BBC 003 : How to Network Effectively and Get More Clients (2 of 2)

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

If so, these two sessions are for you.

Following on from last session’s elevator pitch, I now move on to teach you how to create, what Michael Port has coined, “the conversational elevator pitch.”

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

Episode outline:

This is the second session of a two part series, so if you haven’t yet, go back and listen to part 1 of “Who Wants More Clients? Then Let’s Learn To Network.”

Have you taken action?

In the last session, I explained the importance of going out and practicing the elevator pitch before listening to this session. Have you? If not, remember that for any of these sessions to work and for your business to accelerate into rapid growth, you have to take action. Do yourself a favor: Decide you’re willing to go out and experiment.

I also told you that what I was sharing was all foundational. In this session, I give away the key to simple and easy customer acquisition: the conversational elevator pitch.

This is the formula I use every day of the week to turn an awkward, “What do you do?” into, “Wow, that’s amazing. Tell me more!”

Formula preparation:

Question 1 – Who do you help?

Covered in part 1 – The clients you get your best results from.

Question 2 – What do you think they were looking for when they went into business for themselves?

Think about why you did, but also remember their motivators may be different. It could be anything from a desire to leave a legacy, freedom to work their own hours, or just to get rich.

Question 3 – What three or four challengers could be stopping them from getting there?

Many people who want the things mentioned in question two realize they don’t know how to create the systems necessary for a successful business, or how to market and sell their products and services (to just name two). Remember, these will be unique to your segment (the answer to number 1).

Question 4 – What high level problems do the challengers from question three present?

For many people, the challengers from question three can cause stress, embarrassment, a feeling that people have lost faith in them, or a loss of love for what they do. This list is endless and again must be tailored to your segment from question 1.

Question 5 – What do you offer to help?

This could be anything from coaching, live seminars, or information products.

Question 6 – What successes have you had?

Numbers count – What has been your success rate? What are your success stories?

Question 7 – What are the biggest joys the customer experiences when the problem is gone?

I have seen amazing changes in a person’s belief in themselves, love of their work, and feelings of family acceptance. (Generally the opposite to question four).

Question 8 – What is the next step?

If you are speaking to the person with the problem, you can offer a 30 minute FREE Business Needs Analysis. This will be explained in session 7.

If you’re speaking to someone that knows someone, perhaps you can offer them a FREE copy of your book, white paper, or video series to give their friend in exchange for getting their details.

Let’s put it all together:

The formula – Do you know how many (answer to question 1) go out looking for (answer to question 2), however, wind up (answer to question 3). Do you know anyone like that?

Wait for response.

If them – It is very common, do you also (answer to question 4)?

If not them – So, you probably can see them (answer to question 4).

Wait for response.

If them – I certainly understand, and it’s important for you to know that you’re not alone; in fact, your problem is so common that I (answer to question 5).

If not them – I certainly understand, and it’s important you tell them that they’re not alone; in fact, your problem is so common that I (answer to question 5).

And (answer t...