Kick Sales Fear in the Head!
Did you know that sales fear and lack of sales confidence is one of the top problems faced by service professionals?
Well—actually most of us have this at one time or another. For me, it was years ago, cold calling dead lists for investment opportunities. But that's a story for another time.
Point is, sales IS personal.
Sales IS a reflection on us.
And no matter how many tired old sales 101 mantras of "more no's get us closer to yes" doesn't help. Does it?
Nope, me either.
Fortunately, the Glengarry Glen Ross sales worlds need not apply to us coaches. In fact that world SHOULD NEVER apply to us. If that's our model (fear, foulness, and lack of ethics,) we're in real trouble. Sadly, that's still how so many of us view sales.
Well today we're going to smash past all that. How? By getting "right" with our inner sales selves. And what better way than taking all the personal emotions, baggage, and motion-picture-induced-fear out of our inner beings and get it all down to a sales equation.
You know I love equations on this show, and yep—got one for sales too. Call it formula or equation, either way, it can help YOU get the job done. I won't guarantee that you'll never be hurt, or that you'll close 100% of your deals (no one does), but you WILL kick the fear if you put it into practice.
And, you WILL see an increase in your sales if everything is done by the formula. And today I'm covering the sales fear-smashing formula in detail.
Ready to smash sales fear in the face? Me too! Let's roll...
Full show notes and resources: https://corbinlinks.com/cls030
It's questions and ACTIONS Friday!
Today's question comes from Ivan, who writes:
"I started my coaching business 4 months ago, and have 3 pretty good clients. The money is small, but steady.
A really BIG new client wants to book a really large service package for a "healthy sum". Problem is, I'd have to stop working with my smaller clients to make room for this one. It would take all my time for at least 5 months or more.
The new client coaching could really rocket my business, but I don't want to offend, or not honor the small clients I already have by stopping working with them.
What should I do?”
Ivan this is literally an on-the-money question, and something we all have to face at some time.
Your question is so pivotal because it can shape the whole future of your life and business.
Not to add pressure to your situation, but that's how it adds up.
Great news is: you're in a good spot—this is a VERY good problem to have even if it is a hard decision to make
So while I can't answer this for you directly as you ask—only YOU can do that—I CAN is share my experience with this, and share a decision framework which can help you answer what is right for your life and business.
Ready to roll? Let's do this!!
Ever wonder about all this "B2B", and "B2C" stuff—and what it really means? Especially when it comes to sales and YOUR business?
I used to wonder the same thing. Some experts say "business or person doesn’t matter—you're always selling to people". And hey—I agree with that to a large extent.
But it's not quite so simple, is it?
Legally speaking, many companies, organizations, corporations, educational institutions are PEOPLE. (True story.) Companies and organizations have their own personalities, cultures, systems, and styles.
And if we want to "sell our way in" to these organizations, we need a much different strategy than doing our one-on-one personal coaching or consulting.
I know we all know this at a basic, or theoretical level—but what about practical action? What's it like to try and sell coaching within a big intimidating company, vs, that referral from your business partner?
Even though it's all still dealing with people, the situations are a LOT different. So today I'm going to arm your sales tool belt with more power tools.
What You'll Learn
If you're new to the show, or haven't listened in a while, remember we're doing a multi-week series, starting from Episode 14. To follow along, you'll want to listen to the backlog, PLUS subscribe to the accompanying 7-week "lite" version of Coaching Profits Intensive.
To grab your free spot at Coaching Profits Intensive Lite, just head over to https://corbinlinks.com/wg1, submit your email and let the fun begin.
Enough intro, let's roll some rock and roll—
Full show notes:https://corbinlinks.com/cls027
It's questions and ACTIONS Friday!
Today's question comes from Pam, who writes:
“A corporate client told me she is going to "bcc" me on some mails. She said it would be useful information, but I wasn't sure how to respond. I don't really use BCC myself and not sure I feel right a client bcc'ing me on internal mail.
Am I making too big a deal of this? Should I even say anything or just get the emails and go from there?”
Pam, this is an excellent question and something that comes up a LOT in company and government environments.
Many people either don't understand when to use CC, BCC, or neither. Or, the risks of CC and BCC.
Many newer email programs actually hide the BCC field (there's usually a button or option to enable it)...
...presumably so we don't go bcc'ing folks on stuff and think more about what we're sending, why we're sending it, and to whom we're sending.
I run into this a lot in our business consulting practice and have some definite opinions about cc, bcc, and email in general. I'll explain the differences, then share recommendations on when to—and NOT to—use the BCC field.
Continuing a “lite version” walk through of my Coaching Profits Intensive course this week. And today, I’m doing something completely different. Instead of separately riffing on the material in the course modules, I’m going to directly play one of the 54 lessons from the course.
Week before last, Episode CLS022 covered a big list of pricing dos and don’ts. If you’re brand new to the show, or somehow missed 22, go back and give it a listen. Because today picks up right there. I’m going to be diving in to the big topic of sales and putting some context on it. With hope, get you thinking about sales a little different than you may be thinking of it now.
Here’s how today’s episode works:
1. I’ll do the regular intro stuff
2. Then chat a bit about what’s been happening
3. Then roll audio directly from the course HD video for the Sales Lesson.
4. I’ll be back at the end of the show with a summary and take-aways.
What You’ll Learn in Today's Episode:
1. Business Sales Equality Statement
2. Marketing and Sales—Same Parents, Separate Siblings
3. Why Sales IS Personal
4. Quick Overview of the Coaching Sales Equation
5. The different types of “NO”—and what they really mean.
7. The Only ONE Kind of “YES”
Let’s hit it!
It's questions and ACTIONS Friday!
Today's question comes from Nick, who writes:
"I've got a small business coaching practice and do ok with offline referrals. A friend in the 500+ super networker category says I gotta use LinkedIn. He says he gets business there, but never gets specific.
I wonder: Is it worth spending time on LinkedIn and will I get a return?"
Nick, thanks for your question and I've often wondered the very same thing.
In fact, the first two years my profile was up, I didn't do too much with it except tweak the text when someone sent a connection invite—or when I remembered to stop by.
Fast forward - in the past 2 years or so, I've done more with my account. In fact, I have some very definite thoughts on the use of LinkedIn for coaches and consultants, and a few suggestions to get the most bang for your buck.
This is another info-packed but short-form show, so let's get cookin'
https://corbinlinks.com/cls025
P.S. Today's show is brought to you by Coaching Profits Intensive. The new full length coach to help you get a profitable coaching business up and running in as little as 30 days.
AND, be running in a way that's good for your health, productivity, life, and long-term goals. Let's build it right the first time.
Visit https://corbinlinks.com/intense to see what my Coaching Profits Intensive Course can do for you!
And now back to the show!
Let's hit it...
You've heard me talking about ground up business building for the past few weeks. I've covered a lot recently from my new course and other material.
But what you HAVEN'T heard me talk too much about yet is marketing. Sure—we're getting there in our current multi-part series.
But then I thought: why not bring on one of the premier marketing experts to discuss something near and dear to us all:
How to get our marketing up and running and turbocharge it, in....
...are you ready for this?....
ONE PAGE.
Nope, that's not a typo—the master of the one page marketing plan joins us today from that great land down under.
Today, I'm joined by none other than Allan Dib, international coach, consultant, business builder, author, and creator of the 1-Page Marketing Plan.
This was a really fun, inspirational, and powerful interview. Hope you enjoy hearing it as much as I did talking with Allan. Be sure to take lots of notes, and check the resources at the end for Allan's book.
If you care anything about marketing, or just wish it could be simpler, faster, and more effective—this is YOUR episode.
Let's hit it!
It's questions and ACTIONS Friday!
Today's question comes from Simone, who writes:
"I'm just starting out and also listened to your show about budgets, and how much money I need to launch my business. A few of my friends have suggested bartering some of my services, to help with the cost. Any suggestions?"
Simone that's a really interesting and timely question.
Several years ago, our company partnered in a venture to offer online bartering services. That project didn't quite go the direction we planned, but the learning experience was amazing!
I've also bartered for various services in the past including dentistry and construction services. So I do have some experience and perspective on this issue.
Today I'll talk about what bartering IS, some of its upsides and downsides, then share my honest opinion about building a business with bartering.
Lots to cover in our Friday short-form format, so let's get rockin'!
Let's hit it...
Coaching Profits Intensive is here! And I'll be sharing links and download information in today's show.
We're in the middle of a "lite version" walk through of my new Coaching Profits Intensive course. Today is part 2 of a two-part mini mini-series on coaching business pricing.
In part 1 (https://corbinlinks.com/cls020) got deep into the topics of coaching packages, pricing models: hourly, fixed, hybrid pricing and a ton of other stuff. If you somehow missed it, hit the 'pause' button and give CLS020 a listen. Then come on back here, because I'm tackling part 2 of the topic: Coaching Service Pricing DOs and Don'ts.
If you're anything like me, you'll see yourself or at least your past self in the "don'ts" list. And hey—that's ok. I'm sharing this so we can all be better at pricing, selling, and delivering awesome coaching packages to our clients.
Lots to do and talk about, so let's do this!
"Can We Make This a Group Coaching Session?"
It's questions and ACTIONS Friday!
Today's question comes from Pedro:
"I just signed a big business client. After the first session, he wants to have his operations and sales people attend the calls. It's a good amount of money and I don't want to lose it, but the deal was just for one-on-one.
What should I do?"
Pedro, Pedro, Pedro....great question!
I had this very thing happen just last year. This stuff happens all the time, and it's not necessarily a bad thing. After all, they're paying money right? And doesn't everyone always say "the more, the merrier"?
There are upsides, downsides and some good ways to handle this very thing. I'll share a 6-point framework to keep your coaching sessions on target, and with the right number of people in each.
Lots to cover in our Friday short-form format, so let's get cookin'!
Continuing a walk (or run...) through my upcoming *Coaching Profits Intensive course.
In case you missed it, the goal if this series starting from Episode CLS014, (https://corbinlinks.com/cls014) is cover my upcoming course end-to-end and module by module.
When this series is complete, I'll have shared about 40% of the course content for f-r-e-e.
Of course, if you want to fast-track your way to the 30-day program and get 100% of the content, you won't have long to wait. Stick around for the announcement.
In today's episode you will learn:
1. The 3 Things you must have in place before creating coaching packages and prices.
2. A whole new way to flip your thinking about sales and sell more coaching.
3. The 4 major pricing models, with examples.
If you're struggling to figure out pricing, packages, or you have them and want to book more coaching clients, this is YOUR episode.
Today is Part 1 of a two-part series on coaching business pricing and packaging.
Let's hit it...
https://corbinlinks.com/cls020
It's questions and ACTIONS Friday! This week I'm tackling TWO questions. Because one of them is about the show itself---and that almost feels like cheating, doesn’t it? But, you ask, I answer. So we’ll talk about the show for a minute, then dive into to the feature segment.
First, long-time listener Jonathan wrote in asking-
"Where's the old health segment? what about productivity tools?"
It's a great question, and though I've mentioned it at the beginning of the season, there is a bit more to the story. As always, I'll tie this back to practical business lessons you can use in your own life and coaching practice---or whatever field you're in.
Second, Margarite asks:
"I just booked my first business coaching client, but I'm not sure what to do? I really want to make a good first impression, but am nervous about how it might go. Any pointers?"
Can I level with you? I still---almost 3 decades into this business--get butterflies. Especially when working with brand new, or unknown clients. But there are some excellent strategies to tackle this one.
I've got 5 suggestions for you to help soothe the worries, and keep your session focused on value delivery. Lots to cover, so let's get rollin'!
Oh yeah! We're walking---no, running through my new course ! So much to cover...
In case you've been, oh, hiding under a rock the past couple shows, you'll know we're building a coaching business together.
Already have a coaching business up and running? No problem. You’ll probably learn a few new things as well.
Here's what we're going to cover:
1. A full module-by-module layout of my upcoming coaching business course. (If you listen carefully, you’ll find a hidden lesson about course design…)
2. Then, pick up where we left off last week and resume with an overview of my famous "7 Things Lesson".
3. 5 Must-Ask Questions to Define Your Target Market.
4. I’ll talk about how to apply the material from last week’s BIO Plan exercise (you did do the BIO Plan exercise, right?)
5. And a bit more.
Whether you jump all over my new course or not, there's lots to learn and will be sharing a good chunk of the content in the coming weeks.
Big agenda today so let's just dive in!
It's time for Questions and ACTIONS Friday!
And it's another great one. Michael asks "Do I need to know more, or be more successful than my coaching clients?" And I'll finish the sentence ...
...in order to coach them?"
I think we've all been here.
Maybe we're starting out, and we're fighting this "imposter" syndrome we sometimes get in. That we just don't think we have what it takes.
Or, that we don't have the experience to "measure up".
Or that our clients are naturally EXPECTING us to naturally know more than they do, or be more successful at whatever that thing is.
I've got some definite hard-won experience with this and opinions about it, so we're diving deep. Let's roll!
https://corbinlinks.com/cls017
We're moving on to part 2 of our ongoing walk through my upcoming Coaching Business Course.
I'm super-pumped about today's show because it's *totally*different from most of my other shows. Today, we have homework AND a handout. So here's what I want you to do:
First, right now, click over (ok, if you're on your computer. If you're not, then well...you know...) to corbinlinks.com/cls016. You'll see a big old signup form with the words "BIO Plan". You want that handout for the show.
Already, here's what we're going into today:
1. Do I need a core audience? (we'll cover this in the next episode, or one after.) This one comes up a lot and we're going to grapple a bit with it.
2. Results in coaching. What's realistic, what are you "on the hook for" when working with clients.
3. Walk through of our exclusive BIO Plan. This is content from our upcoming course, and it's an opportunity to preview one teeny-tiny piece of it here.
We've got a lot to cover today so let's get into it!
https://corbinlinks.com/cls016
It's time for Questions and ACTIONS Friday!
This week, Renee asks "How Can I Just "Try Out" Being a Coach and See if it Works for Me?"
Renee, this is a great question and I think one we all face at some point in our careers. For me, it's been dozens in years past (...but that's a different story...). Maybe you're just exploring new career options. You've heard about this "coaching thing" and thought "I could do that!"
Ore maybe you're convinced you have a lot to offer as a coach, but not sure if the money is there, or if your particular brand or type of coaching will fly?
I'll explore all of these head-on today. Let's get to it!
What You Will Learn
What You Will Learn
Today I'm starting a multi-week series! If you've been around the show for a while, you know I just LOVE doing theme series.
In honor of my upcoming coaching course (releasing in mid March), I'm walking through parts of the course, module by module. Our goal is that at the end of this podcast series, you will have the basic tools to get your coaching business up and running at a profit.
Sound good?
Here's what we'll do on today's show:
1. Walk through consulting and coaching differences.
2. Why you might want to coach—or not.
3. The best ways to deliver coaching services to your clients
We've got a lot to cover today so let's get into it!
Awesomely-direct question this week: Duarte asks simply "How much will it cost to start my consulting business?"
I have a couple different perspectives on Duarte's question. First, because the actual Dollar / Euro / Pound / <insert-your-currency-here> amount you'll need depends wildly on a number different factors. I'll get into those in today's episode.
Second, because it's a question that can actually get in the way of just starting. Especially if you already have the expertise you'll be offering into the marketplace, tools, know-how, etc.
We're going to get into all of today, so let's just jump in!
Sidenote: The original show title was "7 BIG Business Lessons Learned in Restaurants". But when I sat down to do it, the tips just flowed and flowed until I got to 15---and forced myself to stop. So today's show isn't a comprehensive list of stuff learned in my first jobs, but DOES include a lot of them.One of my first "corporate" jobs, was working for a large restaurant chain. Sure, I'd spent years before actually eating at restaurants, but working in one was a whole different world!
Since my business skills were a bit ...er....limited at the time, restaurants presented a way to make a bit of money.
My first role was a dishwasher. I must admit that my first 2--3 months washing dishes were not happy. And that was a problem.
Because my attitude showed. It rubbed off on others, and I was at risk of becoming just another body in a very long change of dishwashers.
One day I suddenly realized---my behavior is not changing anything. Each day is the same because I'm the same. Let's try something different...
And the rest is business history. Changing my attitude allowed me to learn, absorb, and most important apply crucial lessons that have served me well decades later.
Today I'll share a big 15 ACTIONABLE Business Lessons from working multiple roles in restaurants. Guaranteed that at least one of them, consistently applied, can have a big impact in your life and business.
It's time for Questions and ACTIONS Friday!
This week, Kayla asks---
"I don't have a set or published rate list, but all my potential clients want to know about that first. How can I move them off the rate topic and back to the service and value I provide?"
Great question, Kayla. I think anyone who has ever tried to directly sell ANY type of product or service has run into this a few times (or a LOT of times!)
But since it's happening maybe a few times, we need to dig a bit deeper. Lots to consider here, but in today's show we'll explore:
1. What's in a rate, anyway?
2. Why clients pick apart rates, though studies show people generally buy results over price?
3. How to avoid, or at least minimize the whole rate conversation.
4. The one thing which can convert the doubting client more than anything (and hint, it's NOT the rate).
Lots to talk about, so let's get rolling!
https://corbinlinks.com/011
How are those New Year's Resolutions coming along? Make any resolutions to boost your health in some way, or lose weight?
A few weeks into the new year, maybe your goals aren't quite where you'd like them to be. Perhaps you've been trying to lose some weight, trying to get healthy, but it's just...well, it's just not happening.
Well today I'm putting my nutritionist / health coach hat on and talking weight loss. This is a topic I covered on another show about 2 years ago and it was, I think the second-most downloaded topic ever. I'm even keeping the same title, which says it all:
How to Lose Weight Fast Without Risking Your Health.
Before diving into today's show, I'm compelled to give a quick disclaimer:
The topic today is shared for information purposes only. I am not a doctor, and nothing in this show constitutes implied or explicit medical advice. I'm sharing what has worked for me, and some sound health principles you can apply to ANY program.
As always, consult with your health care professional regarding questions of medical issues, or changes to diet and exercise.
Alright, we're disclaimed and ready to rock. Let's do this!
Today, Jacob asks if he really needs to create a full-on business. Seems folks are already paying him for technical services (that's great!), but he doesn't have a business entity yet.
Should he take all those steps to form a business, when everything is going so well? After all, clients are paying him without any formal business structure at all. Why change?
This is a great question in a couple different ways. And it dovetails nicely off last week's Q&A episode 007, where Tracy had the "prequel" question. Jacob, I have have some thoughts on this. In today's show you will learn:
1. The signs it's time to go pro.
2. The benefits of going pro.
3. When it's time, what are the next 3 steps? ((Business entity, bank account, insurance))
4. Other options to not starting a full business. (Freelance sites, "babysitter syndrome".)
Lots more on the audio show, so let's get it started!
Whether you're starting a new coaching business or IT / technical consulting company---or have been in one a long time---you know about paperwork.
Lots of paperwork! In fact, it can sometimes take days, weeks—even months to get the paperwork done. Non Disclosure Agreements, Scope of Work Documents, Master Consulting Agreements, Computing or Fair Use Policies, Purchase Orders or "POs", and the list goes on.
While that list may seem daunting, it's reality. And something smaller firms often get tripped up on is the paperwork of dealing with really large organizations.
But what do you REALLY need to get the job done? Is there a "minimum viable document list" to get rolling?
In today's episode, I'm going to tackle one of consulting's less fun---but extremely important aspects. The administrative side of consulting paperwork and agreements.
If you have any desire at all to go after bigger game and compete with the "big boys and girls", you NEED to have this stuff nailed down.
And that's what I'm here for. So let's do this!!
https://corbinlinks.com/cls007
We are in the second of our new Friday *Questions and ACTIONS* edition of *The Corbin Links Show*. Today I've got a whopper of a question, that I'll try to break down into 3 starter pieces.
Tracy asks about going pro with her custom event planning business. She also asks if she needs a business plan, or just respond to work as it comes up? How to make and receive money? And a couple other things as well.
Great questions, and ones we can all relate to at some point in our business journies.I'll share a few thoughts and 3 specific *next steps* to move forward with your idea.
Let's get it started!
https://corbinlinks.com/cls006
Ever feel like you're just one business in the sea of thousands of similar ones? Millions of similar ones? Why would someone pick you? How would they find you? How does your own unique blend of services---delivered only the way YOU can delivery them---really stand out?
If any of this sounds familiar, you're in the right seat. Polls consistently show that differentiation, or "standing out in a crowded, highly competitive market place" is a top business concern.
Trying to stand out, or explain your uniqueness can be daunting---if you don't have the formula. Well, today's show is here to put an end to generic business labels! You're unique, you have something unique, and NO ONE else can deliver what you do quite the way you do. That's what customers and clients need to understand to buy from you, and that's what we're going to tackle.
You'll learn 8 field tested, battle-hardened ways to differentiate your consulting, coaching, or any services-based business. So what do you say we get started?
https://corbinlinks.com/cls006