Mastering Follow-Up in Your Coaching Business

In this episode, John & Angie discuss the importance of follow-up in business, particularly within the coaching industry. They address common pitfalls such as poor or lack of follow-up, which many coaches suffer from due to fears and doubts, including imposter syndrome and the discomfort of sales conversations.

Explore the root causes of these challenges, such as overthinking and fear of rejection, and how these fears can hinder business growth. Our hosts share their own struggles with follow-up and sales, emphasizing the shift in mindset required to overcome these issues. They suggest viewing sales not as a dreaded task but as providing opportunities and solutions to clients.

John and Angie delve into practical solutions like adopting a business identity, utilizing Customer Relationship Management (CRM) tools for effective follow-up strategies, and the significance of consistent client outreach programs. They stress the importance of aligning one's identity with being a business owner, setting clear business goals, and the pivotal role of self-discipline in ensuring success.

Both hosts advocate for understanding one's worth and charging accordingly, treating the coaching practice as a legitimate business rather than a hobby. The conversation concludes with a call to action for coaches to implement systems and processes for follow-up, ensuring they don't miss out on potential business opportunities due to inadequate client communication.

00:00 Opening Banter: The Fortune's Location

01:06 The Importance of Follow-Up in Business

02:04 Overcoming Imposter Syndrome and Fear of Sales

05:36 The Journey to Charging What You're Worth

07:09 Embracing a Business Mindset and Identity Shift

17:33 The Power of CRM Systems for Effective Follow-Up

21:42 Choosing the Right CRM and Making It Work for You

25:34 Conclusion: The Game Changer for Coaches

John,

2

00:00:00,645 --> 00:00:01,185

John: Angie?

3

00:00:01,255 --> 00:00:05,155

Angie: if I said to you, where's

the fortune, what would you say?

4

00:00:05,207 --> 00:00:06,727

John: I'd say, where is it Angie?

5

00:00:06,877 --> 00:00:07,507

Let me at it!

6

00:00:07,517 --> 00:00:08,247

Let me at it!

7

00:00:08,743 --> 00:00:10,453

Angie: John, it's an expression, John.

8

00:00:10,683 --> 00:00:13,503

The fortune is in Fill in the blank.

9

00:00:13,853 --> 00:00:14,473

John: The bank?

10

00:00:14,978 --> 00:00:15,648

Angie: Not.

11

00:00:16,423 --> 00:00:16,783

John: The safe?

12

00:00:18,138 --> 00:00:18,438

Angie: No.

13

00:00:18,998 --> 00:00:19,788

John: The fridge?

14

00:00:20,628 --> 00:00:21,148

Angie: What?

15

00:00:21,778 --> 00:00:22,038

No.

16

00:00:22,048 --> 00:00:23,378

Let's start the show.

17

00:01:07,447 --> 00:01:10,197

what do you think one

of the most important?

18

00:01:10,197 --> 00:01:13,837

Practices is in terms of your business.

19

00:01:14,852 --> 00:01:17,392

John: Oh, that, that word I

couldn't get before follow up.

20

00:01:17,442 --> 00:01:21,972

The thing that most people miss

out on either don't do it well, or

21

00:01:21,992 --> 00:01:24,042

in most cases, just don't do it.

22

00:01:24,332 --> 00:01:25,632

And I've been guilty of it.

23

00:01:25,722 --> 00:01:26,732

I will hold my hands up.

24

00:01:26,752 --> 00:01:28,002

I have been guilty of it.

25

00:01:28,192 --> 00:01:31,372

I've been guilty of bad follow up

and I've been guilty of no follow up.

26

00:01:31,712 --> 00:01:33,572

And so I think perhaps we should look at.

27

00:01:34,192 --> 00:01:37,662

Things like what what follow up

should look like or could look

28

00:01:37,662 --> 00:01:41,562

like And perhaps even some of

the reasons why we don't do it

29

00:01:42,207 --> 00:01:42,967

Angie: Absolutely.

30

00:01:42,987 --> 00:01:46,697

I could say the same thing in

any business that I've been in.

31

00:01:47,127 --> 00:01:52,646

What has held me back from expanding

or actually not even expanding, like

32

00:01:53,077 --> 00:01:59,737

gaining that initial traction was

my lack of follow up, but I know

33

00:01:59,737 --> 00:02:01,497

what my big why was behind that.

34

00:02:01,677 --> 00:02:03,182

I'd love to hear what yours is.

35

00:02:04,522 --> 00:02:07,262

John: Behind not following up,

Some of the, I think some of the

36

00:02:07,262 --> 00:02:12,902

imposter syndrome kicks in for me,

the bit of who am I to be doing this?

37

00:02:12,962 --> 00:02:17,862

And also the thing of, if I actually

do this, then we're gonna have to

38

00:02:17,862 --> 00:02:19,152

get into a whole big conversation.

39

00:02:19,152 --> 00:02:22,932

I'm gonna have to sort out bits that

all this stuff starts to kick to my

40

00:02:22,932 --> 00:02:24,487

head about this, but this, but this.

41

00:02:24,942 --> 00:02:29,867

And then I end up overthinking it,

which probably is the biggest issue.

42

00:02:29,987 --> 00:02:31,966

I overthink it and then

I don't take action.

43

00:02:33,352 --> 00:02:33,862

Angie: Yeah.

44

00:02:33,862 --> 00:02:35,742

And I think they're very tied together.

45

00:02:35,742 --> 00:02:40,062

So if I think about my own experience,

I don't think I was consciously thinking

46

00:02:40,062 --> 00:02:45,862

this, but I definitely was in that

space of what if they actually say yes.

47

00:02:46,932 --> 00:02:47,202

Right.

48

00:02:47,202 --> 00:02:48,502

And it's so much easier.

49

00:02:48,502 --> 00:02:53,091

I think to be working

on your business, right?

50

00:02:53,112 --> 00:02:54,882

Like I have all the things to do.

51

00:02:54,902 --> 00:02:56,042

I'm busy doing things.

52

00:02:56,281 --> 00:03:00,072

Try to make connections and then

you actually make connection.

53

00:03:00,572 --> 00:03:00,692

It

54

00:03:00,692 --> 00:03:01,232

happens.

55

00:03:01,302 --> 00:03:02,172

Woohoo.

56

00:03:02,252 --> 00:03:02,722

Yay.

57

00:03:04,162 --> 00:03:04,472

John: Yeah.

58

00:03:05,042 --> 00:03:05,452

The rubber

59

00:03:05,452 --> 00:03:06,352

hits the road, right?

60

00:03:07,532 --> 00:03:08,252

Angie: Yeah, Yeah.

61

00:03:09,312 --> 00:03:13,118

John: And that perhaps is one of the

biggest things of it's easy to have all

62

00:03:13,118 --> 00:03:17,148

these conceptual ideas and to imagine.

63

00:03:17,993 --> 00:03:19,853

Oh, and this is a big

thing in the personal and

64

00:03:19,853 --> 00:03:20,983

professional development world.

65

00:03:21,113 --> 00:03:25,143

We visualize the future that we want

to create, we set goals around it and

66

00:03:25,143 --> 00:03:30,843

stuff, but very often we don't really

think about what the practical actions

67

00:03:30,843 --> 00:03:36,593

are that need to be happening to

get us to business results, such as.

68

00:03:36,838 --> 00:03:41,638

Getting on the triage calls, the

discovery calls or getting on some

69

00:03:41,638 --> 00:03:46,118

prospecting and sales calls, essentially

reaching out to people and signing

70

00:03:46,118 --> 00:03:47,948

them up when they are interested.

71

00:03:47,948 --> 00:03:51,958

And when you need to follow up with

them, it's all practical stuff.

72

00:03:52,368 --> 00:03:55,728

And people have fear about getting

on calls with people for sure.

73

00:03:55,758 --> 00:03:57,008

I've had that as well.

74

00:03:57,338 --> 00:04:01,238

And we have fear around sales

fear of how now I can't do

75

00:04:01,238 --> 00:04:02,588

sales, or I don't like sales.

76

00:04:03,198 --> 00:04:07,713

I hear that more than Anything

else from coaches and speakers

77

00:04:07,713 --> 00:04:12,213

alike about challenges for why

they don't make the phone calls?

78

00:04:13,208 --> 00:04:13,838

Angie: I, yeah.

79

00:04:13,838 --> 00:04:15,908

I mean, you're hitting every single point.

80

00:04:15,948 --> 00:04:17,108

And I think the fear

81

00:04:17,108 --> 00:04:18,978

piece is definitely the bigger piece.

82

00:04:18,998 --> 00:04:19,898

What are we afraid of?

83

00:04:19,898 --> 00:04:21,058

We're afraid of the connection.

84

00:04:21,058 --> 00:04:21,548

Why?

85

00:04:21,817 --> 00:04:23,928

Why are we afraid to

have those conversations?

86

00:04:23,928 --> 00:04:25,638

And I think for some people.

87

00:04:26,038 --> 00:04:30,678

This was my experience and I've

met many people who it ties in

88

00:04:30,678 --> 00:04:31,898

with that imposter syndrome.

89

00:04:31,928 --> 00:04:35,888

It's like, how am I having a

conversation with somebody that I

90

00:04:35,888 --> 00:04:37,978

don't know, works for NASA, right?

91

00:04:37,978 --> 00:04:39,768

What can I possibly offer to them?

92

00:04:40,118 --> 00:04:45,118

or they feel that they're not

in alignment with a giving of

93

00:04:45,118 --> 00:04:47,398

themselves being a coach, right?

94

00:04:47,408 --> 00:04:51,508

Somebody who's setting out to help

other people and then getting paid.

95

00:04:52,343 --> 00:04:57,593

So they become really uncomfortable with

that actual conversation of charging

96

00:04:57,593 --> 00:04:59,633

what they're worth and all those things.

97

00:05:00,003 --> 00:05:02,143

So it's just easier not

to have the conversation.

98

00:05:02,723 --> 00:05:05,833

It's just easier to kind of

go, well, I didn't, I forgot.

99

00:05:06,233 --> 00:05:08,073

And we don't systematize.

100

00:05:08,113 --> 00:05:11,883

That's maybe something for later, it

happened to me by the time I actually

101

00:05:11,893 --> 00:05:13,693

realized I did have a business.

102

00:05:14,453 --> 00:05:15,593

I didn't have a CRM.

103

00:05:15,673 --> 00:05:16,693

I had no system.

104

00:05:16,933 --> 00:05:20,383

And there I was with my ink

and my paper, going, all right,

105

00:05:20,383 --> 00:05:21,613

wait, when was I supposed to?

106

00:05:21,613 --> 00:05:25,013

So for me, it was that mindset piece.

107

00:05:25,053 --> 00:05:29,403

And then it was a system to

follow up with my system, right?

108

00:05:29,403 --> 00:05:33,843

I had this great system of getting in

touch with people, but then I had no

109

00:05:33,843 --> 00:05:35,963

system in place to follow up with them.

110

00:05:36,483 --> 00:05:36,843

John: Oh boy.

111

00:05:36,933 --> 00:05:40,263

These are, look, these things, I think we

can cover some of this a little bit today,

112

00:05:40,263 --> 00:05:43,483

but we can have whole episodes certainly

about charging what you're worth.

113

00:05:43,493 --> 00:05:46,582

Like I, I heard you talking on

a very popular podcast recently

114

00:05:46,582 --> 00:05:47,693

about that very subject.

115

00:05:47,993 --> 00:05:50,323

It would be great for us to

do a show on that for coaches.

116

00:05:50,573 --> 00:05:51,933

And I even have a mentor.

117

00:05:51,963 --> 00:05:54,523

One of the reasons I went with him

was because I wasn't charging what

118

00:05:54,523 --> 00:05:58,773

I was worth as a coach and helped

me to get past that and get into it.

119

00:05:59,123 --> 00:06:01,393

But also this whole thing of

systemizing and things like that.

120

00:06:01,393 --> 00:06:03,453

I think we can cover some

aspects of that today.

121

00:06:04,253 --> 00:06:07,223

Yeah, there's probably more

than one episode as well.

122

00:06:08,118 --> 00:06:09,108

Angie: Just a little.

123

00:06:09,503 --> 00:06:09,923

John: yeah.

124

00:06:10,193 --> 00:06:13,293

But it's super, super important

to have this understanding about

125

00:06:13,293 --> 00:06:14,843

why we might not be taking action.

126

00:06:15,683 --> 00:06:19,963

What tips you over into not taking

the action to actually taking it?

127

00:06:19,963 --> 00:06:20,863

What got you there?

128

00:06:21,668 --> 00:06:23,808

Angie: I literally had

to shift my mindset.

129

00:06:23,878 --> 00:06:27,838

I really had to turn it into

a business mindset, right?

130

00:06:27,848 --> 00:06:30,578

Not the, I'm going to save

the world mindset, right?

131

00:06:30,578 --> 00:06:33,148

Which was that initial piece for me.

132

00:06:33,533 --> 00:06:36,683

And then I really had to take a step

back and say, okay, how do I feel

133

00:06:36,693 --> 00:06:38,313

comfortable having these conversations?

134

00:06:38,313 --> 00:06:41,943

Because even when I shifted

into, all right, I'm just going

135

00:06:41,943 --> 00:06:43,363

to have these conversations.

136

00:06:43,443 --> 00:06:48,693

I still felt uncomfortable

having a sales conversation.

137

00:06:49,663 --> 00:06:51,082

That was really hard for me.

138

00:06:51,082 --> 00:06:52,023

That was my.

139

00:06:52,603 --> 00:06:57,493

Biggest nemesis was that

mindset of this is a sales call.

140

00:06:57,513 --> 00:07:00,213

This isn't like a, this

isn't a discovery call.

141

00:07:00,383 --> 00:07:02,173

It shifted in my mind.

142

00:07:02,353 --> 00:07:03,163

You're laughing.

143

00:07:03,353 --> 00:07:03,893

Go ahead.

144

00:07:04,588 --> 00:07:07,668

John: I'm laughing because of my own

experience of yeah, probably same things

145

00:07:07,678 --> 00:07:08,848

going on for me and it's on my head.

146

00:07:09,288 --> 00:07:10,318

What shifted?

147

00:07:10,348 --> 00:07:12,078

There were a few things

that shifted for me.

148

00:07:12,078 --> 00:07:14,688

One was actually getting

some coaching around this.

149

00:07:14,718 --> 00:07:18,698

I we've mentioned this before

on the show about treating

150

00:07:18,707 --> 00:07:19,808

your business as a business.

151

00:07:20,268 --> 00:07:24,707

I feel like I wasn't I wasn't initially

early on in as a coach I was not

152

00:07:24,718 --> 00:07:26,638

treating my business as a business.

153

00:07:26,978 --> 00:07:30,628

I was treating it as I

don't know, a bit of fun.

154

00:07:30,758 --> 00:07:31,358

Not even that.

155

00:07:31,578 --> 00:07:34,278

I just wasn't thinking of

myself as a business person.

156

00:07:34,488 --> 00:07:37,298

I didn't consider myself

to be entrepreneurial.

157

00:07:37,548 --> 00:07:40,628

I'd come from like full time

employment and didn't know the

158

00:07:40,628 --> 00:07:42,098

first thing really about business.

159

00:07:42,348 --> 00:07:45,258

So it was identity to some degree.

160

00:07:45,258 --> 00:07:49,878

That's not who I am, but also

just not really understanding

161

00:07:49,928 --> 00:07:51,103

what were the right things to do.

162

00:07:51,353 --> 00:07:53,973

To do and not finding out about them.

163

00:07:53,973 --> 00:07:57,243

And even when I did know them being

scared of them, because it was new

164

00:07:57,603 --> 00:07:59,523

and I wasn't good at those things.

165

00:07:59,903 --> 00:08:04,163

So what got me past that

was working in sales.

166

00:08:04,693 --> 00:08:05,483

For a while now.

167

00:08:05,523 --> 00:08:06,713

I'm not a natural.

168

00:08:06,743 --> 00:08:08,513

I'm not a natural sales person.

169

00:08:08,663 --> 00:08:12,493

I'm not naturally Oh, i'm the person who

should be out there selling stuff, but it

170

00:08:12,543 --> 00:08:18,793

got me over my own stuff Making the calls,

repetition repetition and really help me

171

00:08:18,793 --> 00:08:24,043

wrap my head around This is how you have

to think about this is how business works

172

00:08:24,143 --> 00:08:28,723

if this stuff isn't happening You don't

have a business you have a hobby maybe

173

00:08:28,848 --> 00:08:29,328

Angie: yeah.

174

00:08:29,748 --> 00:08:30,018

Yeah.

175

00:08:30,018 --> 00:08:31,588

No, listen, and we've heard that, right?

176

00:08:31,608 --> 00:08:32,828

Like this is not a business.

177

00:08:32,857 --> 00:08:33,788

This is a hobby.

178

00:08:34,087 --> 00:08:34,587

Yes.

179

00:08:34,587 --> 00:08:38,248

I've heard that so many

times from other people.

180

00:08:38,248 --> 00:08:41,658

And I think that's, there's a

line you have to cross over.

181

00:08:42,028 --> 00:08:47,458

It's you just have to go over that hump a

bit and say, okay, I'm going to do this.

182

00:08:48,028 --> 00:08:53,018

And I had a very strong, unlike you,

my whole beginnings were in sales.

183

00:08:53,458 --> 00:08:57,088

Now it started out as like

retail management, low level,

184

00:08:57,138 --> 00:09:01,118

like here's a key, open the gate

tomorrow at nine, kind of a thing.

185

00:09:01,508 --> 00:09:05,978

But my interactions with people is

what grew me into what I do now.

186

00:09:06,588 --> 00:09:10,368

And it was funny because I think I said

to myself one day you've been selling your

187

00:09:10,368 --> 00:09:13,668

whole life, but for other people, right?

188

00:09:14,028 --> 00:09:17,388

So if you were going to sell for

yourself, what does that really look like?

189

00:09:17,518 --> 00:09:22,868

And it shifted in my mind from sales to.

190

00:09:23,153 --> 00:09:23,893

Opportunity.

191

00:09:25,063 --> 00:09:25,643

Offering.

192

00:09:26,063 --> 00:09:30,803

What is it that I'm really looking to do,

even if it comes from my heart and my gut.

193

00:09:31,923 --> 00:09:33,653

And that was the thing for me.

194

00:09:33,683 --> 00:09:35,113

That's what crossed me over.

195

00:09:35,113 --> 00:09:39,973

It was like, you really have to think

about this as I'm here to provide a

196

00:09:39,973 --> 00:09:44,003

service for you and better things for you.

197

00:09:44,583 --> 00:09:45,453

John: Two key points for me there.

198

00:09:45,498 --> 00:09:49,053

One, one is really adopting

that identity of I'm a business

199

00:09:49,053 --> 00:09:50,493

person and this is my business.

200

00:09:50,733 --> 00:09:55,893

That was, that was like, identity is

a really important area in coaching.

201

00:09:55,893 --> 00:10:00,153

If you don't ever work with it, play

with it because it packs a lot of value.

202

00:10:00,783 --> 00:10:04,023

In terms of how we think of ourselves

and who we think of ourselves as I

203

00:10:04,023 --> 00:10:07,703

had to get out of a long time, but I

had to get out of thinking of myself

204

00:10:07,743 --> 00:10:13,093

as this sort of fun, loving trolley,

dolly flight attendant flying.

205

00:10:13,113 --> 00:10:14,363

Angie: What's a trolley dolly?

206

00:10:14,613 --> 00:10:15,473

John: Flight attendant.

207

00:10:17,753 --> 00:10:19,263

Angie: I didn't know that, that I

208

00:10:19,263 --> 00:10:20,443

learned something new today.

209

00:10:22,413 --> 00:10:24,393

John: trolley dolly is a flight

attendant For those who don't

210

00:10:24,433 --> 00:10:27,043

know more of maybe more of an

english phrase than anything else

211

00:10:27,093 --> 00:10:28,423

but that was my identity.

212

00:10:28,423 --> 00:10:29,393

That's how I thought of myself.

213

00:10:29,393 --> 00:10:32,053

Customer service focused,

hospitality focused.

214

00:10:32,353 --> 00:10:33,133

And that's who I was.

215

00:10:33,143 --> 00:10:35,683

So I had to switch out of that

identity into, into this one.

216

00:10:35,863 --> 00:10:39,933

That was quite a journey for me,

but also it was knowing what to do

217

00:10:40,263 --> 00:10:41,793

and then getting myself to do it.

218

00:10:41,903 --> 00:10:47,873

And so I wonder how much of a part of this

you maybe feel self discipline is, cause

219

00:10:47,873 --> 00:10:49,223

I think it might be quite significant.

220

00:10:51,328 --> 00:10:52,508

Angie: I agree.

221

00:10:52,548 --> 00:10:55,938

I think you and I are speaking

that same language even though we

222

00:10:55,938 --> 00:10:57,728

came from very different arenas.

223

00:10:57,768 --> 00:11:01,668

I think that the key takeaway from

it is the first thing you really

224

00:11:01,668 --> 00:11:06,608

have to do before you start having

those conversations is deciding

225

00:11:06,618 --> 00:11:08,328

who you are as the business owner.

226

00:11:08,843 --> 00:11:09,073

Right.

227

00:11:09,093 --> 00:11:09,993

You're the CEO.

228

00:11:10,003 --> 00:11:14,303

You're the president of this business,

no matter how small it is starting out.

229

00:11:14,753 --> 00:11:20,743

And if you want to present yourself

effectively, really, who is it?

230

00:11:20,753 --> 00:11:23,213

How do you want to be

received and perceived?

231

00:11:23,723 --> 00:11:25,033

That's really important.

232

00:11:25,093 --> 00:11:30,603

Like I want to be received as a,

or I wouldn't be perceived as a,

233

00:11:30,913 --> 00:11:34,093

like a, for that, the professional

that I am as that person.

234

00:11:34,593 --> 00:11:39,223

And I think the more that we kind

of practice that mindset and then

235

00:11:39,313 --> 00:11:43,033

we have something of value to

offer, the easier it is to then

236

00:11:43,043 --> 00:11:44,983

start having those conversations.

237

00:11:44,983 --> 00:11:49,213

Because if we're not comfortable in

those conversations, you know this, the

238

00:11:49,213 --> 00:11:52,323

other person, the person on the other

end of that phone or, the video or

239

00:11:52,333 --> 00:11:57,423

the whatever on the conversation, you

know, they can smell it a mile away.

240

00:11:57,703 --> 00:12:00,633

It's like a junkyard dog with

a piece of meat a mile, like

241

00:12:00,633 --> 00:12:02,333

they know they can smell it.

242

00:12:02,468 --> 00:12:02,937

blah,

243

00:12:03,198 --> 00:12:07,898

John: Yeah this is, this was an important

thing that I learned in sales, I think

244

00:12:07,918 --> 00:12:12,888

as well, which I keep with me now

that that conversation around money is

245

00:12:13,018 --> 00:12:14,758

only awkward when we make it awkward.

246

00:12:15,283 --> 00:12:17,863

The sales conversation is only awkward

when we make it awkward There's really

247

00:12:17,863 --> 00:12:22,073

nothing to be afraid of but the only way

we're really going to get to a level of

248

00:12:22,073 --> 00:12:27,893

feeling confident about it and Feeling

capable is repetition And that's a hard

249

00:12:27,893 --> 00:12:33,618

thing to do when you feel like There's

business on the line when you feel like

250

00:12:33,618 --> 00:12:37,418

you really need the clients right now

that you don't feel like you can risk

251

00:12:37,418 --> 00:12:42,238

That you can risk a sales call not

going well like a discovery call leading

252

00:12:42,238 --> 00:12:44,498

into that say that sales transition.

253

00:12:45,138 --> 00:12:48,743

That's not the only way To bring

in clients though, of course,

254

00:12:48,773 --> 00:12:52,053

one to one calls are not the only

way sales calls is not the only

255

00:12:52,053 --> 00:12:54,083

way to bring in coaching clients.

256

00:12:54,093 --> 00:12:58,773

So it may be that you can also explore

some other ways, but I'll tell you one of

257

00:12:58,773 --> 00:13:00,123

the reasons why I ended up working with.

258

00:13:00,633 --> 00:13:04,233

Chris Ducker, who's one of my business

mentors and still is, and a friend as

259

00:13:04,233 --> 00:13:10,913

well, is that I heard him say one time

on a podcast with Pat Flynn that if you

260

00:13:10,913 --> 00:13:14,213

don't have something for sale on your

website, you're not really in business.

261

00:13:15,233 --> 00:13:20,423

And that was a wake up to me of,

ah, what's for sale on my website?

262

00:13:20,423 --> 00:13:24,733

It's like, okay, there's a podcast

there, there's some signup forms there,

263

00:13:24,733 --> 00:13:27,273

there's some downloads and things like

that, but what's actually for sale there?

264

00:13:27,568 --> 00:13:28,878

There was nothing for sale there.

265

00:13:28,888 --> 00:13:30,788

I went and fixed that that same day.

266

00:13:31,038 --> 00:13:33,248

I reached out to Chris

Vanna, how I work with him.

267

00:13:33,548 --> 00:13:35,678

And that was a transformative

experience as well.

268

00:13:35,758 --> 00:13:40,758

This is so important to make sure

that you do actually make it easy

269

00:13:40,758 --> 00:13:43,018

for people to buy from you, that

you're clear on what you're selling.

270

00:13:43,078 --> 00:13:47,638

Selling and you set things up so that

people can buy from You have the process

271

00:13:47,638 --> 00:13:51,718

and the system to do that whether

whether it's one to one phone calls

272

00:13:51,738 --> 00:13:54,308

Whether it's some online form whether

273

00:13:54,308 --> 00:13:59,658

it's webinars group sessions podcasts

or whatever else you're using to

274

00:13:59,658 --> 00:14:03,218

sell That they that you make it

easy for people to sign up for

275

00:14:04,503 --> 00:14:06,263

Angie: I definitely agree with that.

276

00:14:06,313 --> 00:14:10,333

You want to, I think the more you have

to be comfortable with who you are.

277

00:14:10,843 --> 00:14:11,503

Who are you?

278

00:14:11,543 --> 00:14:12,753

What is your offering?

279

00:14:13,203 --> 00:14:16,613

And you need to be able, this kind

of goes into that repetition space,

280

00:14:16,643 --> 00:14:21,773

like you need to be able to, and it's

not necessarily the elevator speech

281

00:14:21,773 --> 00:14:24,073

thing, but it's like, who am I?

282

00:14:24,073 --> 00:14:24,163

Right?

283

00:14:24,163 --> 00:14:24,178

Absolutely.

284

00:14:24,558 --> 00:14:26,238

As a coach, right?

285

00:14:26,498 --> 00:14:27,428

What am I really like?

286

00:14:27,438 --> 00:14:30,108

We don't want some like,

oh, I'm the truth seeker.

287

00:14:30,108 --> 00:14:31,818

Like it's not that right?

288

00:14:31,818 --> 00:14:34,298

It's not that it's what

am I really offering?

289

00:14:34,298 --> 00:14:38,228

And I think the more comfortable you

become with your product and service

290

00:14:38,848 --> 00:14:42,958

And not make it about you because it's

not about you, but you're making it all

291

00:14:42,958 --> 00:14:47,698

about you That's why the mindset thing

comes in the minute you stop making it

292

00:14:47,698 --> 00:14:49,448

about you and you focus on that other

293

00:14:49,458 --> 00:14:50,728

piece I

294

00:14:50,738 --> 00:14:54,178

think it becomes much easier when we

know how to have the conversation.

295

00:14:54,418 --> 00:14:57,888

And I know that maybe this isn't for

today, but I think, you'll maybe fall

296

00:14:57,888 --> 00:15:01,108

into the charging what you're worth

is figuring out what you're worth.

297

00:15:01,158 --> 00:15:04,948

Cause I think that's another piece of

it is, I don't know how much to charge.

298

00:15:04,948 --> 00:15:09,178

Should I charge 50 a

session or 600 a session?

299

00:15:09,813 --> 00:15:12,693

So, I think that there's more to

talk about and I think becoming

300

00:15:12,693 --> 00:15:18,803

familiar, but more comfortable with

that part of the conversation, because

301

00:15:18,803 --> 00:15:20,873

I think, did this happen for you?

302

00:15:21,093 --> 00:15:25,203

For me, I think I was, it was easier

for me to have the conversation

303

00:15:25,203 --> 00:15:26,913

about offerings and whatnot.

304

00:15:27,183 --> 00:15:30,933

But I think in the back of my

mind, I knew what was coming.

305

00:15:30,933 --> 00:15:32,763

It was like driving to the doctor knowing

306

00:15:32,763 --> 00:15:33,823

I was going to get a shot.

307

00:15:34,383 --> 00:15:36,633

And that was, and the shot for me was.

308

00:15:37,413 --> 00:15:38,993

having the money conversation.

309

00:15:39,133 --> 00:15:42,553

That was a really big piece of it

for me, and that led me to feel a

310

00:15:42,553 --> 00:15:44,863

little bit less comfortable with,

311

00:15:45,573 --> 00:15:46,253

now what?

312

00:15:47,317 --> 00:15:50,477

John: Having that figured out before you

have a conversation with anyone, it's

313

00:15:50,477 --> 00:15:53,557

a good idea because the last thing you

want to be doing is pulling a number

314

00:15:53,557 --> 00:15:57,317

out your butt whilst they're trying to

figure out, whilst you're trying to sort

315

00:15:57,317 --> 00:15:59,767

out a coaching agreement with somebody.

316

00:16:00,067 --> 00:16:03,477

But also you want to stay somewhat

consistent with that as well, because

317

00:16:03,477 --> 00:16:06,687

you can find yourself in situations,

which I'm sure we'll cover in the future

318

00:16:06,687 --> 00:16:10,257

of discounting when you shouldn't be

discounting and valuing your services or

319

00:16:10,497 --> 00:16:12,757

just trying to get the client rather than.

320

00:16:13,152 --> 00:16:16,732

Getting the right clients at the right

price that makes it worth both your time.

321

00:16:16,772 --> 00:16:17,042

Yeah.

322

00:16:17,042 --> 00:16:20,182

So we're all about creating

those win situations for

323

00:16:20,202 --> 00:16:21,652

ourselves and for our clients.

324

00:16:21,672 --> 00:16:24,122

It shouldn't be that

you lose and they gain.

325

00:16:24,502 --> 00:16:28,412

So I do think sometimes there

is that energy of feeling that

326

00:16:28,412 --> 00:16:29,542

we have to give, give, give.

327

00:16:29,962 --> 00:16:34,402

I think some people become martyrs

to their coaching businesses and

328

00:16:34,402 --> 00:16:35,899

just end up giving the house away.

329

00:16:36,209 --> 00:16:39,349

Because they want to help, they want

to serve, and they feel that maybe

330

00:16:39,349 --> 00:16:43,059

they're not even supposed to be

charging for that, and, it's I find

331

00:16:43,069 --> 00:16:47,829

sometimes there are sometimes that comes

from certain religious backgrounds.

332

00:16:48,299 --> 00:16:52,129

This whole thing of no service without

getting anything back in return.

333

00:16:52,949 --> 00:16:56,249

I think giving with there should always

be elements in our life where we give

334

00:16:56,259 --> 00:16:59,499

without expecting anything back in return,

and that is our service and contribution,

335

00:16:59,729 --> 00:17:02,089

but that can't be your business because

336

00:17:02,369 --> 00:17:02,619

that's

337

00:17:02,789 --> 00:17:03,489

Angie: starve.

338

00:17:03,599 --> 00:17:03,979

John: work,

339

00:17:04,499 --> 00:17:06,989

Angie: Yeah, the lights are

gonna get turned off and you

340

00:17:06,989 --> 00:17:08,729

are gonna have no income.

341

00:17:09,809 --> 00:17:11,329

And again, is it your hobby?

342

00:17:11,659 --> 00:17:12,699

Or is it your business?

343

00:17:13,029 --> 00:17:13,279

Right?

344

00:17:13,319 --> 00:17:14,719

That's, you know, decide.

345

00:17:15,059 --> 00:17:18,749

Make that decision out of the gate on

what you want your business to look like.

346

00:17:18,769 --> 00:17:20,839

What does it need to represent for you?

347

00:17:21,579 --> 00:17:22,809

And then treat it that way,

348

00:17:23,009 --> 00:17:25,999

John: I feel like we've looked at some of

the reasons why follow up doesn't happen

349

00:17:26,059 --> 00:17:30,264

and we may not have covered everything

exhaustively, but undoubtedly some of the.

350

00:17:30,534 --> 00:17:33,474

Specific ones, but what

should follow up look like?

351

00:17:33,474 --> 00:17:35,664

Like do you have a CRM?

352

00:17:35,964 --> 00:17:38,154

And for our audience,

353

00:17:38,944 --> 00:17:39,394

what is A

354

00:17:39,469 --> 00:17:43,479

Angie: no, I do, I do, because,

and it was, I honestly almost threw

355

00:17:43,479 --> 00:17:48,049

the laptop out the window when I

finally realized I needed one, and

356

00:17:48,049 --> 00:17:50,039

I had, excuse me, I had a bad track.

357

00:17:51,054 --> 00:17:52,314

And put everybody in.

358

00:17:52,664 --> 00:17:55,494

It was like, like over a thousand

people or something at the time.

359

00:17:55,494 --> 00:17:57,674

I was like, oh my gosh,

like, can I just start over?

360

00:17:58,024 --> 00:18:01,144

But yes, the CRM was my lifesaver.

361

00:18:01,144 --> 00:18:05,004

It was definitely a little bit, you

know, intimidating in the very beginning.

362

00:18:05,464 --> 00:18:12,804

But once I was shown how to create

automation, Oh my gosh, I felt like

363

00:18:12,834 --> 00:18:18,534

I got a raise and I had time and

I was shocked because guess what?

364

00:18:18,534 --> 00:18:22,224

I was setting up those automations and

those points of contact and I didn't

365

00:18:22,234 --> 00:18:25,984

have to remember my ink and paper was

thrown into the fire once and for all.

366

00:18:26,174 --> 00:18:31,994

Not initially, you know, I still have

a check register, but, but it really

367

00:18:31,994 --> 00:18:36,149

changed the whole Baseline of my business

368

00:18:36,669 --> 00:18:37,019

John: Yeah,

369

00:18:37,119 --> 00:18:38,359

Angie: of staying in contact.

370

00:18:39,039 --> 00:18:39,469

John: right.

371

00:18:39,509 --> 00:18:43,989

And so your CRM is your customer or

client relationship management tool.

372

00:18:44,259 --> 00:18:48,024

And so, There's a bunch of them

around and some of them are different.

373

00:18:48,024 --> 00:18:50,984

Some of them are going to be more

suitable for if you're doing like one

374

00:18:50,984 --> 00:18:56,444

to one client reach out and, attraction

and recruitment, even, or prospecting.

375

00:18:56,754 --> 00:18:59,804

But there are different ones you

might want to look at using, if you're

376

00:18:59,814 --> 00:19:03,914

doing more of a sort of a group focus,

online programs, that kind of thing.

377

00:19:04,220 --> 00:19:05,500

I use more of the latter.

378

00:19:05,590 --> 00:19:11,570

I use convert kit as my CRM for that,

which is a tool that allows me to

379

00:19:11,980 --> 00:19:13,900

put people onto my newsletter to.

380

00:19:14,285 --> 00:19:19,435

To have various promotions for them

to have emails going out that I can

381

00:19:19,445 --> 00:19:24,685

create email campaigns because I do

believe I do believe email marketing

382

00:19:24,715 --> 00:19:30,065

and email follow up is one of the best

tools that we can use for that to keep

383

00:19:30,065 --> 00:19:34,682

in the keeping relationships going with

clients perspective clients, clients

384

00:19:34,682 --> 00:19:36,142

that may come back in the future.

385

00:19:36,562 --> 00:19:40,292

And so I think having that don't

necessarily need to have that newsletter.

386

00:19:40,302 --> 00:19:44,982

I think too many people put too much

energy and focus into that, but having

387

00:19:44,992 --> 00:19:51,792

regular content that is going out to your

list, whether it's five people or 5, 000

388

00:19:51,812 --> 00:19:56,432

people or whatever, is really important

for you to create and should be considered

389

00:19:56,432 --> 00:20:00,992

part of a business that you can then

keep that follow up going with them and

390

00:20:00,992 --> 00:20:03,652

keep them connected, nurture them into

391

00:20:04,062 --> 00:20:08,362

your business and make them aware when

you do have stuff to offer when you have

392

00:20:08,362 --> 00:20:14,432

campaigns coming up and when you have

specific offers for maybe no for me, I

393

00:20:14,432 --> 00:20:19,072

Usually have my one to one people coming

from group stuff that i've done So, so

394

00:20:19,072 --> 00:20:23,442

I I don't really do specific reach out

for one to one client work in that way

395

00:20:24,462 --> 00:20:28,462

Angie: Yeah, I think it was, I think

it was very eye opening for me on how

396

00:20:28,462 --> 00:20:30,712

many different ways you could use a CRM.

397

00:20:31,092 --> 00:20:31,392

Right.

398

00:20:31,422 --> 00:20:33,252

And just was, it was astonishing.

399

00:20:33,522 --> 00:20:39,135

And actually when I, when I enlisted

with the company that I use, initially

400

00:20:39,135 --> 00:20:42,255

I had to get on the phone with them

and say, Hey, I don't even know what

401

00:20:42,255 --> 00:20:44,765

your, your, your software can do for me.

402

00:20:45,345 --> 00:20:46,395

This is what I do.

403

00:20:46,665 --> 00:20:48,245

This is what I, how I'm doing it.

404

00:20:48,555 --> 00:20:49,365

You tell me.

405

00:20:49,375 --> 00:20:53,695

And they were like, Oh, and it was again,

mine for me, it was like mind boggling.

406

00:20:53,705 --> 00:20:57,315

Like, Oh my, it wasn't just like

setting an email to, come out at

407

00:20:57,315 --> 00:20:59,695

a certain day in time in advance.

408

00:21:00,125 --> 00:21:01,565

It was so many other things.

409

00:21:01,565 --> 00:21:05,025

It was invitations to specific groups.

410

00:21:05,025 --> 00:21:08,215

Like if I was doing like, I don't

know, something that wasn't maybe

411

00:21:08,225 --> 00:21:10,875

in my repertoire and I was like,

Oh, let me send in an invitation.

412

00:21:10,885 --> 00:21:14,439

I was able to do things like

that and create, categories for

413

00:21:14,489 --> 00:21:16,139

everybody, wasn't just one lump.

414

00:21:16,449 --> 00:21:17,889

Some of people, right?

415

00:21:18,099 --> 00:21:24,329

I was able to create categories within

the categories and pick and choose where I

416

00:21:24,329 --> 00:21:29,559

was going to send things and really helped

me to, like, even if I was doing my blog,

417

00:21:29,609 --> 00:21:35,284

I would send it, you know, or a vlog,

you know, just to Being more interactive

418

00:21:35,304 --> 00:21:37,164

with these people in that community.

419

00:21:37,194 --> 00:21:38,354

So loved it.

420

00:21:38,354 --> 00:21:39,667

Yeah.

421

00:21:39,667 --> 00:21:40,980

Yeah.

422

00:21:40,980 --> 00:21:42,294

I

423

00:21:42,354 --> 00:21:46,454

John: a crm that you can work with and if

you're worried about costing on this Many

424

00:21:46,454 --> 00:21:51,349

of the crms and really good ones as well

will allow you a certain level Of act,

425

00:21:51,469 --> 00:21:57,599

uh, of activity for free until you get to

a certain amount of list or subscribers

426

00:21:57,599 --> 00:22:02,859

on there So at that stage the assumption

would be that you would have income coming

427

00:22:02,869 --> 00:22:06,919

through and if that's not happening Then

something's very wrong, but they also have

428

00:22:06,919 --> 00:22:10,539

a lot of tools to help you Uh, through

the processes of the kind of things that

429

00:22:10,539 --> 00:22:14,999

you should be doing and how to how to make

best use of their Of their tools whether

430

00:22:14,999 --> 00:22:19,709

it's things like, you know active campaign

Someone's i've used before says, um send

431

00:22:19,709 --> 00:22:23,099

peppers or yeah There's there's a whole

bunch of them out there a weber was the

432

00:22:23,099 --> 00:22:26,389

very first one that I used and I really

I'm, pretty sure they're still going

433

00:22:26,709 --> 00:22:28,529

and they're they're still pretty good.

434

00:22:28,899 --> 00:22:33,749

Um But check out different CRMs and figure

out which one's gonna work best for you.

435

00:22:34,049 --> 00:22:37,349

Looks easy to use and is gonna give

you what you need and support you.

436

00:22:37,699 --> 00:22:41,539

And maybe you do need to, uh, early

days look at something that's gonna

437

00:22:41,539 --> 00:22:45,769

be free at point of use until you get

to a certain level of list on there.

438

00:22:46,574 --> 00:22:49,794

Angie: think it's really important

just to piggyback on to that,

439

00:22:49,884 --> 00:22:54,514

that yes, you can get something

that is free for a period of time.

440

00:22:54,784 --> 00:22:57,244

But even while you're searching,

you know, kind of narrow it

441

00:22:57,264 --> 00:22:58,814

down to maybe two or three.

442

00:22:59,214 --> 00:23:05,514

And most of these companies will allow

you like a seven or 14 day free trial.

443

00:23:06,414 --> 00:23:07,264

Try and use them.

444

00:23:07,314 --> 00:23:10,950

You know, I take five people that you

know, or, just put five people into

445

00:23:10,950 --> 00:23:13,730

it and get used to like how it works.

446

00:23:14,020 --> 00:23:17,510

Because if you don't like it, if

you're not comfortable with it, I

447

00:23:17,510 --> 00:23:20,470

can promise you based on experience,

you are not going to use it.

448

00:23:20,480 --> 00:23:23,660

So I didn't, I didn't choose

the first one that I tried.

449

00:23:23,680 --> 00:23:26,300

I actually had to go through

a process and said, okay.

450

00:23:26,580 --> 00:23:27,610

What did I learn from that?

451

00:23:27,620 --> 00:23:31,900

Well, I should have picked three and

tried them out and, and before I bought,

452

00:23:31,900 --> 00:23:35,610

so to speak, to see what I personally

would feel more comfortable with.

453

00:23:35,620 --> 00:23:39,570

Some people like things that are more

techie and some people like things

454

00:23:39,570 --> 00:23:43,640

that are pretty, you know, like just,

it depends on what you're doing.

455

00:23:43,670 --> 00:23:46,385

And I think that's a really

important space is to.

456

00:23:46,725 --> 00:23:50,125

Before you subscribe to

anything, just give it a try.

457

00:23:50,185 --> 00:23:50,935

Take it for a test

458

00:23:51,025 --> 00:23:51,315

John: Yeah.

459

00:23:51,525 --> 00:23:52,355

Angie: See if you like it.

460

00:23:53,355 --> 00:23:56,465

John: Say this as well, if your

business is more one on one coaching

461

00:23:56,805 --> 00:24:00,945

and that's your style of prospecting

for clients, you want a CRM that's

462

00:24:00,945 --> 00:24:03,515

going to fit with that, but you also

want to make sure that you are doing

463

00:24:03,515 --> 00:24:04,935

the action that will get them in.

464

00:24:04,935 --> 00:24:09,195

So what are you doing to, what are you

doing to prospect for your clients?

465

00:24:09,205 --> 00:24:10,615

How are you finding them?

466

00:24:11,035 --> 00:24:13,572

And are you setting up

the calls with them?

467

00:24:13,812 --> 00:24:15,142

Are you following up with them?

468

00:24:15,192 --> 00:24:16,872

Cause that's part of what your CRM is for.

469

00:24:16,872 --> 00:24:18,022

where are you at with the customer?

470

00:24:18,022 --> 00:24:20,802

What stage of things that,

what was the last conversation?

471

00:24:20,852 --> 00:24:21,792

how was that going?

472

00:24:21,982 --> 00:24:23,502

When's the next conversation?

473

00:24:23,742 --> 00:24:27,252

So you have all this stuff in your

schedule and Being managed because

474

00:24:27,252 --> 00:24:30,842

there's only so much we can really

keep in our heads at any one time.

475

00:24:31,112 --> 00:24:36,292

Having those systems that allow us brain

extensions, if you like, that mean that

476

00:24:36,292 --> 00:24:39,542

we don't have to keep everything stored

in our heads so that we should always

477

00:24:39,542 --> 00:24:40,822

know exactly what's happening where.

478

00:24:41,232 --> 00:24:44,532

Use those tools that are out there

to help you stay on track with

479

00:24:44,532 --> 00:24:47,492

all this stuff and make sure that

you actually do the follow up.

480

00:24:47,762 --> 00:24:50,032

If you're having the fear around it,

if you're having some of the stuff

481

00:24:50,032 --> 00:24:53,777

we talked about earlier, then Get

some coaching around that yourself.

482

00:24:54,017 --> 00:24:57,087

Hopefully you have your own coach

and that's something we'll talk about

483

00:24:57,087 --> 00:24:59,197

another time, but, speak with your coach.

484

00:24:59,892 --> 00:25:02,952

Speak with your coach and figure

out what you can do to change that.

485

00:25:03,222 --> 00:25:07,035

But more than anything else is, if you're

not following up, you're missing out.

486

00:25:07,035 --> 00:25:08,045

you're losing money.

487

00:25:08,295 --> 00:25:11,745

Don't waste time beating yourself up

for all the times you haven't done that.

488

00:25:11,745 --> 00:25:12,775

It's not going to help you.

489

00:25:13,125 --> 00:25:15,855

But make a decision that

that's not who you are anymore.

490

00:25:15,855 --> 00:25:17,475

You're someone who does follow up.

491

00:25:17,775 --> 00:25:19,125

I'm the person who follows up.

492

00:25:19,145 --> 00:25:20,125

I'm going to take those actions.

493

00:25:20,225 --> 00:25:23,355

I'm going to put the systems in place

so that you To know exactly what the

494

00:25:23,355 --> 00:25:27,225

followup process should be with every

single person and what I should be doing

495

00:25:27,225 --> 00:25:30,595

with them at each stage of that, it

may take a while to fully figure that

496

00:25:30,605 --> 00:25:32,165

out, but it will be totally worth it.

497

00:25:32,845 --> 00:25:33,525

Angie: Oh my gosh.

498

00:25:33,525 --> 00:25:34,315

Absolutely.

499

00:25:34,325 --> 00:25:37,505

It is definitely the, I feel

like it's the game changer.

500

00:25:37,745 --> 00:25:41,689

It's the most solid piece of

the foundation of your business.

501

00:25:42,042 --> 00:25:47,482

mindset follow up, be prepared for

those conversations as best you can.

502

00:25:47,815 --> 00:25:50,115

I'm sorry, I'm still focused

on Trolley Dolly right now.

503

00:25:50,115 --> 00:25:55,415

Absolutely.

504

00:25:55,415 --> 00:25:58,685

John: whole load of coaches businesses,

but hopefully with the information

505

00:25:58,685 --> 00:26:00,825

that we talked about today, if

there's any elements there that you

506

00:26:00,835 --> 00:26:03,415

think you may be missing on, you

could shore up, you could strengthen.

507

00:26:03,655 --> 00:26:07,705

Take a look, check some things out, find

your CRM, find your processes and systems

508

00:26:07,705 --> 00:26:09,665

and set that stuff in place for yourself.

509

00:26:11,050 --> 00:26:11,775

we will come back.

510

00:26:11,785 --> 00:26:14,885

We'll be talking about some more elements

of the business side of coaching.

511

00:26:15,275 --> 00:26:18,215

And at some point we will be

getting into what happens inside

512

00:26:18,215 --> 00:26:19,365

the coaching sessions as well.

513

00:26:19,365 --> 00:26:22,695

So I hope you'll make sure that

you are subscribed to the show and

514

00:26:22,784 --> 00:26:24,274

stay tuned for, those episodes.

515

00:26:25,412 --> 00:26:25,942

Angie: Can't wait.

516

00:26:25,942 --> 00:26:27,382

Looking forward to it, everybody.

517

00:26:28,194 --> 00:26:29,064

John: We'll see you next time.

518

00:26:29,662 --> 00:26:30,222

Angie: Bye bye.