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SECTION THREE: ADVANCED TRACK TRAINING
SECTION THREE:ADVANCED TRACK
TRAINING
BE THE STANDOUT COACH FOR YOUR IDEAL CLIENT
Now that you have worked with a variety of clients over the duration of your business, you have gained a substantial amount of confidence in your expertise, knowledge and ability to help people reach a certain desired outcome or outcomes. You’ve probably worked with a few clients who halfway through your package either became difficult to deal with or were at a place in their journey that you realized you didn’t necessarily enjoy coaching on.
Take a moment to reflect on the clients you’ve worked with to see if your ideal client can be even more clear and refined, thus allowing you to create a client requirement checklist that will have you working only with the people you most enjoy working with and can best serve.
Think of your top 3 favorite clients that you would LOVE for all of your clients to be like.Conduct your own debrief on your top 3 favorite clients with your particular area of expertise in mind.
1. Describe exactly where each of these three clients were in their journey (as it relates to your area of expertise) when they came to you for support.
2. Describe where each of these three clients were experiencing their biggest frustration, set back, pain and/or challenge that they were coming to you to help them solve.
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3. Describe what each of these three clients desired to move toward. What were their top goals/desired outcomes during their coaching package with you?
4. How did each of these clients know that YOU were the right coach for them? What did they MOST resonate with about you, your brand, your message, etc.?
5. Based on the reflections you’ve had about your top three favorite clients, is there room for you to refine who your ideal client is? If so, use the space below to refine your ideal client.
6. What else do you need to know or learn more about so that you can speak more directly to your ideal client’s pain points and biggest desires and goals and what is the best way for you to find that out?
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SALES RELATIONSHIP NURTURING SEQUENCE
SALES RELATIONSHIP NURTURING
Discover your purpose & vision
STARTBuild a brand +
business that’s truly YOU
Discover your people! Find your ideal client +
target market
Create a price offer that is reasonable for them
Develop content/package that will help them solve a problem/ and/or achieve a goal
Figure out EXACTLY what your people want
from YOU
Tailor your copy + marketing to speak
directly to them
Give them a taste of how you can help them
(free offer)
Get them on to your sales page, entice them
and relate to them
Continue to grow and nurture the
relationship
Gain them as a new client
Offer them a free discovery session to talk over their goals
and the package/product you’re offering
FINISH
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PERFECTING THE SEQUENCE
Now that you have checked out the “Sales Relationship Nurturing Sequence” on the previous page, let’s take a moment to break down the main working components in the sequence:
Building your brand
Finding your target market
Creating a package that your ideal clients will LOVE
Giving them a free offer to get to know you
Getting them onto your sales page
Offering a discovery session
And continuing to nurture your relationship with them as time goes on.
However, for the sake of this advanced section, I’d like to help you all focus on ONE PARTICULAR component to ensure that this sequence can continue to work in its fullest potential.
It’s time to do some refining to your SALES PAGE!
Going back and doing some refining to your sales page can be crucial. Now that we have gone over your biggest desires, your passions and goals for the year, who you are meant to serve and what you will offer them, (and for the advanced section- we have also planned out your next 3-part video series!), it’s time for you to perfect the main place that your potential client will end up right before clicking the “Register Now!” button.
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REFINING YOUR SALES PAGE: THE 7 STEP PROCESS
STEP 1: GINA’S SKIMMING TEST!
It is no secret that people don’t really read every word on a Sales Page…they typically just SKIM. And with a million other sales pages, landing pages, emails coming in, social media platforms buzzing…you really only have a few seconds to grab your potential client’s attention and keep them reading your page and scrolling down!
Take this time to skim through your own Sales Page, put yourself in your ideal client’s shoes and make your own self-analysis.
Ask yourself: What needs work? What could you add? What would you remove? Does it all make sense? Refer to this checklist below to guide your questions.
Checklist:Does the headline grab your attention?
Is everything instantly “on brand”?
Is there a beautiful picture, banner or video above the fold?
Do you instantly know what the page is about by looking at it?
Is your personal story clear?
Do you relate to your ideal client?
Do you highlight a pain point and showcase your solution?
Do you have beautiful and “on brand” pictures?
Do you need more testimonials?
Are your Call to Action buttons clear and spread throughout the page?
Etc.
Take this time to carefully look at your Sales Page and make your own self analysis checklist.
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CHECK OUT MY EXAMPLE FROM MY LIVE & LUXURIOUS SALES PAGE FROM
2016:
Banner with beautiful picture
What is at the top above the fold?
Headline
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What comes next on my sales page:
Introduction
Personal Story
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How I overcame the similar problem my
ideal client faces
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What comes next on my sales page:
What they can expect with this package
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What exactly they’ll receive
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Call to action!
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What comes next on my sales page:
Week by week package breakdown
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What comes next on my sales page:
Disclaimer/ who this package is for
Testimonials
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Warm encouraging ending
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Final CTA!
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FAQs
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STEP 2: REFLECT AND REVISE! Now that you have taken the time to skim through your own Sales Page and create a Checklist of what it currently displays, now it’s time to take it a step further and to reflect and revise some of the main components.
Please carefully consider the following questions AND revise where you see fit:1. Is my Sale Page on brand?2. Does it grab my attention?3. Is everything at the top and above the fold enough to keep me reading?4. Does the order of the page make sense?5. Do I get “bored” anywhere reading this page? If so, where?6. What pieces may be missing?7. What pieces could be taken out or paired down?8. Does this page excite you AND reflect your brand?9. Does this page SPEAK to your TARGET MARKET?10. Are you 100% proud and confident in this sales page?11. What makes you dislike this page (if you do at all)?
12. What would make you absolutely LOVE this sales page?
STEP 3: CHECK FOR YOUR MAIN COMPONENTS
Here are some of Sale Page MUST HAVES that I 100% recommend: • Beautiful Banner or Sales Page Video• Catchy Headline• Personal Story- relate to your target market• Compelling Copy• Beautiful Images• Introduction to your package/program• What it includes- all program details• Case studies and results• Price• Benefits• Testimonials (aka social proof!)• Several CTA’s • Live Chat• FAQs
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STEP 4: MASTERMIND TEST!Now that you have skimmed through your sales page, looked for areas of improvement and have begun making obvious changes to update your sales page and make it more enticing to your ideal client, now it’s time to get another opinion!
Pair up with your mastermind partner and send them your newly updated/revised sales page.
Ask for their completely honest feedback but be sure to keep in mind that they may not be your ideal client!
Once you have their feedback, write down all of their reflections and comments and continue on to Step 5.
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STEP 5: GIVE IT THE “TARGET MARKET TEST”!
Now that you have refined your sales page and have completely updated it to your best ability and received some super valuable feedback from your mastermind partner, it’s time to give it the final “Target Market Test” and compare the results!!
For this test, write down THREE people you know well in the box below that you would consider an IDEAL CLIENT:
Person 1:
Person 2:
Person 3:
Now, take the time to reach out to these 3 people above and ask if they would be able to take an honest look at your sales page and give you some feedback.
Whether you meet up with them for coffee or send them the link to your sales page via email and have a phone call with them about it to debrief, allow yourself to RECEIVE the honest FEEDBACK from an “ideal client” so that you can see exactly how your target market may be interpreting your sales page!
You never know what one or two small tweaks could do for you and your sales page!
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STEP 6: LET’S PLAN IT OUTHow do you plan to reach out to:
Person 1:
Person 2:
Person 3:
Once you have reached out to the people above (and your mastermind partner!) please fill out the questions below:
1. What feedback did you receive from your mastermind partner?
2. What feedback did you receive from your “ideal clients”?
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1. What feedback did you receive from your mastermind partner?
4. What (if anything) did you end up revising or changing from their feedback?
Similarities:
Differences:
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STEP 7- PERFECT IT AND PUT IT BACK OUT THERE!!
Now that you have:
Skimmed your Sales Page as your audience would
Reflected and revised what is currently there to your best ability
Double checked that you have all of the main components in place
Gave it to your mastermind partner for feedback
Given it the “Target Market Test”
Compared the results and made the appropriate edits/updates accordingly...
It is now time to perfect your Sales Page and put it back out there into the world!
Here a few tips to do so:
• Send a mailer out to your list about it with a link to your new sales page
• Post about it on Social Media platforms
• Do a Facebook live talking about your new sales page and what new updates you made
• Send it to your friends and family asking them to “share” it
Get your audience excited about your sales page all over again and bring them back to it!
READY TO UPLEVEL?Now that you have completely revised and re-vamped your amazing sales page, I’d now I’d like to challenge you all to do the following this week:
1. If you don’t have one or if it seems old and outdated…Shoot a Sales Page Video!
2. Gather GREAT new Testimonials.
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TIPS FOR SHOOTING A FLAWLESS SALES PAGE VIDEO
If you have yet to shoot a sales page video or yours may need some serious re-vamping, here are some tips for making a flawless sales page video below!
Example:
Tip 1: Pick a beautiful setting with ZERO noise or distractions.
Tip 2: Pick a beautiful outfit that is in alignment with you and your brand.
Tip 3: Have all of your main points written down somewhere near by incase you need to reference in between takes or use a teleprompter and write your script out.
Tip 4: Try to imagine yourself having a conversation with your ideal client- make it as natural as possible!
Tip 5: Position yourself as a leader and expert. Don’t use jargon or “fancy industry lingo,” but also be sure to present yourself as someone who knows what they are talking about.
Tip 6: Plan your video in order of what you think your ideal client would want to hear it.
Tip 7: Take your time! Try not to make the video too long so that you don’t “bore” your audience or lose their interest, but also don’t feel the need to rush through every point.
Tip 8: Address their fears and concerns and comfort them. Demonstrate why this program/package is for them and who else it may have worked for.
Tip 9: Bring up FAQ’s and prices. Be upfront with the information so that they know exactly what to expect.
Tip 10: Be sure to have a call to action at the very end!
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Example:
***To watch this video and study my example, go to divineliving.com/academy2017
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TIPS FOR GATHERING GREAT TESTIMONIALS
TIP 1: Make sure it’s from a real former client.
TIP 2: Be sure to ask for and showcase their full name, picture, career (if applicable) and where they’re from.
TIP 3: Stress to the former client that it does not need to be “perfect.” Be sure to inform them that you are just looking for a true, authentic testimonial. The more “Real” the testimonial seems as opposed to sounding like an advertisement…. the better! Keep it real, authentic and believable.
TIP 4: It’s been given with permission and unedited! What’s the single best way to take a customer who used to love your brand and turn them into someone who will never trust it again? It would be to use their words without their permission or tweaking their words!
TIP 5: Ask for the specifics! People LOVE seeing real specifics, numbers and results.
TIP 6: Make it easy for them, tell them exactly what you are looking for, create a form with specific questions (if applicable) and give them a deadline.
TIP 8: Have someone on your team (or an experienced graphic designer) turn the testimonial into a beautiful graphic!
TIP 9: Perfect the timing!
TIP 10: Ask the right questions.
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BEST QUESTIONS TO ASK FOR A POWERFUL TESTIMONIAL
1. What made you purchase this package/program?
2. What problems were you having?
3. What did you find as a result of buying this package/program?
4. What specific feature did you like the most?
5. What are three other benefits you noticed?
6. Would you recommend this product? If so, why?
7. What was your one biggest result? Please give a specific example.
8. Is there anything you’d like to add?
9. What did you enjoy about working together?
These are very simple questions, but they encourage your customer to include specific details and even cover objections to create a testimonial that sounds more ‘real.’
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HOW TO USE TESTIMONIALS TO BOOST YOUR SALES PAGE
1. Sprinkle the testimonials throughout your page:You want to use as many testimonials as you can get your hands on as they are a great way to build social proof on your sales page and interest your audience!
However, if you put all your testimonials together it makes it too easy for people to skip through them without reading the content. Instead, be sure to scatter your testimonials throughout your sales page to be sure that they will catch your reader’s eye.
2. Use the testimonials to highlight main points:Using your testimonials to support main points on your sales page and weaving them into your “flow” is crucial! Not only does it help separate the testimonials but it also helps back up each section and “point” you are trying to make.
3. Don’t reveal too much information from the client:Depending on what the client has given you in their testimonial, be sure to not include too much of their private information. I typically only include the name, where they are from and what kind of career they have (or coach they are). This is not a place to include their business, brand or website.
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4. Include a headline at the top of the quotation:To really make the testimonial “pop”- try adding a headline to the top of the quotation. This will really make the testimonial stand out and catch your reader’s attention.
5. Include a Picture!People are visual! Reading a testimonial is one thing, but seeing a real person’s face next to it is another! This is really just another step of affirmation for the viewer. When gathering a testimonial, be sure to kindly ask for a beautiful picture that they wouldn’t mind having on display on your website. Then take the next step and place it where it accentuates your page the most!
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FINAL MODULE THREE ADVANCED TRACK CHECKLIST
Read the Advanced Section in FULL
Reviewed your ideal client + “Be A Stand Out Coach for Your Client” section
Reviewed the Sales Relationship Nurturing Sequence
Went through “Refining Your Sales Page: The 7 Step Process”
Gained the valuable tips for creating your own Sales Page Video + Testimonials
Reviewed the best questions to ask to get a great testimonial and how to use it on your sales page
Schedule all calls and be on the 2nd and 3rd hours at a minimum
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