The Most Effective Way to Sell Coaching/Consulting Services
4.4 (56 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
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The Most Effective Way to Sell Coaching/Consulting Services

Stop Giving Away Your Time & Expertise Doing Free Coaching Sessions or Creating Spec Proposals: This Works Better
4.4 (56 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
701 students enrolled
Created by Debbie LaChusa
Last updated 10/2015
English
Current price: $10 Original price: $150 Discount: 93% off
1 day left at this price!
30-Day Money-Back Guarantee
Includes:
  • 2.5 hours on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What Will I Learn?
Know a proven way to sell coaching or consulting services through Free Consultations
Understand exactly what to do (and the order to do it) on Free Consultations to ensure more prospective clients say Yes
Stop giving away valuable time and expertise to prospective clients
Know 27 different ways to attract prospects into free consultations
Stop cold-calling as a way to get clients
Stop waiting around for prospective clients to get back to you with an answer
Know how to fine-tune your sales process so your closing rate keeps improving
View Curriculum
Requirements
  • Coaches or consultants should already have a packaged service or program to sell
  • Coaches or consultants should have a good idea of who their ideal clients are (but don't necessarily need to know how or where to find them)
Description

Are you an independent coach or consultant?

Do you love working with clients but hate the process of selling your services in order to get those clients?

Maybe you've never been taught how to sell, so you're not even sure how.

Did you know that nearly all of the coaches and consultants I talk to and work with hate the idea of having to sell?

And you know what, I hated it too when I started my own business back in 1998.

But when I learned the sales process I'm going to teach you in this course, everything changed. I no longer hated selling and I started closing more sales.

If you're currently selling your services using free coaching sessions, or you're giving away valuable advice in spec proposals, I'd like to invite you to learn a more effective way to sell your services, that does not feel like selling AND does not require you to give away your valuable time and expertise for free.

This course is for you if you're an independent coach or consultant and...

  • You hate sales, or you've never been taught how to sell
  • You're currently selling your services using free coaching sessions, or you're giving away valuable advice in spec proposals
  • You're tired of giving away your valuable time and expertise for free
  • You're struggling to convert prospects into paying clients
  • You're having a hard time finding potential clients to even make offers to
  • You dread the idea of cold-calling
  • You're tired of hearing prospects tell you, "let me think about it and get back to you" and then never hearing from them again

What You'll Learn in this Course

In this course you will learn a simple, conversational, comfortable, 10-step sales process you can use in 30- to 60-minute Free Consultations with your prospects, to turn more of them into paying clients.

Sell More, More Comfortably, and at Higher Prices

As an independent marketing consultant and coach since 1998, I've been selling my own services for 17 years. I've tried a lot of different things. And I admit, at the beginning I was just kind of winging it.

However, when I was taught the specific sales process I'm going to share with you in this course, selling not only became more comfortable, I sold a lot more coaching and consulting packages. And, I sold them at higher prices.

When I dialed in my process to include the specific 10 steps I'm going to teach you, and I went out and tested the this 10-step process for the very first time, I sold $12K worth of private coaching in a little over a week.

Even better, I knew exactly what I needed to do each month to keep generating that same income.

While I can't promise you'll have the same result, what I can promise is that if you are currently giving away free advice in free coaching sessions or spec proposals as a way to sell your services, or you too are just kind of "winging it" when it comes to selling your services, this 10-step sales process will truly transform the way you sell, and your results.

I'm really excited to be sharing this process in such detail (I only top-lined it in my How to Market Yourself as a Coach or Consultant course) because I know how much it can change how coaches and consultants FEEL about selling, as well as their results.

In fact, here is what one student in my How to Market Yourself as a Coach or Consultant course had to say about the one lesson I teach on this sales process in that course:

"Lesson 21 is Worth Five Digits To Me. This is an excellent course, easily worth the money and time. I have been an independent consultant for four years and I found two ideas particularly helpful. First, Debbie's view that my marketing approach should be consistent with who I am as a person. Second, Debbie's description of the consultative sales call (Lesson 21)." Michael de la Maza

And that was based on ONE lesson.

This course includes 17 video lessons plus 2 bonus video demos.

I've broken down each step into individual lessons so I can share in detail how this sales process works, and include stories from my own personal experience and my clients, so you really understand it and can apply it in your business.

So, if you find yourself wishing clients would just show up, so you don't have to pound the pavement or do cold-calling to find them… (Neither is required with this process!)

Or, you're struggling to get clients to say yes…

Or, you're tired of giving away free advice and sample coaching sessions and still not getting clients…

I encourage you to enroll in this course.

Not only will you learn how to sell your services, you'll receive:

  • A step-by-step agenda and checklist you can use in every consultation you do, so you know exactly what to say and do to close more clients
  • 27 different ways you can get prospective clients to contact YOU and request a consultation (that means no cold-calling or pounding the pavement looking for clients!)
  • A formula to help you determine exactly how many free consultations you need to do to generate the clients and income you want so you can get off the cash-flow roller-coaster and start earning reliable income month after month
  • Fill-in-the-blank worksheets to help you fine-tune your sales process, so the more consultations you do, the more you improve your closing ratio (that means you get to spend less time selling and more time working with clients)
  • Free and low-cost web tools you can use to automate the consultation application and scheduling processes so you can focus your time doing what you do best – talking with prospects who've expressed interest in working with you… and working with clients

Be sure to watch the Course Introduction Video to learn more about what you'll learn in this course (it's free!)

Then enroll in the course and start learning an easier, more comfortable, more effective way to sell your services so you can attract and begin working with all those people you got into business to help.

See you inside!

Debbie LaChusa, The Business Stylist®

Who is the target audience?
  • This course is perfect for independent coaches or consultants who are working with individuals or small businesses
  • This course is perfect for independent coaches or consultants who dislike selling and would like to learn a more comfortable and effective way to get new clients
  • This course is perfect for independent coaches or consultants who know they're great at what they do but who are struggling to get clients
  • This course is not designed for consultants who are targeting corporations or businesses that require detailed, customized spec proposals
  • This course is not designed for coaches or consultants who are selling to group targets (i.e. executive committees) - this is a one-on-one sales process
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Curriculum For This Course
Expand All 19 Lectures Collapse All 19 Lectures 02:19:48
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Course Introduction
1 Lecture 05:01

A brief introduction to what you'll learn in this course.

Preview 05:01
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The 10-Step Complimentary Consultation
1 Lecture 04:32

An overview of the 10 steps we'll be walking through in this course. Be sure to download the accompanying ebook so you can follow along as you go through the video lessons.

The 10-Step Complimentary Consultation
04:32
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Walking Through the Consultation Agenda
10 Lectures 01:13:49

In this video lesson I go over what to do at the beginning of each Free Consultation, as well as the first step in the process.

Preview 08:21

In this video lesson I walk you through the second thing you'll want to do on all your Free Consultations.

Step 2: Probe Their Pain
06:47

In this video lesson I teach you the 3rd step in the Free Consultation process.

Step 3: Identify Their Vision
05:06

In this video lesson we tackle Step 4 of the Free Consultation process.

Step 4: Identify Their Obstacles
04:35

In this video lesson I help you understand if the prospect you're meeting with or talking to over the phone is likely to say yes if you make them an offer.

Step 5: Identify Their Readiness
07:02

In this video lesson I teach you how to make an offer to a potential client. The way you make the offer is extremely important and it's more than simply telling them the name of your program and quoting them a price. In fact, you do NEITHER in this step, but you are making them an offer in a much more effective way.

Step 6: Make An Offer
06:02

In this video lesson I tell you what you want to share with them AFTER they've said, "Yes, i want to work with you."

Step 7: Talk Program Specifics
11:03

In this video lesson I teach you how to overcome common objections.

Step 8: Work through Concerns
07:06

In this video lesson I teach you the three decisions that are acceptable on a Free Consultation. You will want to make sure you get one of these three decisions from the prospective client before ending the call.

Step 9: Get a Decision
10:46

In this video lesson I teach you what to do AFTER the prospect says Yes. You don't just say "Thank You" and hang up the phone. There are a few things you need to do to reduce the chances of buyer's remorse after the client gets out of the consultation, and to ensure your new clients is excited and raring to go!

Step 10: Wrap Up The Consultation
07:01
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Generating Complimentary Consultations (how to find prospects)
3 Lectures 21:36

In this video lesson I share the two main ways you can attract potential clients to request a Free Consultation witn you

Be sure to download and print out the accompanying sample files:

(1) Sample Opt-in Box for Website

(2) Sample Free Gift with invitation for a Free Consultation

(3) Sample Follow Up Email Series to get people to request a Free Consultation

Generating Consultations (no cold-calling required!)
06:57

In this video lesson I teach you how to set up a Marketing Path that will ensure the prospects requesting a Free Consultation with you are well-screened, and to optimally prepare them to speak with you and ultimately say Yes!

Be sure to download and print out the accompany materials:

(1) A list of 27 different ways you can generate Free Consultation Requests

(2) A copy of the disclaimer I use on my website and with invitations for a Free Consultation

The Marketing Path to the Consultation
11:56

In this video lesson I teach you how to calculate how many Free Consultations you need to do each month, in order to get the number of clients you want, and make the income you want to earn.

Be sure to download and print out the accompanying worksheet so you can calculate your Free Consultation goal.

How Many Consultations Do You Need To Do?
02:43
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Tracking and Fine-Tuning Your Consultations
1 Lecture 07:35

In this video lesson I teach you how to track your Free Consultations and fine-tune your process so you can close more clients. This enables you to do fewer Free Consultations and still fill your coaching or consulting business with clients.

Be sure to download and print out the accompanying worksheets to help you track and fine-tune your consultations:

(1) Free Consultation Tracking Worksheet

(2) Sales and Cash-Flow Tracking Worksheet

Tracking and Fine-Tuning
07:35
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Conclusion
1 Lecture 07:28

In this video lesson I share a brief recap of all 10 steps so you can make sure you've got them all, and if necessary make a note of any steps you want to go back and revisit.

Course Recap and Conclusion
07:28
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Bonus Video Lessons
2 Lectures 19:47

In this video lesson I share a demo of a free online service called Polldaddy, that you can use to create registration applications for your free consultations

PollDaddy Demo (creating consultation applications online for free!)
10:35

In this video lesson I share a demo of an online service you can use to let clients schedule their free consultations. This service eliminates the need to email back and forth with prospects trying to find a time that works for you both. Additionally, this service offers a free option, and paid options with a free, 30-day trial. Even if you choose one of the paid options, it is very cost effective and will save you a ton of time if you're scheduling a lot of consultations.

TimeTrade Demo (automated scheduling of consultations)
09:12
About the Instructor
Debbie LaChusa
4.6 Average rating
617 Reviews
10,062 Students
10 Courses
The Business Stylist® Marketing Academy

Debbie LaChusa is the founder, and chief instructor, at The Business Stylist® Marketing Academy, where she teaches independent coaches, consultants, and other service professionals how to Package, Brand, Market, and Sell their services in a way that authentically and uniquely represents who they are and what they do for their clients. To date, more than 9,000 students have enrolled in her courses.

With 30 years of marketing experience and 18 years in business on her own—including building three 6-figure businesses—Debbie has plenty of real world, in the trenches, practical experience. And that's what she teaches in her online courses.

Debbie's own marketing efforts have landed her speaking gigs across the US, in Canada and Australia. She's even shared the stage with celebrity teachers from The Secret. She's also garnered media coverage for herself and her businesses in national online and offline media including Entrepreneur magazine, Forbes, CNBC, Inc, Home Business Magazine, and Yahoo! Finance.

Debbie is also an author, blogger, and pet therapy volunteer. She has published four books and is currently working on her fifth.