Building Your Coaching Business – Information Marketing in Networking

Here’s another step in information marketing (see the other articles on Information Marketing), this time applied to networking.

This is a way to take a prospect through a step by step warming up that results in 20% to 70% of them moving forward….this time through networking.

As a coach, you should be an unlimited resource for helping your clients. A part of that can be continually sending them emails, articles, and just plan face-to-face opportunities to expand their business (business coach, executive coach), or answers to their life or career problems (for life coaches and career coaches). This should apply to any kind of coaching. Just provide as many of the answers to the problems that your client is facing.

The more you give, the more value you have established that you provide. If you are really good, you can establish such value in a very short time that they will be begging for more.

Some coaches respond with, “People will drain me, take it all for free.”

Let me state what I said earlier, IF you are good, you can give a little, prove so much value in that short time, that they will clamor to want more. So, you encourage them to want that next meeting…and the next…and the next. Each step is a bigger commitment in time, and eventually cost. This is all about giving value until they want more, then asking them if they’d like more at the next meeting.

So, how do you do that in networking?

When you are talking to someone at a networking event, start asking them what they are struggling with. Then say something like, “I wrote an article about how a client of mine did ____________, and __________ (state measurable results). Would you like to have a copy?” Send them a copy, and make sure that you sign them up for your weekly emails, Hints and Tips on _________________. The email is a way of continually nurturing that relationship. If you are using an autoresponder, then it can be nearly on autopilot.

In most cases, I offer to send the first article to them by email, IF they’d be willing to discuss how it might work for them, and then we set a time for a call to discuss if that will work for them.

Sometimes I email them a copy, sometimes I mail them a printed copy, sometimes I send them a link to the articles that are published in online articles. In any of those cases, I make sure that they see that I am a published online author, an expert in the field. And, I am there to help them through this issue.

At no time am I trying to sell them anything. I want them to want me after exploring how those articles helped someone else with exactly their problem.

Of course, I will always be asking, “was that helpful?” “How helpful?” “Do you think something like that would solve your problem.”

And if all of those are “Yes, it was great.” Then I will be asking “would it be helpful if we set down together to work through issues like those that helped the client in that article?”

The “Yes,” in that instance is the first step toward closing the sale.

You do have to ask for it, but it isn’t a high pressure sale at all. Most of the time the prospect will be asking you for the next step.

Online Home Business Information Overload

When starting an internet online business it seems there is just so much information to digest. For most people this becomes overwhelming and causes them to believe they will never be able to get started in the online business.

The “experts” do not help. It seems that once you start looking at internet businesses your email inbox is filled to bursting point everyday. Usually these emails are offering a “one time only” special secret which will make you a fortune.

This makes it very difficult to remain focused on what you want to achieve. Because you are constantly distracted by the latest “unique previously unreleased” method of making your fortune with an online business. So let us look at some structured methods you need to apply before you get going.

First and probably most obvious is what product you will sell. This is normally referred to as your Niche. You need to spend some time on this and you need to understand your product inside out. If you don’t really believe in your product you will not convince anyone to buy it.

Will you sell digital products (reports, books, training videos etc.) or will you sell store type products (this can include anything you like) Will you hold inventory (stock) or will you use a dropship supplier. Dropshipping is where the supplier sends the product directly to your client on your behalf. This means you do not require holding any inventory.

Or you could choose to become an affiliate. An affiliate simply put, is a salesperson who sells products for other companies. Once a sale is completed the affiliate gets a commission. The commission can be substantial 50-70% is common.

If you are just starting out the affiliate route is probably the easiest. Being an affiliate means you do not even need a website and can get started straight away. It is a good way to get the money coming in whilst you develop your long term business strategy. You just simply send clients directly to the landing page of your affiliate company and once they buy you get paid.

To make money long term and to build a business with some value, you will need to eventually have your own website. You want to capture the details of your clients. You can use this information in the future to promote other products and make extra sales.

This information should be enough to get you thinking in the right direction. In my next article I will cover: GETTING TRAFFIC, GETTING SALES, OUTSOURCING, RUNNING YOUR BUSINESS DAY TO DAY.