The First Five Sessions
The First Five Sessions 1. Goals & Vision • A great place for us to start is to figure out what your ultimate vision & ultimate goals are for your business, then turn them into shorter term goals and an action plan you can get started with this week. Sound good…? • Quickly write down what your business will look like when it’s a completely finished masterpiece. • Dream bigger! Keep going • What does ultimate success look like in your business? □
Give space to share what they’ve written
• Great! Now let’s make a 1 year plan. • If you could wave a realistic magic wand, where would you like your business to be in the next year? • How many clients & customers do you want to have? • How much revenue? • How many leads? • What type of leads (phone numbers, emails, FB, other)? • How many hours a week do you want to work? • What would you do during that time, if you had complete freedom? • Great! Now let’s create an action plan to get started… • What are 3 actions you could take this week that would move you forward towards that vision the fastest…? • How do you feel about taking those actions this week? □
If not great: what actions would you feel great about taking this week?
• What did you find most valuable from today’s session? 1 More great coaching tools, training, and resources available at BigMoneyBusinessCoach.com. This material is copyright © 2014 Christian Mickelsen & Coaches With Clients. All rights reserved
The First Five Sessions 2. Becoming Magnetically Attractive to Clients & Customers (Niching, Naming, Branding) • Last session we looked at your ultimate business vision. To make that happen much easier & quicker we need to figure out what your perfect niche is – this module is called “Niching, naming & branding your business.” • Do you have a target market? • Are you happy with your current target market? • How did you originally come to the conclusion that they are your target market? • With whom do you love to work & sell/market to? • Who is your current target market – who will benefit the most from your product/service? Who already wants and needs what you have to offer? • Is there any way you could make your niche more specific? □
Specificity is the difference between offering “food” and offering “chocolate covered strawberries’”– is your niche “food,” or “dessert,” or “chocolate covered strawberries?”
□
Rule of Thumb: The narrower your niche, the broader your income (if the niche is based around what people really want)
• Who else serves that target market? □
These people/businesses could be potential ‘joint venture partners’ (people who have the same target market but sell different products/services)
□
If different businesses are successful at targeting that market, it may indicate that the niche will be profitable 1
More great coaching tools, training, and resources available at BigMoneyBusinessCoach.com. This material is copyright © 2014 Christian Mickelsen & Coaches With Clients. All rights reserved
The First Five Sessions
□
These people could potentially fill your practice or sell your products for you, with a little creative joint venture win-win partnerships
• What does your target market really want? • What is the ultimate external, measurable, tangible, verifiable outcome that people want, when they buy your products or services? □
Make sure this is an external result, such as “lose weight” rather than an internal “feel good”
• It’s always best to base your business around what people already want, rather than trying to make people want what you already have to offer. • Did you get any clarity on who you’re targeting from this session? □
If “No” remember, confusion usually comes right before breakthrough. Chew on it this week, and take a stab at picking a target market you think will be profitable, or narrowing down your niche.
2 More great coaching tools, training, and resources available at BigMoneyBusinessCoach.com. This material is copyright © 2014 Christian Mickelsen & Coaches With Clients. All rights reserved
The First Five Sessions 3. Build a Lead Generating Machine • Last week we looked at narrowing down your target market and picking a niche, based on what people already want, and matching up your product/service to that niche. This week, we’re going look at ways of turning your business idea into a success, by building a “Lead Generating Machine” • What is the purpose of your website? □
From a marketing point of view, the sole purpose is to generate leads for the business – usually a list of names & email addresses.
□
You can sell things from your website, but that’s very hard to do unless you already have a massive email database of people interested in your product/service.
• Do you currently have an email database of potential clients/ customers? How big? • If you had an email list of 5,000 potential customers who all need what you have to offer, what impact might that have on your business? □
Send out an email any time you need clients, or whenever you need more revenue
□
Cross promote with the biggest names in your industry if you wanted
• Do you know the percentage of people who join your email list after visiting your website? □
If you don’t have your website set up as a “Lead Generating Machine,” it’s probably less than 5%.
□
If you do have your website set up as a “Lead Generating Machine,” it can be anywhere from 30-60% of the people visiting joining your email database. 1
More great coaching tools, training, and resources available at BigMoneyBusinessCoach.com. This material is copyright © 2014 Christian Mickelsen & Coaches With Clients. All rights reserved
The First Five Sessions • The way to do this is to create an incredibly valuable free gift that you give away to people just for opting into your email list. The more valuable the gift, the better. • Do you have any ideas about what the best gift might be? (Ideally something that doesn’t actually cost you anything to give away) • What is the most valuable, money saving, time saving information or tool that will get your prospect the best possible results in the shortest space of time? □
Video, audio, special report pdf, assessment, etc. (the format isn’t important – the copy is important)
• What other resources or information could you give to your list over time to help them achieve results and get to know, like and trust you? • The next thing to work on is how to describe/ talk about that free gift on your website in a way that makes it completely irresistible to your target market. Normally: □
Bold headline that “bottom lines” the ultimate results they want
□
3-5 curiosity-inducing, benefit-laden bullet points
□
A very clear call to action (enter your name & email address now to get access)
• Action this week: create the giveaway & write the copy for your home page. • How do you feel about taking that action this week? • What did you find most valuable from today’s session?
2 More great coaching tools, training, and resources available at BigMoneyBusinessCoach.com. This material is copyright © 2014 Christian Mickelsen & Coaches With Clients. All rights reserved
The First Five Sessions 4. Find More Customers & Clients • What are services that other people offer that help people achieve the similar results to what your business helps people with…but in a different way? □
eg. protein supplement company & personal trainer, dating coach & dating services, etc.
• How could you team up with them? □
Maybe give them a commission for promoting your product/ service to their database
□
Possibly promote their product/service in exchange for them promoting yours
• Where does your target market hang out? • Whose email list are they already on? • What else do they try buying to help them achieve the results that your product/service can get for them? • Where could you speak in front of a crowd of your ideal target market? • Where could you network with your target market? • Where could you network with other people who serve your target market? • ACTION: based on all of this, what actions will you take this week that could potentially move your business forward dramatically? Examples: □
Attend networking mixers – how many this week?
□
Networking with people he/she already knows who serve the same target market
□
Contacting other people who serve the same target market
1 More great coaching tools, training, and resources available at BigMoneyBusinessCoach.com. This material is copyright © 2014 Christian Mickelsen & Coaches With Clients. All rights reserved
The First Five Sessions □
Requesting a space to speak at an event with their target market present
□
Brainstorming a list of potential partners and contacting them
• Do you feel good about taking that action this week? □
What would make you feel great about it/ what other actions might you feel great about taking this week, instead?
• What did you find most valuable about this session?
2 More great coaching tools, training, and resources available at BigMoneyBusinessCoach.com. This material is copyright © 2014 Christian Mickelsen & Coaches With Clients. All rights reserved
The First Five Sessions 5. Create Compelling Offers • Last week we looked at where to find more customers & clients. This week, we’ll examine what to say to them when you’re in front of them. • What do you currently offer your customers & clients? • Out of everything you have to offer, what is the most valuable, and what will make the biggest difference in the lives of the greatest number of people? • In order to get people to take action, you need to “coach” them to make a decision. Would you like to explore ways you can do this in a way that gets you a lot more sales? • Mindset 1: it’s way more valuable to them to buy the product/service than it is for you to get them as a customer • Mindset 2: your job as a consultant who might be able to solve their problem is to get them to decide whether or not they need what you have, while you’re there to support them • How do you currently lay out your actual offer when you’re in front of a potential client/customer? • How effective is that offer? What is the conversion rate of people that you present that to, who take it on the spot? • What are some ways you can make that offer far more irresistible if they take it right now on the spot, rather than going away and thinking about it? • What are some events you can create that will drive more sales by getting people to decide (eg. Summer Special; For the next 3 days; for the next 5 customers only)? • What can you put into action this week that will make your offers more irresistible that will drive more sales immediately?
1 More great coaching tools, training, and resources available at BigMoneyBusinessCoach.com. This material is copyright © 2014 Christian Mickelsen & Coaches With Clients. All rights reserved
The First Five Sessions • How do you feel about taking that action? • What did you find most valuable from today?
2 More great coaching tools, training, and resources available at BigMoneyBusinessCoach.com. This material is copyright © 2014 Christian Mickelsen & Coaches With Clients. All rights reserved
Give space to share what they’ve written
• Great! Now let’s make a 1 year plan. • If you could wave a realistic magic wand, where would you like your business to be in the next year? • How many clients & customers do you want to have? • How much revenue? • How many leads? • What type of leads (phone numbers, emails, FB, other)? • How many hours a week do you want to work? • What would you do during that time, if you had complete freedom? • Great! Now let’s create an action plan to get started… • What are 3 actions you could take this week that would move you forward towards that vision the fastest…? • How do you feel about taking those actions this week? □
If not great: what actions would you feel great about taking this week?
• What did you find most valuable from today’s session? 1 More great coaching tools, training, and resources available at BigMoneyBusinessCoach.com. This material is copyright © 2014 Christian Mickelsen & Coaches With Clients. All rights reserved
The First Five Sessions 2. Becoming Magnetically Attractive to Clients & Customers (Niching, Naming, Branding) • Last session we looked at your ultimate business vision. To make that happen much easier & quicker we need to figure out what your perfect niche is – this module is called “Niching, naming & branding your business.” • Do you have a target market? • Are you happy with your current target market? • How did you originally come to the conclusion that they are your target market? • With whom do you love to work & sell/market to? • Who is your current target market – who will benefit the most from your product/service? Who already wants and needs what you have to offer? • Is there any way you could make your niche more specific? □
Specificity is the difference between offering “food” and offering “chocolate covered strawberries’”– is your niche “food,” or “dessert,” or “chocolate covered strawberries?”
□
Rule of Thumb: The narrower your niche, the broader your income (if the niche is based around what people really want)
• Who else serves that target market? □
These people/businesses could be potential ‘joint venture partners’ (people who have the same target market but sell different products/services)
□
If different businesses are successful at targeting that market, it may indicate that the niche will be profitable 1
More great coaching tools, training, and resources available at BigMoneyBusinessCoach.com. This material is copyright © 2014 Christian Mickelsen & Coaches With Clients. All rights reserved
The First Five Sessions
□
These people could potentially fill your practice or sell your products for you, with a little creative joint venture win-win partnerships
• What does your target market really want? • What is the ultimate external, measurable, tangible, verifiable outcome that people want, when they buy your products or services? □
Make sure this is an external result, such as “lose weight” rather than an internal “feel good”
• It’s always best to base your business around what people already want, rather than trying to make people want what you already have to offer. • Did you get any clarity on who you’re targeting from this session? □
If “No” remember, confusion usually comes right before breakthrough. Chew on it this week, and take a stab at picking a target market you think will be profitable, or narrowing down your niche.
2 More great coaching tools, training, and resources available at BigMoneyBusinessCoach.com. This material is copyright © 2014 Christian Mickelsen & Coaches With Clients. All rights reserved
The First Five Sessions 3. Build a Lead Generating Machine • Last week we looked at narrowing down your target market and picking a niche, based on what people already want, and matching up your product/service to that niche. This week, we’re going look at ways of turning your business idea into a success, by building a “Lead Generating Machine” • What is the purpose of your website? □
From a marketing point of view, the sole purpose is to generate leads for the business – usually a list of names & email addresses.
□
You can sell things from your website, but that’s very hard to do unless you already have a massive email database of people interested in your product/service.
• Do you currently have an email database of potential clients/ customers? How big? • If you had an email list of 5,000 potential customers who all need what you have to offer, what impact might that have on your business? □
Send out an email any time you need clients, or whenever you need more revenue
□
Cross promote with the biggest names in your industry if you wanted
• Do you know the percentage of people who join your email list after visiting your website? □
If you don’t have your website set up as a “Lead Generating Machine,” it’s probably less than 5%.
□
If you do have your website set up as a “Lead Generating Machine,” it can be anywhere from 30-60% of the people visiting joining your email database. 1
More great coaching tools, training, and resources available at BigMoneyBusinessCoach.com. This material is copyright © 2014 Christian Mickelsen & Coaches With Clients. All rights reserved
The First Five Sessions • The way to do this is to create an incredibly valuable free gift that you give away to people just for opting into your email list. The more valuable the gift, the better. • Do you have any ideas about what the best gift might be? (Ideally something that doesn’t actually cost you anything to give away) • What is the most valuable, money saving, time saving information or tool that will get your prospect the best possible results in the shortest space of time? □
Video, audio, special report pdf, assessment, etc. (the format isn’t important – the copy is important)
• What other resources or information could you give to your list over time to help them achieve results and get to know, like and trust you? • The next thing to work on is how to describe/ talk about that free gift on your website in a way that makes it completely irresistible to your target market. Normally: □
Bold headline that “bottom lines” the ultimate results they want
□
3-5 curiosity-inducing, benefit-laden bullet points
□
A very clear call to action (enter your name & email address now to get access)
• Action this week: create the giveaway & write the copy for your home page. • How do you feel about taking that action this week? • What did you find most valuable from today’s session?
2 More great coaching tools, training, and resources available at BigMoneyBusinessCoach.com. This material is copyright © 2014 Christian Mickelsen & Coaches With Clients. All rights reserved
The First Five Sessions 4. Find More Customers & Clients • What are services that other people offer that help people achieve the similar results to what your business helps people with…but in a different way? □
eg. protein supplement company & personal trainer, dating coach & dating services, etc.
• How could you team up with them? □
Maybe give them a commission for promoting your product/ service to their database
□
Possibly promote their product/service in exchange for them promoting yours
• Where does your target market hang out? • Whose email list are they already on? • What else do they try buying to help them achieve the results that your product/service can get for them? • Where could you speak in front of a crowd of your ideal target market? • Where could you network with your target market? • Where could you network with other people who serve your target market? • ACTION: based on all of this, what actions will you take this week that could potentially move your business forward dramatically? Examples: □
Attend networking mixers – how many this week?
□
Networking with people he/she already knows who serve the same target market
□
Contacting other people who serve the same target market
1 More great coaching tools, training, and resources available at BigMoneyBusinessCoach.com. This material is copyright © 2014 Christian Mickelsen & Coaches With Clients. All rights reserved
The First Five Sessions □
Requesting a space to speak at an event with their target market present
□
Brainstorming a list of potential partners and contacting them
• Do you feel good about taking that action this week? □
What would make you feel great about it/ what other actions might you feel great about taking this week, instead?
• What did you find most valuable about this session?
2 More great coaching tools, training, and resources available at BigMoneyBusinessCoach.com. This material is copyright © 2014 Christian Mickelsen & Coaches With Clients. All rights reserved
The First Five Sessions 5. Create Compelling Offers • Last week we looked at where to find more customers & clients. This week, we’ll examine what to say to them when you’re in front of them. • What do you currently offer your customers & clients? • Out of everything you have to offer, what is the most valuable, and what will make the biggest difference in the lives of the greatest number of people? • In order to get people to take action, you need to “coach” them to make a decision. Would you like to explore ways you can do this in a way that gets you a lot more sales? • Mindset 1: it’s way more valuable to them to buy the product/service than it is for you to get them as a customer • Mindset 2: your job as a consultant who might be able to solve their problem is to get them to decide whether or not they need what you have, while you’re there to support them • How do you currently lay out your actual offer when you’re in front of a potential client/customer? • How effective is that offer? What is the conversion rate of people that you present that to, who take it on the spot? • What are some ways you can make that offer far more irresistible if they take it right now on the spot, rather than going away and thinking about it? • What are some events you can create that will drive more sales by getting people to decide (eg. Summer Special; For the next 3 days; for the next 5 customers only)? • What can you put into action this week that will make your offers more irresistible that will drive more sales immediately?
1 More great coaching tools, training, and resources available at BigMoneyBusinessCoach.com. This material is copyright © 2014 Christian Mickelsen & Coaches With Clients. All rights reserved
The First Five Sessions • How do you feel about taking that action? • What did you find most valuable from today?
2 More great coaching tools, training, and resources available at BigMoneyBusinessCoach.com. This material is copyright © 2014 Christian Mickelsen & Coaches With Clients. All rights reserved
