What Makes Your Ideal Prospect Take Action?
Posted by Melody Campbell on September 1, 2009 · 2 Comments
Many great ideas go unexecuted, and many great executioners are without ideas. One without the other is worthless. ~Tim Blixseth
To be really effective in building your coaching practice as a viable business it’s imperative that you
- get your ideal prospect to take action to hire you as their coach, or to purchase your products so they can apply your coaching method
- develop an understanding of how to repeatedly get your ideal prospects to take action – so if you can get one new client, surely you can duplicate your efforts and enroll 10 new clients, right?
photo by danielbroche on flickr
The reason some coaches have as many clients as they desire and sell thousands of dollars worth of product monthly (some even sell thousands of dollars worth of product daily!), and some coaches can barely get one client is because of the two statements above. The successful coach understands how to get their ideal client to make a decision and take action, and the successful coach knows how to repeat this formula for action to attract and enroll clients and/or sell more product.
Let me just say, there IS a formula. It is possible to make an outstanding income while inspiring others to take life changing action.
Psychological Triggers
Psychology is the study of the mind. There are many who have made a study of what causes prospects of particular markets make buying decisions. There are a few important keys when implemented as part of your product or service offering will cause your ideal client to effortlessly trade their money (yes, they will find the money even in this economy – sometimes especially in this economy) for your promise and your method of coaching.
Coach Dave of Coachville.com, is fond of saying, “A potential player, will only hire a Coach with more certainty than they have.”
There is a method for conveying your sense of certainty about your coaching method to develop the level of trust that your prospect needs to chose to become a client.
The human brain process is so many billion bits of information all day that it has developed efficient ways of processing information so that it can process quick enought to act in a timely fashion. For example, if you’re on a nature hike and something wiggles in the leaves you might jump with a start imagining a snake – but it might only be a twig. Your brain acted on the assumption that something wiggling in the leaves might be alive, possibly a snake and a quick leap away might save your life if it is indeed a snake.
We also process much of the information that comes to us in a buying experience. There are psychological triggers that quickly develop trust and confidence, as well as cause us to assume that this buying opportunity will supply us what we’re looking for.
As a business owner, a marketer – yes, coaches must be marketers to remain in business, must understand these psychological triggers to help the ideal prosect to take beneficial action.
No, I am not talking about manipulation.
This is the stuff that many of you that are NLP coaches understand. There is a language and action that will more often result in success with certainty.
I have coached brilliant coaches who run from any type of marketing and struggle the whole time to stay in business.
It is possible to understand the workings of the human mind and engage the triggers that help your ideal prospect to satisfy their own need with your method. You must help them take this action inorder to benefit from your coaching method. I would say if your message is of any value at all you have an obligation to deliver your information in the way that your ideal prospect needs it so they can take action.
This Friday on the Get More Business Show, I have invited MichelePW who is a master at getting ideal prosects to take action. She will share with me the 5 Psychological Triggers to Turn Prospects Into Clients (Warning: These are SO powerful you MUST promise to use them in an honest and ethical manner.)
I promise you that this is not about manipulation. This is about understanding human psychology and how we are “hard wired” to take action. I studied a few of MichelePW’s very successful sales pages for other coaches and have pinpointed these very triggers. I saw the formula over and over in each one. It is a beautiful process that is very complimentary to my ethics as a coach.
Join me on Friday, September 4th at 9 am Pacific / 12 pm Eastern on the www.GetMoreBusinessShow.com
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Hey Melody, this is such an abundant post and I appreciate it.
I believe that we have to understand the psychological piece as coaches because many times the prospect does not know that they need us. We have to speak their language and be able to differentiate between the appearance of symptoms and what the root issue is.
Iyabo
Thank you Iyabo!
When many Internet Marketers speak about the psychological triggers it comes across as manipulation, but the reality is that we humans have filtering systems in place that keep us from making dumb mistakes – or so we think they do. There are ways (and words) to build trust by demonstrating credibility and establishing value in our promise that release our ideal prospect to become clients and part with their money in exchange for our value.
I think that as coaches we all want to be really authentic and not all hype, yet we can use the power of influence and persuasion to help our prospects recognize the value of our offer.
I hope you can listen in on the call with MichelePW and I tomorrow on Get More Business Show. MichelePW is a master at this. She demonstrates this in some of her famously successful copywriting that has helped people with a big message like Mark Victor Hansen & coaches like Lisa Sasevich bring their message to their market so successfully.