Summary of Business Pathfinder Podcast Episode: Ep. 55: Turn Sales Calls Into Clients
— Description —
Mercedes, a PR expert, specializes in helping coaches and entrepreneurs gain publicity and revenue through coaching Challenges include converting discovery calls into clients and locking in interested clients, addressed by keeping conversations short and powerful, focusing on emotions, and adopting a 'go-giver' approach Networking is powerful for creating connections, and testimonials from clients gaining PR can be impactful
Publicity brings credibility and should focus on being of service Financial sustainability is crucial, with discounts and time-limited promotions attracting clients Specific outlets for publicity are not guaranteed, emphasizing the importance of service and avoiding ego or fear dominating conversations
Mercedes acquires clients through word of mouth and networking, offering one-on-one coaching and planning to expand to group coaching Testimonials should address time and energy saved, value seen, and experience working with media outlets Being generous and financially sustainable is key, with the need to push people to make their own decisions and provide payment platform links
The speaker emphasizes the importance of being of service and avoiding ego or fear in conversations.
Ep. 55: Turn Sales Calls Into Clients
Key Takeaways
- Mercedes is a PR expert specializing in helping coaches and entrepreneurs gain publicity and revenue through one-on-one coaching and plans to expand to group coaching.
- Challenges include converting discovery calls into clients and locking in interested clients, which can be addressed by keeping conversations short and powerful, focusing on the emotional aspect, and adopting a 'go-giver' approach.
- Networking is powerful due to close connections and the ability to create more connections, and testimonials from clients gaining PR and media exposure can move the needle forward.
- Publicity can bring credibility and spread the word about a person's work, and the focus should be on being of service and leaving people better off, which is more attractive than promotion.
- Financial sustainability is important, and offering discounts, providing payment platform links, and time-limited promotions can attract more clients.
- The speaker cannot guarantee specific outlets for publicity, but emphasizes being of service to help people step through their fears and explore new opportunities.
- It's crucial to avoid letting ego or fear dominate conversations and to keep the concept of service fresh and inspiring.
Mastering Discovery Calls for Client Conversion
- Mercedes is a PR expert specializing in helping coaches gain publicity and teaching entrepreneurs how to use the media for revenue generation.
- She acquires clients through word of mouth and networking on Facebook groups, offering one-on-one coaching and planning to expand to group coaching.
- Her challenge lies in converting discovery calls into clients and locking in interested clients, which Kristin suggests addressing by keeping conversations short and powerful, focusing on the emotional aspect, and adopting a 'go-giver' approach.
- Kristin also advises Mercedes to remove anything that doesn't add value, make it easy for clients, and leverage testimonials from current clients.
PR is not guaranteed
- PR is not guaranteed. It requires hard work and serious coverage to attain.
- The speaker has 15 years of experience as a journalist and has worked with many of the people being pitched to.
- The speaker feels a strong connection to the world of PR due to their extensive experience and relationships within the industry.
Powerful Networking for Business Growth
- Networking is powerful because of the close connections and the ability to create more connections.
- Testimonials from clients as they gain PR and media exposure can move the needle forward.
- Testimonials should address how time and energy were saved, the value seen, and the experience of working with the service and media outlets.
- Publicity can bring credibility and spread the word about a person's work.
- The focus should be on being of service and leaving people better off, which is more attractive than promotion.
- Being generous and attracting rather than promoting can lead to an influx of clients.
- While being generous is important, it's also necessary to consider the need for financial sustainability.
- Offering discounts, especially when starting out, can be beneficial in attracting more clients.
Pushing for Decision-Making
- Push people to make their own decisions by providing a link to a square or stripe payment platform.
- Schedule a follow-up by writing it in their calendar for the second quarter, emphasizing that they are paving the way.
- Offer a time-limited promotion specifically for them, providing a promo code and emphasizing its validity until midnight.
Maximize Your Publicity Potential
- I can't guarantee that any specific outlets will take you on as a publicity measure, but I will do my best.
- I think that could be a really powerful way that you're of service to is helping people once they get the publicity to help them step through their fears.
- I could see a book for you, even a workbook. Like I think that could be very powerful.
- I really want you to begin to explore having the calls with yourself, selling to yourself.
Ego and Fear in Conversations
- If I go into it wanting to look as good as I can, then my ego is there. And that doesn't end well, you know when the ego is running the conversation or the show.
- If I go in fearful, they're gonna smell that.
- Sometimes when buzzwords get used a lot, they can lose some of their power. So it's important if service becomes rusty and old and doesn't light you up, then you may need to come up with another word at some point for yourself to light you up.