BBC 002 : How to Network Effectively and Get More Clients (1 of 2)

Better Business Coach Podcast: Sales Training | Proven Education | Actionable & Downloadable Worksheets

Do you find it hard to get people interested in what you do?

If so, these two sessions are for you.

In this session of Better Business Coach Podcast, I discuss why you may be finding it hard to get prospects interested in what you do and provide you with a three part elevator pitch you can use to transform your results.

Think that’s a lot? Just wait for part two!

If you want to obtain rapid growth in your coaching business, this is a two part series that you won’t want to miss.

Episode outline:

When most people are asked what they do, they respond by providing their functional skill:

• I’m a coach
• I’m a life coach
• I sell insurance

Then silence, until finally the person who asked responds, “Oh, that’s cool.” – Sales opportunity over!

Then you feel obliged to do the same. Any wonder people think networking events are a waste of time.

The cold hard truth is that networking events are a wonderful opportunity to find new clients.

You’re just doing it wrong.

I personally ask people what they do at events like this all the time, only to hear them say, “I’m a coach.” I then respond as they expect, “Oh, that’s cool.” Then they feel obligated to ask me the same. However, after I respond, they tend to ask the question I’m looking for: “How do you do that?” – Sales opportunity started!

Want to know what I do?

I will share this with you in part two of this two-part series.

First, some ground work and a wonderful starting point.

If you’re thinking of skipping ahead, DON’T!!

This formula will offer you mega success at your next networking event, plus it provides you with a great foundation to master the content of the next session.

Formula preparation:

Question 1 – Who do you help?

Be specific – Which type of clients do you get the best results from?

Question 2 – What benefits do you deliver?

Think about it – If someone was to buy a Ferrari, are they doing it for the engine specifications or the way they feel while driving it?

How can you apply this to what you do? Do people really buy coaching because you are a coach? No, of course not. It’s because you offer (what) benefit?

Question 3 – What’s the most common objection you hear?

You have heard it a thousand times: “I would love to, however…” Arhhhh!

Let’s put it all together:

The formula – often called an elevator pitch.

I help (segment) do (benefit), even if (most common objection).

Examples:

1. I help struggling business owners get more customers, even if they suck at sales.
2. I help high revenue businesses substantially improve profitability, even if they think they have tried everything.
3. I help kids with learning difficulties change their lives, even if they have given up on themselves.

So, is it magic?

If I say this one line, does it result in a person saying, “I want that. How do we move forward?” I wish it was that easy. However, on the up side, they don’t say, “Oh, that’s cool,” either. If you have followed this formula correctly, the response you should expect is, “How do you do that?”

Then you can explain more, because they have asked, not because you’re a pushy salesperson.

Hint – Don’t try to fit too much into the three sections. You’re trying to get them to ask for more information – not pull their credit card out. So vagueness is key!

Take Action:

This is an awesome formula, while also a waste of time if you don’t use it. So:

• practice
• test
• experiment
• perfect

Only then will you be best prepared to master the content of part two.

Keep me in the loop:

I’d love to hear your new elevator pitches. Lay them on me, in the comments section below:

Don’t miss a thing:

As the podcast will have sessions both in video and audio, make sure you subscribe to both the audio and video versions of this podcast.

Here are the links:

Video Podcast – Click here to subscribe

Audio Podcast – Click here to subscribe

So please subscribe!

While you’re there, PLEASE PLEASE PLEASE – leave a review and the star rating you feel this is worthy of.

Thank you in advance!

To find out more about me or the show, feel free to check out:

My profile – https://matthewpollard.com/aboutmatthewpollard

The full show write-up – http://betterbusinesscoachpodcast.com

Items/Links Mentioned:

1. BBC 003 : Part 2 – Who Wants More Clients? Then Let’s Learn To Network
2. www.meetup.com

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