any of that.
Just niche down as this is the much shorter path to get to your revenue goals.
Then when you get to a certain level of success, you can broaden your message if you want.
With that being said…
If you like the idea of charging 3x more for your services and have your clients happily pay for it, then maybe I can help?
I have a program called The 15 Minute Client that shows you how to attract clients with one daily email, and also…
Shows you how to significantly raise your fees without scaring away prospects (or feeling like a fraud).
Click here to jump on the waitlist so you’re first to know when doors are open:
https://The15MinuteClientWaitlist.com
-Luke Charlton
The Man Cave, Canberra
The goat that teaches how to sell high-ticket
There are many Coaches who struggle to take money from their prospects.
It makes them feel like an "imposter" or "salesy".
And, Big Pappa C used to feel this way back in the day.
But now I personally enjoy taking big wads of cash from my clients.
And, you should too.
After all, you’re transforming their lives - and that’s got to be worth a lot, right?
So in order to help you out, I thought I’d explore a simple analogy.
Here we go…
First, imagine you’ve been transported back a few thousand years to when people still bartered.
And also imagine you’re a very fine sword maker.
You have the finest, strongest swords in the land.
Now, I also live in this time and I’m a goat breeder.
And, for some reason, my goats have super massive udders that produce a lot of milk.
I’m known as "The Man Who Produces Big Uddered Goats".
So anyway…
One day I’m walking along with one of my goats, huge udders dragging along the ground, and I pass by your sword making shop.
And, I’ve been meaning to get a sword in case I ever need to defend my family.
So I approach and ask if you’d like to trade one of your swords for my goat with gigantic udders.
You love the idea because you’ve been needing a goat at home to produce milk for your family…
And the huge udders are a big bonus.
It’s a great win win situation.
So we trade and both of us are super happy.
Now, let’s do the exact same scenario again…
Only this time we’ll fast forward a few hundred years to a time we’re using coins (AKA: money) to buy stuff with.
So once again I approach your shop because I need a sword to defend my family.
I ask, "how much?"
You say, "3 coins!"
"Wow, what a great deal," I think to myself.
I buy the sword.
I’m happy because now I can defend my family, and you’re happy because you got 3 gold coins to buy that goat you’ve been needing to get.
So…
What’s the difference between the two scenarios?
The only difference is the addition of money to make the exchange of goods and service easier.
If you notice - even when money is involved, we are still exchanging value between two parties.
And also, in the second scenario both parties end up being happy because they get what they want.
So here’s the point "The Man Who Produces Big Uddered Goats" is making…
We don’t live in an age anymore where a prospect trades a big breasted goat (or whatever item) for your coaching services.
Instead, they give you money as an exchange of value.
Money = value to you.
Coaching = value to your prospect.
All you’re doing when you’re selling your coaching is exchanging value - just like thousands of years ago when you swapped a goat for a sword.
It’s just an exchange of value.
But for whatever reason some Coaches see taking money from their prospects as a negative thing.
They see their prospect losing in the deal and they’re winning.
As we’ve just established - this is totally incorrect.
Your prospect HAPPILY gives you their money because they find huge value in your service.
Of course, how much they give you will depend on how well you communicate the value of your service.
But that’s another lesson for another day.
For now, next time you sell just think of a goat with over sized udders and I’m sure you’ll be as happy as I am when you take a big wad of cash from your new client 🙂
With that being said…
If you need more clients and you hate all that "funnel stuff" then maybe my 15 Minute Client program can help?
Basically, I show you how to craft an offer that communicates the true value of what you do (so you can charge a lot more)…
And then I show you how to sell that offer one simple email per day (yes, even if you don’t yet have a list).
And that’s it!
To get on the waitlist so you’re first to know when I have spots open, click here now:
https://The15MinuteClientWaitlist.com
-Luke Charlton
The Man Cave, Canberra
5 useless things that won’t get you clients
Today, I had a Coach reach out to me with a problem…
They’ve run a bunch of ads, spent a whole lot of money, and nothing has worked to make their funnel convert.
A very common story.
And so they asked me…
“Luke, what do you think is the problem?
I think it might be the tag line of my program?
Should I create a better tag line?”
I hear stuff like this all the time.
Coaches focus on things that make absolutely no difference to the sale.
I’m not sure who’s teaching this but I’d thought I’d help you out by listing a few things you don’t need to get clients.
Here we go…
- A great tag line.
Seriously, no one cares about your tag line.
They also don’t care about the name of your program.
These won’t make or break the sale.
What will make or break the sale?
Your program “promise” (AKA: the “result” your program promises).
In fact, it’s the most important part of your offer because that’s what they’re actually buying! - Business cards.
Sure they look nice. But should you be spending time on them? No way Jose´!
Why?
Because they won’t make or break the sale.
Forget about them. - Pamphlets.
Please tell you’re not printing pamphlets?? - “Likes.”
Ever notice how those likes don’t translate into clients?
Exactly.
The only thing they’re good for a pumping up your ego.
Forget about getting more likes.
And if you’re currently spending money on ads building the “likes” on your page, turn it off right now!
It’s a huge waste of money.
And finally, the big one… - A website.
Yes it’s true - you don’t actually need a traditional website to get clients.
In fact, a traditional website won’t really attract you any clients at all (unless you get huge traffic to it through SEO).
I have one - but I don’t use it to attract clients.
Mainly it's just a place for peopel to see that I'm real.
But to be honest, a simple LinkedIn profile can do this.
Also, I only created my website after I’d already been in business for over 6 years.
What did I have before that?
An opt in page and a thank you page.
That’s it.
The point is - you don’t need one to get clients.
But what if you already have one?
Just leave it there (I’m sure it’s fine how it is - stop worrying about it) and focus instead on a simple client attraction strategy that works.
And that’s it for today.
There are many more but those are the big ones.
Now, speaking of a simple client attraction strategy that works…
If you want to get more clients, but feel like your current way of getting them is pretty useless, then maybe I can help?
I have a system that gets you premium clients beating down your door with just one daily email.
And that's it.
If that's the type of simplicity you want, then make make sure to put yourself on the waitlist so you’re first notified when spots open next:
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
Click the purple button, enter your details, and get the 9 email offers delivered to your inbox instantly>>>