The Fierce Business Babe Podcast Ep 112: Fill Your Private Coaching Roster

Today, we are diving into another exciting topic: Filling Your Private Coaching Roster. Private coaching is one of the things that really can get filled pretty quickly in your business to be honest. It's usually one of the quickest things that we are able to fill usually in less than a week or so anytime we make the announcement and now it's your time to learn how to do the same.

Fill Your Private Coaching Roster

By: Melissa Lin

Today, we are diving into another exciting topic: Filling Your Private Coaching Roster. Yes, how to start filling your client roster faster and faster. Private coaching is one of the things that really can get filled pretty quickly in your business to be honest. It's usually one of the quickest things that we are able to fill usually in less than a week or so anytime we make the announcement and now it's your time to learn how to do the same.

Again, today is all about a topic that my audience has been asking for quite some time. I've touched on it and held live trainings here and there and now it's time to really dig into the goodies. And so it's here; how to fill up your private coaching roster. I know any time that I open doors to private coaching, we usually fill our spots. Which really aren’t many spots. I only like to work with three or four private clients at a time. And then all of my other clients are in my masterminds, my group coaching container courses, things like that. We usually fill spots within one week or less, almost like clockwork, and my audience is always wondering how we do it. So today we're diving into all of my tips and tricks to help you fill your very own private coaching roster as well.

Create your Program

Now the first step is we first got to create your program. Now, if you don't already have a private offer created if that's okay. I have some podcast episodes all about that and if you want even more, this is exactly what we help you with inside of the Fierce Business Academy. So we actually help you craft your signature offer, we help you launch it out to the online world and still so much more. So, as long as you have your offer crafted, you can start doing some of these things that were going to talk about today and start to fill your private roster. So, I'm going to go ahead and start giving you some ideas today and I will share experiences and I'll share examples and all of the good stuff.

Prep the Audience

The first thing, and this is one of the biggest things that I see a lot of people forget to do and so it's so important to do this step. Please don't, don't forget this step, don't miss out. Don't try and just move straight to the selling. We've got to first prepare our audience, so they know what's coming. They need to hear something on average anywhere from 7 to 10 times before they're even truly aware of it. Sharing your content, sharing your Instagram stories, show behind the scenes of you prepping for the announcement. Get your audience excited with a little hint here and there, if you are not excited about it, they will not be excited about it either. So you can get to help excite them by showing your excitement and how excited you are to be launching something again. Opening doors or something again, maybe having a wait list. So many different things, but show excitement. Please, please, please, show excitement because they get to get excited about it. Right?

When was the last time that you went to the store to go and purchase something that you were wanting for a while but you just weren't too excited about it? You just kind of walked into the door and just kind of bought it, but you weren't overly excited about it. Probably never, right? Any time, I go and purchase something that I've had my eyes on for a little bit, maybe a new purse or new bag or new tech item, I love, love, love, love purchasing some of those things. I'm always so excited. I'm like a little kid on Christmas. That's where we want to help our clients get to as well.

Be On Theme

So, as you're getting ready to open those doors, make sure that you're sharing content on social media that actually makes sense. It gets to make sense and gets to relate to the offer you're about to put out there. This isn't just for private coaching, this is for any type of offer, any service that you're putting out to the world. Your content gets to match and gets to make sense. Right?

So we want to be on theme with the same topics that you're going to be teaching and whatever you're launching. So right now we're talking about private coaching, so it gets to be on theme with the things that you're going to be teaching in private coaching. For example, if you are a business coach and you're about to launch a course around mindset, it wouldn't make too much sense to be adding value on all of your social media platforms sharing content about launch strategies. Those two are very different and would confuse your audience. You’re talking on your Instagram story, in mini trainings, in your captions, about launch strategies then you're trying to sell a course about mindset. It would make more sense to start to talk about mindset and shifts that you can make and how mindset has affected your life and your business and how it's helped you hit the next level and those areas. That's going to make a lot more sense. So keep things on theme with whatever you're selling or launching.

Here's another example for you. We are currently in our launch for our next cohort of the Six-Figure Fierce Business Mastermind. In that Mastermind, we help coaches and service providers, service-based business owners, scale to consistent 10K months and reach six figures in their business. So, we are being very intentional about the content we’re creating and we are wanting to make sure that it directly relates to this on our platforms. So, were talking about stepping outside of your comfort zone, serving more people, moving from one to one to one to many, increasing your prices, expanding your product suite, adding more systems onto the back of your business, adding more automation, hiring your first few team members, and so much more, because these are some of the things that we teach you to help you reach that next level in your online business. We also really focus on both the front and in the back end of your business.

So if you go back to my content around October 14th to the rest of the month or the end of October, This is when we're doing our Mastermind launch. Go and look at my content. It all relates with hitting 10k months. It all relates with adding systems into your business and hiring your first team member and stepping into that next level with your mindset. Everything relates to what we're selling. The same gets to go for you as well.

So along that note make sure that you're also speaking to your ideal client for this offer that you are wanting to sell. What is on his or her mind on a Friday evening? What is keeping them up at night? Why do they need this program of yours? So for example, we are really speaking to our ideal client for our Mastermind right now in our content. The person who's the right fit for my Mastermind is someone who has the foundations in their business already created. So they'll wake up in the morning and they will spend some time in the morning writing their captions and then they'll spend some time sending an email out to their email list, Maybe they haven't emailed in over a month, but then they're going to spend some time on taking care of their clients and supporting their clients and maybe doing some random Pinterest searching to figure out how to make pins for their business and all of these things, all of these tasks that take the entire day and they have no idea where they're going to be able to fit any time of their day to actually be focusing on growing the business and scaling to the next level, right? Maybe, you're already making a few thousand dollars in your business per month right now and you've no idea how you'll be able to double that, or triple that, or quadruple that. So, we speak into that all the time. We speak into that on the sales page and our stories, everywhere, and you get to do the same. Speak into it and make sure the theme is matching and make sure that we're really using their language and speaking to them. Now, that is number one and number two.

Upselling Current Clients

Now, the next thing that we can do, and this next thing we definitely get your list, because every single person can do this; upsell some of your current clients, maybe you've got other clients that are in a group coaching program that are looking for a little bit more 1:1 support after working with you or wanting to continue after your course and they want some more support on top of what they're already getting in the group coaching program, or they want some support because we didn't get any because there was no access to you in the course, which is typical.

So, if somebody has bought from you before, it's very likely they will buy again and if you don't have any other offers in your business yet, that's okay. We're getting you started. Start to think about where private coaching may fit into your customer journey down the road or maybe you've coached, or worked with beta clients or free clients in the past. You can up-sell to them as well. And so definitely think about your past clients, always. Go back, check in on them. See how they're doing. Where they're at 3 months, 6 months, 12 months after working with you because you're going to learn, you're going to see this for yourself If you want even more evidence that past clients will usually come back and work with you again at some point in some way. I see this all the time with my clients and you will too. There's evidence out there everywhere about it. So, you definitely get to do this and think about that upsell of current clients. If you don't have a client roster or some kind of Master Client List, I would definitely recommend starting to create that, so you know who to be going back and checking in with and seeing how they're doing after working with you. Especially if they didn't continue working with you whenever they finished their first program with you. Okay! Let's keep on going.

Offer Intensives With Your Audience

The next thing that you can do is if you have time in your schedule, go and offer some intensives with your audience. We have helped many of our clients do this in their business and we had a client last week actually create this in her business as one of her secret menu items. She offered, I believe it was a 60-minute intensive, with some people in her audience for $97. And then after the Intensive with those new clients, she up- sold more than half of them into her private coaching package of $3,000. What this does is it helps give them a taste of what it could be like working with you. They get an immense, immense amount of value with you and they don't need to put in that high-ticket price tag at $3,000- $4,000 to see what it would be like to work with you. To see if you guys would be a fit. So they can get a little bit of it. Then, of course you're going to give them an incredible client experience. Of course, they're going to want to upsell and of course, they’re going to want to go into the next level with you. So that's another easy way to bring a few more private clients in. Offer some lower ticket intensives and then up-sell them.

Something else you could do is, if it's maybe not as low of a ticket as an intensive, maybe it's a few hundred dollars, when you've got a 90-minute intensive or 60-minute intensive plus a week of voxer support and its a little higher price, let them use that as tuition towards private coaching with you if they decide to enroll with you, up-sell in the next 48 hours after that intensive together. There’s a lot of different things you can do but you always get to think about your clients, your ideal clients, and what could be next for them because they're thinking the same thing. They want to know what's going to be next for them and how you can support them and how you can help them move into that next level. So that's another thing right there that you can do.

So we've already got a few things and I've got a few more for you, but we've already covered so far that you first get to have your program and get to create a program, if you don't have that yet. Then prepping your audience, getting them ready for it. Being on theme with whatever your program is teaching. Creating that content that makes sense because we want to keep your audience in that same headspace, right? We don't want to confuse our audience by talking about a million different things. Talk about that stuff that relates to your offer. Those teaching points. Now, the next thing that we already talked about is just a quick refresher, recap... upsell your current clients, if you have them, or upsell people who purchased from you in the past. Then, we also talked about creating some intensives and up-selling some intensives. I've also got a few more things for you that you get to do.

Lead Tracker

Every single one of us has a lead tracker, right, we talked about this and if you don't have a lead tracker, send me a message because you get to have a lead tracker. I've got at least one or two podcast episodes all about this. Now, what you can do is go back to your lead tracker, go through it and go take a peek at who some of your hot and warm leads are, and send out private invitations to them before publicly launching your private coaching again. Send them private invitations and give them first dibs beforehand. It's going to be a very easy way to get a few clients in before you even open doors to the public, by giving them that exclusive invite privately. So definitely recommend doing that.

Creating Urgency

Then, this next thing is very important, every single thing that I'm chatting through are great options for you to fill a few more spots in your private coaching. This next that you get to do is you get to create urgency. Urgency, urgency, urgency. I know, I'm sure some of you have had people that say next time, next time, next time. Well right now is the next time for them and you get to create urgency. Something I want to say about urgency is; urgency is not convincing anybody, because you should not have to convince anybody to buy. You should not have to convince anybody to say yes or no; however, creating urgency is going to help speed up that decision making process for them. This is up to you to help them see the value of you and your offer and that transformation you can help them create. It is up to you to help them see what's possible for them, create that vision for them of possibility as well and empower them to make a decision. That urgency will help speed up that decision making process for them. So, let people know exactly why right now is the time to hop into your private coaching. Not next week, not next month, not next year, right now. Help them paint the picture. Create urgency with capacity, number of spots, time, pop-up bonuses.

So for example something that we did a little bit for The Mastermind was you know, we created a cohort for November because we wanted to be there to support our clients during Thanksgiving. You know, Black Friday sales and the holidays because so many entrepreneurs typically struggle with that, with not really knowing what to do, when to be prepping for it. We prep for Black Friday at least two months ahead of time so we wanted to be there to support our clients as well as anyone new coming into the programs. So we created urgency by that. By letting them know, “Hey, if you want the support, you got to hop into this round and we're going to support you, plus, support you through 2021 for your calendar, your sales calendar, your launching, all of that through most of the first few months of 2021 as well. So we get a great urgency. Again, It's not too convincing, it’s to help speed up that decision making process for them. Create urgency and let them know exactly why right now is the time to hop into your private coaching.

So you've got quite a few new ways to get creative. Have fun with it! These are all things that we've used for our business to fill up our private coaching in less than a week every single time. We open doors for private coaching and our clients as well. So get going! Have fun with it and you bet I'm going to leave you with an action item.

Action Item

So your action item for today is to go to your private coaching program that outlines what you have for it right now, the structure of the deliverables, and I want you to determine what your capacity for private coaching is. If you can only bring on four clients at a time, six clients, 10 private clients, whatever that looks like in your business. Maybe you have a group coaching program and some courses as well, and you may not be able to bring on 20 private clients. Most people can't, most people don't because that's not how they want their business to be running long-term. Determine the capacity and start to prep your audience and get serving and get selling and have so much fun with it! So do this. Then, let me know over on Instagram, my handle @TheMelissaLin, how things are going for you. I can't wait to hear all about it. I’ll see you next time!

Topics we cover include:

Prep the Audience
Be on Theme
Upsell Current Clients
Offer Intensives
Creating Urgency

And so much more!

Times to check out:

(7:00) Prep The Audience

(8:30) Be On Theme

(13:45) Upselling to Current Clients

(15:30) Offering Intensives with your Audience

(19:37) Creating Urgency

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