032 Kickstarting Your Signature Program

08/03/21 • 32 min

If you know anything about Sarah Leather, you know she is all about Signature Programs. Whether that is 1:1 Signature program or a 1:Many Signature program, it’s the transformational process that you take your clients through, to go from where they are stuck, to where they want to get to.

In this training, Sarah will take you through all the steps the Kickstart day that Sarah uses with her clients to give the participants a real deep dive into it. This is a pivotal part to her Signature Program School and super important to get this mapped out whether you are new to business or have been in business for a while and want to map out a new income stream, or have an area of your business that doesn’t feel in alignment.

Today’s podcast talks through the tangible steps that you can start doing now, and how you can do this in a day yourself:

Know Your Business Model – how you find clients, how you work with your clients. It could be a typical service based industry model, Sarah typically works with coaches or consultants who are working either 1:1 or already have a group, 1:Many program or perhaps a retreat, a seminar or a course. How are you going to be bringing clients into your program, Also your price point, length.. this is the framework
OPTYS – One Problem That You Solve. What is the problem that you solve for your clients, and everyone will understand this from your marketing. You may be Multi-passionate, Multi-talented and Multi-skilled.. but! Be clear about the one thing you do, otherwise it will be confusing to potential customers
Client Mind-set and Sarah’s STEAR process. Get clear on the before and after scenario. What is it they are thinking before they work with you and the tangible results they want to get at the end of working with you? The during part is your signature program, and how you get them from the ‘before’ to the ‘after’ scenario.
Your signature program. The elements of your program could include things like, coaching, teaching, implementation, accountability, resource materials, 1:1 time, group calls. These can all go into the signature program, but which elements are going to help your clients get the results they are looking for. Which are necessary and which is an extra layer of support to bring the transformation for your client?
Pricing your Signature Program. What price is representative of the value and the market that you want to market to. How do you position yourself in the marketplace?
Getting clients! There are a gazillion ways to market your signature program.. but how do you choose? Sarah talks about Signature Workshops as a simple way to introduce clients to your program and the process of client nurture around that.
Lead Generation. How you find people to fill your signature workshop and keep them engaged until they are ready to commit to your program.
How to sell... the steps to the buying process and what happens when your customer has found “their person”.
What are the next steps to make sure this all works out?

Make sure you’re signed up for the next live show and The 1:Many Method 5-day virtual retreat here:

https://thesarahleather.com/retreat/

Today’s podcast talks through the tangible steps that you can start doing now, and how you can do this in a day yourself:

Know Your Business Model – how you find clients, how you work with your clients. It could be a typical service based industry model, Sarah typically works with coaches or consultants who are working either 1:1 or already have a group, 1:Many program or perhaps a retreat, a seminar or a course. How are you going to be bringing clients into your program, Also your price point, length.. this is the framework
OPTYS – One Problem That You Solve. What is the problem that you solve for your clients, and everyone will understand this from your marketing. You may be Multi-passionate, Multi-talented and Multi-skilled.. but! Be clear about the one thing you do, otherwise it will be confusing to potential customers
Client Mind-set and Sarah’s STEAR process. Get clear on the before and after scenario. What is it they are thinking before they work with you and the tangible results they want to get at the end of working with you? The during part is your signature program, and how you get them from the ‘before’ to the ‘after’ scenario.
Your signature program. The elements of your program could include things like, coaching, teaching, implementation, accountability, resource materials, 1:1 time, group calls. These can all go into the signature program, but which elements are going to help your clients get the results they are looking for. Which are necessary and which is an extra layer of support to bring the transformation for your client?
Pricing your Signature Program. What price is representative of the value and the market that you want to market to. How do you position yourself in the marketplace?
Getting clients! There are a gazillion ways to market your signature program.. but how do you choose? Sarah talks about Signature Workshops as a simple way to introduce clients to your program and the process of client nurture around that.
Lead Generation. How you find people to fill your signature workshop and keep them engaged until they are ready to commit to your program.
How to sell... the steps to the buying process and what happens when your customer has found “their person”.
What are the next steps to make sure this all works out?

Make sure you’re signed up for the next live show and The 1:Many Method 5-day virtual retreat here:

https://thesarahleather.com/retreat/

Previous Episode

031 Create Clients with Facebook Groups

Love it or hate it, Facebook is an incredible free marketing tool. One of the most valuable parts of this platform is the ability to harness groups to create clients. As I’m sure you’ve heard me say before, clients are not created on Facebook. Or any other social media platform, or your website.Clients are created in your mind with your thoughts. I’m not going to go into this too much today as I want to give you some fab tips on using groups to generate, nurture and convert leads into paying clients.You have 2 choices with groups:

Other people’s groups:Find groups where your people are (search for them).Follow the guidelines- don’t get on the wrong side of the group owner/admins. Eg don’t go live when it’s against the guideline! Comment & create engagement before offering anything. Track the groups you are in & when you can post. Go all-in with 3 groups. Paid groups can be amazing for marketing but you need to be mindful
Your own group:An amazing way to gather potential clients, give great value and invite them to take the next steps with you. Have a distinct purpose for your group- don’t be too vague or general. The group name needs to be clear who it’s for & what they’ll get out of it. You can ask questions when they request to join, tag people on posts that may interest them, Use a spreadsheet to track your members, especially the answers to the questions. You need to take the details from the answers BEFORE you approve them as once they’re gone, they’re gone. Create engagement: polls, questions, copy posts, tell stories, livestreams (important to do these) etcHave the group set up well in the settings. Totally fine to have ‘approve all posts’ function on.

Here is my basic group strategy with my own group:Run a monthly 5-day virtual retreat where I give incredible valueDo a weekly live show in-between.Post most days. Have some cool stuff in the Guides eg weekly live show replays.

Make sure you’re signed up for the next The 1:Many Method 5 day virtual retreat here:https://thesarahleather.com/retreat/

Next Episode

033 Trading hours for Dollars

As a general concept, I agree that you shouldn’t trade hours for dollars. Unless of course the dollars you’re charging mean you’re making the income you would like. But, if you’re having to hustle to fill your client slots and you’re charging a low hourly fee, that’s absolutely a burnout model. I know, because I’ve been there. In this episode, I share that less than 10% of women make 6 figures in their business and don’t make enough money for the lifestyle they would like. The reality is that 6 figure turnover is equivalent to a salary of 50k or 60k, so we need to make money. It’s important to understand that there is no more time, money and effort involved in having big financial goals than tiny ones. If you have modest goals in your business, there is no problem with that at all. The problem is that when women play small because some kind of fear of failure is holding them back from having the goals they really want. But when you realise it is no more work to have bigger goals, everything can really change for you. Only 2% of women hit 7 figures in their business. It may not be a goal for you. I have a lot of clients who are on their way to creating a 7 business, but most will have 6 or multiple 6 figures dreams. You can totally do that, but you have to have the vision first. To get to either of those goals means moving past trading dollars for hours to the 1: Many Method. With this way of scaling your business, you are serving more people, making more money in fewer hours and moving you past the time for money trap. Can you relate to this? Are spending all your time, energy and money pursuing 1:1 clients, perhaps charging a small session fee or a small bundle of sessions when you could be creating higher-priced sessions or a higher-priced program?It is no more effort to enrol clients in a group program than it is to find 1:1 clients. I like to teach an ongoing enrolment process, which takes away the stress of enrolling a lot of people at any one time. If you’re enrolling 2/3 people a month into your signature program, it’s not that hard to have 10k months. This way you get clients who pay in full or pay by instalments. It’s great to have full payments, but also great for cash flow to have monthly payments coming in as well.I have a vision of helping 1000 women to have 6 and multiple 6 figures in their business by 2025. For me, it’s not just about the money, it’s about the impact I am making. And the impact my clients and team are making. This method helps us to work with much more ease and to help more people. But it’s so important to show up. Your business can’t outperform your ability to lead it. Business is a roller coaster and I help my clients to even out those ups and downs, but they have to be there to help us to grow along the way. Personal growth will still be needed along the way. It may feel hard, but that’s ok because you come out so much stronger at the end of it, and hopefully a lot more money too! If you would like to have a look at your business model, you can book a session with one of my Success Mentors to get their help to plan out your business. They are experts in creating Signature Programs and would love to help you. They will look at where you are now, where you want to go, and see if you are dreaming big enough in your business. We will help you to step into your vision and be part of that 10% with a 6 and multiple 6 figure business and create that vision you really desire.Book your Consult Call with a Success Mentor here while they are available: https://thesarahleather.com/consultcall/