It’s mid September, which means summer holidays are over and business is back in full swing.
If you’re like most business owners...
Right now you’re trying to dial in your sales systems and squeeze every dollar you can from this last stretch of 2022.
So to help you do just that…
Today I’m giving you this quick Q&A — packed with some of the best sales strategies I’ve shared with clients recently…
Which can add serious cash to your bottom line.
Q: “I have a question about doing a ‘Call-to-Action’ in my marketing. At what point is it too much? I do them regularly but other influencers in my space say I’m too salesy.”
Answer from Top Coach, Ron Mourra:
We are constantly being pitched to in stores, online, etc.
In your case you are also providing value in your daily content. You have earned permission to ask for the sale.
Most important, if Craig never had a Call-to-Action on his IG stories back in August 2018 when I started watching him, my life would not have taken this turn for the better.
CTA’s are the reason clients sign up and in turn transform their lives and businesses.
We need a sense of urgency and deadline otherwise we would not take action.
Personally I could care less about what other “Influencers” think.
Q: “Craig, I am getting a lot more clients and leads thanks to your coaching. But how do I deal with clients that change their mind or get emotional?”
Answer:
First, congrats on the progress and fast action.
Second, a quick word of warning about your business...
You are dealing with people.
People are emotional. They have good days and bad.
They are awesome one day, and then the next day their boyfriend dumps them and they take it out on you.
You need to be mentally prepared for this.
I highly recommend the book, The Untethered Soul by Michael Singer.
In it, you’ll learn to “let a thought come in and then let it go".
That means you can’t become emotional in response to someone else becoming emotional. If you do, it throws you off your game and you start to lose momentum.
Someone cancels. Okay, next.
Someone becomes irrational. Okay, next.
Someone questions your expertise? Okay, next.
We can't predict people's future behavior. Good clients can go bad. That's life.
Also, when people question your expertise, smile politely, and say reassuringly:
"I totally understand your question. Thank you for asking. Let me share a story of one of my clients that was in a similar position... She came to me... we did XYZ & ABSC... it turned out perfectly... and here was her result.
So again, thanks for asking and let me explain the process a little better... I love doing this for clients. Please let me know if you have other questions."
Everyone is skeptical from time to time.
And that's okay... it's what allowed humans to survive so long!
Just meet them where they are and be okay with it.
Encourage questions. This will help you create even better "pre-sell content" for the future.
Q: “Craig, I need help stacking up more profits using your Profit Pyramid. I have thousands of fitness customers coming in, however we are spending as much to get a customer as we are making.
So we have a TON of revenue, but not enough profit. What are your ideas?"
Answer:
I am glad you asked... this was a TON of fun to answer...
Option #1 – Supplements
Nearly every American online fitness guru that is generating thousands of customers per year is creating their own supplement line.
It makes sense because you know that fitness customers are buying supplements somewhere, so you might as well get them to buy from you.
The good news is that a supplement offer can go out to any email or social media lead you have... it need not be reserved for customers (although you can make customers extra special offers).
You could push a "Mass Stack" or "Shred Stack" that is a package of your 3 favorite supplements (as that’s more profitable than single supps).
You'll need someone to be a project manager on this.
NOTE: If you’re not in the fitness industry but you have a lot of customers, simply ask yourself this question...
What additional related products are my customers already buying somewhere else that I could fit into my operation without an incredible amount of effort or expense?
Option #2 – Premium PREMIUM Coaching
Listen, I already know you offer high-end coaching, but never forget that at the top of the Profit Pyramid there will always be a small percentage of people willing to spend even more money with you.
Two years ago I helped two nutrition coaches do a very profitable launch with this “Premium Premium” approach.
Most of their clients were already paying $500 a month, so we designed an $850 per month option that featured additional video 1-on-1 coaching.
It's not ideal because it is still manual labor, but they did $85K in 3 days with my “5 Thank You” email series.
NOTE: This is why coaches like myself, Zander Fryer, and Bedros Keuilian have:
- Courses
- Group Coaching
- 1-on-1 Coaching
- Elite Level Masterminds
Look at it this way…
If you have even just 100 coaching customers, that means you have about 5 people willing to pay you MORE than everyone else...
And that is often the most profitable option in your business.
It’s also the most effective because those are your best customers and just one KEY tool or tip could be turned into millions of dollars for these clients.
Option #3 – High End Workshops
You could add small group high end workshops like the one I do...
I’m not sure what you charge for the massive “certification” workshops you do...
But if you put together a package that was $10K for the day, and only 5 people, with some "pre-work" and follow-up, that would work with your elite (see above for reason why).
And if you partnered with someone that could arrange blood testing (naturopath, doctor, etc.) that would increase value even more.
Option #4 – The “Affluent Anchor”
Here’s something you won’t hear anywhere else...
You should have a (seemingly) outrageously priced coaching offer ... such as $100,000 for personal access.
When you have this affluent option, it anchors all of your other high-priced high-PROFIT options as more affordable.
For example, when I shop for a luxury car and the sales guy shows me a $2.3 million Bugatti, all of a sudden that $190,000 Porsche 911 GT3 RS looks like chump change.
And don’t leave the Affluent Anchor hidden. Make sure to mention it often.
You would do this NOT expecting someone to take you up on it... but to position yourself and make everything else look cheaper.
And if some wealthy individual takes you up on this, great! :)
*****
So there you go — tried & tested sales strategies to help boost your revenue…
...And squeeze all the profits you can from the rest of 2022.
Start executing on these ideas right away and watch your sales shoot through the roof!
Enjoy your weekend,
Craig
