00;00;01;12 – 00;00;27;09
Mat Boggs
Welcome to the Abundant Coach. This is a weekly podcast about creating full spectrum success with a thriving coaching business, while making a profound difference in the world. Each week, you’ll discover insights, strategies, and inspiration to help you attract your ideal clients. Create real transformation, and grow your coaching business while living your purpose with true freedom and fulfillment.
00;00;27;11 – 00;00;51;23
Rich Boggs
So here’s the deal. If you’re content is awesome but your income isn’t growing. I got some good news and some bad news. Here’s the bad news. You don’t have a visibility problem. You have a conversion problem. But here’s the good news. This episode is going to help you bridge the gap between audience building and consistent client conversion. Welcome back to the Abundant Culture podcast.
00;00;51;25 – 00;01;19;01
Rich Boggs
I’m the chief sales officer and co-founder here at the Brave Thinking Institute. My name is Rich Boggs, and today’s episode is turning your audience into paying clients without chasing or convincing. That’s right. I’m going to help you turn a spectator into a strategy session and then right into a signed up, invested client. Today we’re going to focus mostly on the spectator to the strategy session section of the funnel.
00;01;19;07 – 00;01;46;29
Rich Boggs
And it is super powerful. Before I get into that though, I want to recap, and I want to thank you for attending episode one of this heart centered sales five part series and episode one. We covered why sales is such a powerful and pivotal pillar in your coaching business, and we covered common sales traps and how to avoid them, and how to go from a negative mindset around selling to a powerful mindset.
00;01;46;29 – 00;02;18;08
Rich Boggs
Adopting the truth, which is that selling is serving and at the end of the day, if you don’t sell them, you’re never going to be able to really serve them and have the impact in the world that you dream of, which is I know why I and probably you got into this work in the first place. So, so many people that we work with when they’re new to the brave Thinking Institute, new coaches, they complain that they’re showing up, that they’re posting content, that they’re building an audience, but they’re not seeing the conversion.
00;02;18;10 – 00;02;42;06
Rich Boggs
And if that’s you and you’re posting more content to overcome that problem, here’s the deal you’re solving the wrong problem because it’s not about more content. It’s about smarter conversion. Sort of like that story of, the guy in New York who’s walking down the street and he sees another fellow on his hands and knees under a street light, searching frantically for something, and he walks over, says, hey, man, what’s going on?
00;02;42;06 – 00;02;59;20
Rich Boggs
And the guy on the ground goes, oh my gosh, I, I lost a super valuable antique coin. I’ve got to find it. I’ve got to find it. And the first guy says, oh, okay, I’ll help you. Did you, did you drop it around here somewhere? And the guy goes, no. I dropped it way up the street in the dark, and the first guy goes, why are you looking here?
00;02;59;23 – 00;03;27;21
Rich Boggs
And the guy on all fours goes, well, because the light’s better here. Duh. Well, that’s my story. And that’s your story. If you’re posting more content because your conversion isn’t working. It’s not a content issue. So the first idea that I want to download and unpack for you is this idea that more content creates greater revenue, greater content, more eyeballs, equals more money.
00;03;27;24 – 00;03;48;26
Rich Boggs
And guess what? That’s a myth. That’s not the case now. Content is the start. Content is the beginning of building trust with your clients. Building this know like and trust factor. That’s important. It starts with content. But content in and of itself is not the end all be all. It’s sort of like the relationship between attention and intention.
00;03;48;27 – 00;04;08;24
Rich Boggs
Those of us that are in the personal development industry, which you’re in, if you’re watching this podcast or listening, probably understand the difference between the two. Intention is a great start, but it’s not the end all be all intent is a way to set our sales as a way to look at a compass in head, begin to head in the right direction.
00;04;08;26 – 00;04;33;23
Rich Boggs
But like my grandmother used to say, the road to hell is paved with good intentions. Good intentions only get you so far like a mantra. It’s a good start, but we all know that. Study personal development, that study transformation. We get more of where we place our attention. What you place your attention on grows rapidly, not just your intention.
00;04;33;23 – 00;04;57;21
Rich Boggs
So in this analogy, the intention is the content, but the attention is your funnel. The attention is where you’re helping your clients go through systematic calls to action, helping them take the next step. All that we’re talking about today is all about taking spectators into strategy sessions and then into paid clients. And it begins with this idea that content is the beginning of building trust.
00;04;57;24 – 00;05;32;10
Rich Boggs
But trust alone doesn’t sell, so posting more doesn’t fix a broken sales system. And this industry is full of broke content creators and wealthy, abundant closers or in other words, wealthy, abundant experts in conversion. And so right now, put your hands on your heart with me and just take a breath and remember back to when you got into this work in the first place and what the goals were, what the dream is.
00;05;32;12 – 00;05;59;03
Rich Boggs
If you’re like me, the dream is impact. If you’re like me, the dream is helping people transform. Really transform. That requires more than just content. It requires the ability to help them take action. Action is the catch all systematic action into a strategy session with us and then into a coaching program with us is where the real impact lies.
00;05;59;05 – 00;06;43;21
Rich Boggs
That’s where the real change is. So right now we adopt an attitude around sales. I’m borrowing a little of this from episode one, which is the selling is serving. So say that with me, selling is serving and effective conversion helps me serve my clients. Say it again, effective conversion helps me really serve my clients. So if you’re posting more content and you’re not converting it, it’s sort of like I had one client tell us that she before we worked together, she felt like she was dancing in the dark, which is, you know, a little bit of fun for a little bit of time, but not what she signed up for.
00;06;43;21 – 00;07;08;08
Rich Boggs
And, you know, and she had she felt like she had this hidden competence, this private expertise and posting more content was a bit felt like she was dancing in the dark. She knew what she was doing, but no one else really felt her expertise because they weren’t converting into paid clients. And so it takes a willingness to no longer just dance in the dark with this sort of private, you know, genius.
00;07;08;08 – 00;07;29;11
Rich Boggs
It’s about delivering it to the world by allowing more and more people to actually invest in your coaching, so you can really help them transform. So question how many paid clients per week would it take for you to have the financial results that you would love? In fact, let’s just do it per month. That’s maybe easier per month.
00;07;29;13 – 00;07;48;11
Rich Boggs
How many paid clients per month you have in your mind? Not some pie in the sky number, but let’s let’s blend the dream with reality here. A real world number that you would love that would represent, you know, a level of financial success for you that you know it’s going to get you on your way. Maybe not the dream.
00;07;48;13 – 00;08;18;17
Rich Boggs
You know, what’s going to pay your bills and more. I’ll pick a number for some of the people that we’re working with that are newer to us, let’s say ten clients. You’re selling a $3,000 coaching program. So 30 grand a month. If it’s 30 grand a month paid, then let’s reverse engineer it. That means how many new subscribers or new followers would you need per month that would help you generate the number of strategy sessions that would help you generate the number of paid clients, where it would be ten.
00;08;18;19 – 00;08;43;25
Rich Boggs
How many new followers a month equals ten paid clients? You’re looking at your current funnel. Is it what, 10,000 new followers per month? That can seem pretty daunting. 5000. A 1000, that number. Well, what if with an efficient funnel, what if it’s 100 new followers a month? It’s all it would take to build ten new clients a month?
00;08;43;25 – 00;09;17;22
Rich Boggs
We have lots of coaches running those types of percentages with a tight, easy funnel that they learn from us. The idea here is to shift. I just need more viewers. I just need more subscribers, more followers. Shift from that to I just need a system that’s going to turn attention into action. I would love a system to take spectators into strategy sessions, into easy signups.
00;09;17;24 – 00;09;48;17
Rich Boggs
Would you love that? Put your hands on your head and say, I would love that. You would love that. All right, so next there are three types of audience members or three types of prospects in your audience that it’s very powerful to identify and then speak to directly in order to cause action. When clients are known, when they feel like you’re speaking directly to them, they’re ten times more likely to take the action step that you’re encouraging.
00;09;48;20 – 00;10;10;03
Rich Boggs
And so you can look at this like concentric circles, okay, because not everybody that’s in your audience is at the same stage. So we speak to them where they are. The first outer circle I like to call them lurkers. This doesn’t meant to be a creepy term, lurkers, meaning they’re new to your audience. They’re cold. They like your vibe.
00;10;10;03 – 00;10;36;26
Rich Boggs
They’re watching some of your stories. Occasionally, but they haven’t engaged yet. They need more awareness, work, awareness in the messaging, trust building, in the messaging, and speaking to the pain. Those are the tips for speaking to the newbies that are in your audience. And how do we build trust? We covered a bit of this in episode one. We build trust by finding common ground with people.
00;10;36;26 – 00;10;56;24
Rich Boggs
So you’re saying things like, if you’re like me, maybe these are the things you’re dealing with that are not it for you. If you’re like me, you want to move in the direction of achieving these things in your life. If this is you, ABC, if this is not you, ABC that’s helping you identify common ground with the newbies, with the lurkers in your audience.
00;10;56;24 – 00;11;16;12
Rich Boggs
So that’s the outer circle, right? That’s your core audience, the the newbies mostly. I mean, there are some people in all of our audiences. There are some spectators who have been around a while that are still not engaging also. So that’s the messaging for them. The circle inside that are the Lakers. You’ve got the lurkers, and then just inside that you’ve got the Lakers.
00;11;16;12 – 00;11;50;07
Rich Boggs
These are warm folks, not hot, but they’re warm. They like your content. They’re followers. They might even comment from time to time in the comments. They might even be sharing some of your content. And so they’re ready for consistent invitations to take the next step. They’re ready for consistent called actions. That group and they’re interested in and waiting for you to be sharing success stories about current clients.
00;11;50;09 – 00;12;14;11
Rich Boggs
Testimonials work really well with your Lakers, your warm audience, and then your bullseye or your hot leads. That’s the inner circle. These are people who are direct messaging you. They’re DMing you. They’ve got questions. The telltale sign is they’re engaging. They’re asking questions often buying questions. How do I work with you? What is this program like? How much do your programs cost?
00;12;14;13 – 00;12;39;19
Rich Boggs
That is a hot lead. They’re ready and they’re just waiting for another nudge to come from you. So the strategy is this we’re making specific invitations to each group, inviting them to take a simple step that, you know, would move them into the next group, taking the lurkers, helping them step into being a liker. And if you’re new, here’s the next step for you.
00;12;39;19 – 00;13;01;01
Rich Boggs
Like and subscribe. You know, hit that like button and then you want to reward them with something free and easy to consume for taking the step that they did take. You turn lurkers into Lakers and you turn Lakers into hot leads by speaking directly to them and inviting them with the value proposition, just to take the next step.
00;13;01;03 – 00;13;30;03
Rich Boggs
And you want to tailor your messaging to each group, helping them take one step inside the circle. That makes sense now. Next is how powerful it is to turn the spectators into strategy sessions. And how do we do this? There’s very simple ways to do it. We’ve got a sales system that works all the time in the background of our content engine, and that’s about creating a lead magnet with a path.
00;13;30;06 – 00;13;47;20
Rich Boggs
All right. So if you take a step back and our coaching businesses, we all have these powerful pillars. We have the coaching and content pillar. We’ve got the business building pillar. We’ve got marketing and we’ve got enrollment. But I’ve talked about the big three. The big three is marketing is over here. Right. And then coaching is over here.
00;13;47;22 – 00;14;13;24
Rich Boggs
We’re coaching clients and we love coaching clients. Most coaches though aren’t particularly thrilled with the time they spend with marketing. And there’s this big gap in the middle between marketing online that’s posting all this content is marketing and then coaching. But there’s this big piece in the middle and that’s enrollment that is sales. And so understanding the value of this piece is super important.
00;14;13;24 – 00;14;41;13
Rich Boggs
It’s not about doing anything you can with bells and whistles or tricks to help them jump into coaching. This piece right here, the enrollment piece has got to be super valuable. Not just in your mind. It starts with you, but in your client’s mind as well. And so how do you do that? It’s about little baby steps and understanding that every time you’re reaching out to a client, that messaging ends with a call to action.
00;14;41;16 – 00;15;06;11
Rich Boggs
Something simple, something they can do. Right now, I’ll say that again, this might be the most important thing I say in this episode. Every communication with the client, everywhere you’re engaging with the client, it involves a call to action, something the client can do right now to take a step inside one of the smaller circles in your community.
00;15;06;13 – 00;15;31;07
Rich Boggs
Make sense? So every communication, first of all, adds value. There are those coaches that get so much into the call to action that they forget to add the valuable content that they were delivering, right? To say yes. And so every communication adds value, and then every communication ends with a call to action. What are those? What are some of those calls to action that work?
00;15;31;13 – 00;15;53;29
Rich Boggs
One of the most common ones is a free PDF information for them that represents your unique value proposition. You know who you are and how you do it. It can be a quiz, helping them identify and self-select into a certain, you know, idea that then they they know specifically they’re going to need help with that. It could be a free quiz.
00;15;53;29 – 00;16;15;26
Rich Boggs
It could even be a framework that you teach. Don’t be afraid to give away your frameworks. Frameworks do not solve big problems. Frameworks entice people that there is an ease and a system for solving a problem. So a free PDF, a quiz, a framework, make sure that it’s value give away value. I believe it is a perfect universe.
00;16;15;26 – 00;16;38;09
Rich Boggs
My mom always says God keeps perfect books, and so we want to give away enough value that it encourages people to take the next step. And then this a freebie is not enough. Giving away that freebie, they’re not automatically going to come back and find their way into your system and find a way to help create that strategy session with you.
00;16;38;09 – 00;17;07;20
Rich Boggs
It needs to be super easy. So understanding that a freebie is not enough, what happens after they consume the free PDF? What happens after that? They’ve they’ve done the thing that you’ve encouraged them to do. They consume the free gift. That’s the sequence that inspires them with the gift to then take the next step. So here’s one example of a funnel that is tried and true and absolutely works a free PDF at the end of your content.
00;17;07;20 – 00;17;42;10
Rich Boggs
So you deliver a piece of content on Instagram and Facebook and TikTok. You get a free cool piece of content. The end of that is always click in the link below and you can consume this free PDF that I’ve got about this and this and this what I just talked about. It’ll take you even deeper, right? Free PDF at the end of a content piece, and then that PDF when they consume that PDF, there’s a link at the end of that PDF to book their strategy session, and everyone that gets the PDF also gets a three email sequence in.
00;17;42;10 – 00;18;08;18
Rich Boggs
At the end of every single email is what a call to action book your strategy session here. So free PDF with a call to action. A three email sequence with calls to action at the end of each email, and they all lead to book your strategy session. Next, I want to talk about direct messaging for the two inner circles for your liked clients and the red hot clients who are already engaged.
00;18;08;18 – 00;18;40;01
Rich Boggs
The hot leads, the likes in the leads. Direct messages are a relatively newer place in the online market space, where you can absolutely attract super interested clients and strategically help them take the next step. So the direct messages. That’s where relationships turn into revenue. And every direct message is the same mindset around the funnel. Somebody, hey, how do I work with you?
00;18;40;01 – 00;19;04;09
Rich Boggs
Hey, I had this question about something you taught today as you’re answering those questions, right, you want to make sure that you’re thinking of, how do I help this person engage with more content of mine, continuing to warm them up to help them say yes to a strategy session? We don’t cold pitch direct messages. If somebody says, hey, I love this content, great, buy my program right?
00;19;04;09 – 00;19;34;05
Rich Boggs
The direct messaging is easy to get excited and it’s easy to to give in to the temptation to sell our programs at that stage. And that is not the place to do it. The direct messaging is the place to add more value. I call it question based selling. You’re asking them strategic questions like, what’s the biggest challenge that you’re working with right now in regards to X, regards to the content that I, that I just uploaded onto social media.
00;19;34;07 – 00;20;08;23
Rich Boggs
So question based questions, because questions create engagement with our clients and engagement builds trust and trust builds value and value creates action. I’ll say that again questions create engagement with our clients. Asking questions. Value based questions okay. Engagement builds trust. Trust builds value and value creates meaningful action in the client to book their strategy session or to sign up with you as their coach.
00;20;08;26 – 00;20;32;05
Rich Boggs
So the DM world is this amazing forum to help do just that with question based selling mobile. All that makes sense for this part. Here’s your tip always lead with service in mind. In the direct messaging world not selling. You get a DM, you lead with service. How could I provide service for this person? By asking powerful questions.
00;20;32;07 – 00;20;58;21
Rich Boggs
And then the questions lead to a call to action. Taking the next step, let’s book your strategy session. I can answer even more questions for you. Okay, next, we want to position the strategy session in a certain way. It starts with this PDF to three emails to the invitation to a strategy session. Right. This requires selling the strategy session itself.
00;20;58;21 – 00;21;23;23
Rich Boggs
Once you start getting questions about next steps, once the clients are saying great, you know what? What’s next? You want to sell the value of the stand alone strategy session. This is a piece that most coaches who are not working with the Free Thinking Institute miss this idea of selling the standalone strategy session, and the value they are in is super important.
00;21;23;25 – 00;21;46;23
Rich Boggs
There are three value pieces that we teach our coaches in selling the strategy session. Number one, your clients going to get clarity of vision in the session. Clarity of vision is so powerful it inspires action. It speeds up the transformation process. Clarity of vision I could go on and on, but number two, clarity in the changes they want to make in their life.
00;21;46;26 – 00;22;09;23
Rich Boggs
First, we are much more likely to step away from pain than we are to go after an inspiring vision the pain pleasure principle, clarity of vision they’re going to get and clarity in the pain, clarity of the changes they want to make first super inspiring. And then third, you’re going to give them customized action steps they can take to move in the direction of their dream.
00;22;09;26 – 00;22;40;05
Rich Boggs
Usually, the customized action steps are sign up for my program and you’re going to create the results with me as your coach that you would love 99% of the time. The customized action steps are. Sign up for the program and watch as your life transforms. So those three pieces happen and on every strategy session. Clarity of vision. Super valuable clarity in the changes they want to make first super valuable and then customized action steps for them to move in the direction of their dream.
00;22;40;09 – 00;23;01;27
Rich Boggs
Everybody wants that kind of a session, and you’ll tell them that’s the first half of the session right there. At that point, we’ll know if you and I are a good fit to work together and if we are, I’m very selective who I work with, as you should be very selective who you’re coaching with. If there’s a good fit at that point, we’ll know it’ll be obvious, and then the rest of the call will be talking about how we can work together.
00;23;01;27 – 00;23;28;19
Rich Boggs
And I will go over prices and programs at that point, but only if you and I are both convinced we’re a really good fit to work together. Make sense? Okay, great. Let’s get you signed up for your session. So clarity of vision, clarity of changes. They want to make clarity the problem and then customize the action steps. And then step four which is optional is if we’re a good fit, we’ll talk about programs and pricing at that time.
00;23;28;26 – 00;23;48;02
Rich Boggs
That description helps your potential client calm down and feel confident that they’re going to get value in the session, no matter what. A value proposition for the strategy session that we teach our coaches is that other coaches, there are lots of coaches that charge for their strategy sessions, and they’ll charge, you know, an average of $250 for a similar session.
00;23;48;04 – 00;24;15;13
Rich Boggs
I have reserved some sessions for this particular type of opportunity on a couple of basis that I’m willing to offer you. I have a limited number of complementary strategy sessions, and so look at my calendar. I’ve got a session tomorrow at three and I’ve got a session, you know, tomorrow at 9 a.m. and you want to book the session when you’re talking to a client about booking the strategy session.
00;24;15;15 – 00;24;53;13
Rich Boggs
Final tip, you want to get on the phone with them or get on zoom with them to book the session. The booking of the session is called a welcome call. There’s a pre strategy session conversation. You can start with email but I if they don’t bite right away on the first email you want to say, hey, this conversation is going to be way more powerful if we do it over the phone or we do it on zoom, and you want to give them the option to get on zoom with you face to face, or you can certainly get on the phone, but selling the strategy session is a pre strategy session opportunity to really help
00;24;53;13 – 00;25;14;20
Rich Boggs
your client understand how you work, what it’s like to talk to you, and the value that you’re giving them for free. So I hope all of this makes sense. You want to set up the clarity call opportunity with a lot of confidence, and it’s a quick little road test when they get to talk to you on the phone about booking their strategy session.
00;25;14;22 – 00;25;36;28
Rich Boggs
You also want to let them know that you know you run a busy coaching business that you have a few different spots reserved for strategy sessions coming up, but you’re busy coaching. There’s something very valuable about that kind of idea where they’re scarcity in your schedule because, you know, the truth is, even if you’re just starting out, let me give you a little mental tip.
00;25;37;00 – 00;26;00;20
Rich Boggs
At any given time, you could be at a Starbucks. You could meet the CEO of corporation that wants a coach to come in and coach 100 of their staff members in how to create greater success. These kinds of things are happening in the world all the time, and in one minute you could be sold out. So to tell people that you’re building a successful, busy coaching business is absolutely the truth.
00;26;00;20 – 00;26;21;20
Rich Boggs
And you want to feel good about saying, look, I don’t have all day. I have a few sessions open for new potential clients, and here they are and invite them to pick one. You don’t want to tell people, oh, I’ve got I got 40 hours open this week. Anytime you want. People never want to be the first one on, you know, on the calendar of some new business.
00;26;21;20 – 00;26;45;25
Rich Boggs
It makes them nervous. So I’m sure that makes sense. The mindset tip for this portion of booking clarity calls with confidence is this. The mindset is you are 100% committed to serving your client’s dreams. You are unattached to each client purchasing a program. That’s the tip. When you’re booking the strategy session, they can say yes to the session.
00;26;45;25 – 00;27;08;28
Rich Boggs
They can say no to this session. It’s okay. But you know how success works and you know how successful coaching businesses are built and scaled. I’m telling you right now, this is how they’re built and scaled. And so booking a complimentary strategy session is absolutely key to building a successful coaching business. And so it’s okay if they say yes to the session.
00;27;09;01 – 00;27;36;20
Rich Boggs
It’s okay if they say no to the session. What’s not okay is that were nervous or a little meek in inviting them into this session. Because we’re nervous about selling. That is not okay. When you have something that you know really helps people, which is your programs, helping them see with confidence that the doorway into that transformation is a strategy session with you and saying it with confidence is something that your clients deserve and that your future success deserves as well.
00;27;36;22 – 00;28;05;16
Rich Boggs
And last, we’re going to talk here about how to make the conversion process this natural part of your online presence. It’s important there’s an old sales teaching ABCs always be closing. And here’s what that means. And you can write this down. It means the 2025 heart centered version of that is that telling isn’t selling. Hosting meaningful content isn’t building a coaching business.
00;28;05;16 – 00;28;31;10
Rich Boggs
It’s just posting meaningful content. It’s a piece, but it is not anywhere near all that it takes to build the business. We started with this idea today in this podcast, so always be closing. Here’s all it means in the world of running a heart centered coaching business, it means that every post deserves your mindset around three things. Number one, you’re building connection.
00;28;31;13 – 00;28;58;03
Rich Boggs
So you’re asking lots of questions in the content that you’re building. You’re not just rattling off, you know, 20 minutes of of teaching. You’re asking lots of questions, asking your clients to respond to DM, part of the content. Number two is you’re building expertise. You’re letting people know who you are. Letting people know your why is a super important part of not just telling, but selling.
00;28;58;05 – 00;29;20;09
Rich Boggs
There’s an old phrase from Simon Sinek people buy your why so including as often as you can. Maybe not in every piece of content, but at least once a week. You’re including your why, where you come from, what you’ve been through, a mini version of your signature story, and why you’re doing what you’re doing. People find common ground.
00;29;20;15 – 00;29;43;20
Rich Boggs
People trust you when they know why you’re doing what you’re doing, and then you invite action at the end of every post. Every post is click below. Download the free quiz, download the free PDF, download the framework. From what I taught today, it’s a simple download. You’re going to love it. Go ahead and do it. Do it now.
00;29;43;20 – 00;30;03;26
Rich Boggs
Do this, do that. People love to get confident instruction that they know is really going to help them. So a confident invitation at the end of every post and really everywhere that you’re engaging with your clients, you want to have a meaningful call to action. You could say, you know, DM me the word coach. Grab the free guide.
00;30;04;03 – 00;30;29;24
Rich Boggs
You know you can book your strategy session by clicking here. And know this every piece of content that you’re putting up that has a call to action is building a bridge, and not just between you and your client, but between you and your clients. Transformation. Every post with a call to action is building a bridge. Every post without a call to action is simply a dead end.
00;30;29;27 – 00;30;51;10
Rich Boggs
A great post without a next step is just a dead end for your client. Your client wants to take another step, and this also includes every where you engage with your clients. Look at your bio on all the social media platforms. Look at your bio in LinkedIn. Is there a call to action? Find out more here. Book a call here.
00;30;51;12 – 00;31;14;10
Rich Boggs
Make it easy for people to engage with you. And in the next episode, I’m talking about making it easy for people to pay you. But that’s later, right? At this. At this stage, your clients want more engagement, so making it easy for them is simply serving your clients and serving their visions. So here’s your recap from today’s podcast.
00;31;14;10 – 00;31;35;19
Rich Boggs
Number one, more content does not equal more sales. If you’re posting content and not seeing more sales, that’s a funnel issue. That’s a conversion issue, not a content issue. Learn to recognize and speak directly to the circles that are within the spectators in your world. You’ve got the lurkers, you’ve got the Lakers, and you’ve got the hot leads in the middle.
00;31;35;21 – 00;32;00;17
Rich Boggs
So speak to them individually, encouraging them just to take the next step in and use those free lead magnets. Use the PDFs. Use the quizzes. Use the frameworks with a call to action that is following that is, at the end of every single thing that you’re posting, and that free PDF leads to a strategy session and also leads to more emails which lead to a strategy session.
00;32;00;17 – 00;32;25;07
Rich Boggs
It all leads to this strategy session with you, where you’re taking your clients through a valuable a valuable consultation where they’re getting clarity of vision, clarity, and the changes they want to make in customized action steps. And then good fit revealed. If there is, you’ll talk programs and pricing and also one more value piece in that strategy session that I didn’t mention earlier.
00;32;25;07 – 00;32;46;08
Rich Boggs
You want to make sure to tell them there’s no obligation in this strategy session to buy anything. There is an obligation. There’s an obligation to show up on time. And mostly there’s an obligation to show up with a mindset to dream big. A desire for a dream is required in my strategy session, but there’s no obligation to buy anything.
00;32;46;10 – 00;33;15;23
Rich Boggs
Your clients will love that. So include that in the value proposition for your strategy session and make every. As you’re thinking about the content build and planning for content. We make every piece of content part of a larger enrollment strategy. Knowing this, if you don’t sell your clients into a coaching program, you’re not really serving them. This is part of the mindset piece we talked about in the last episode about your mindset around selling.
00;33;15;26 – 00;33;38;23
Rich Boggs
If you sell them, you can really serve them because invested clients are invested in their dream at a whole nother level. And I got into this work so I can really serve people well. I know if I don’t sell them, I can’t really serve them. And the content I’m posting and even the strategy sessions I’m doing is a minimal level of service.
00;33;38;25 – 00;34;03;04
Rich Boggs
It’s like we’re playing at it. Content strategy sessions, right? It’s okay, but it’s nowhere near the power to really serve my clients and transform their paradigms and help them live a life that they would love. And that’s why we got into this work. So here’s your call to action coaches. Go and review your last few pieces of content.
00;34;03;04 – 00;34;25;28
Rich Boggs
Your last few posts are their calls to action on every post. And are they easy steps that those clients can take to move into one of the more inner circles? Review your Instagram bio, review your LinkedIn bio, your Facebook bio. Are there calls to action there to inspect everywhere the clients see you and your content and eliminate the dead ends.
00;34;26;01 – 00;34;53;06
Rich Boggs
Eliminate the pieces of content you’re posting that have no call to action. Make it obvious what’s the next step someone can take. Make it simple. Make it easy. Make it obvious. And remember guiding your audience members from the spectator world into strategy sessions and then into being a signed up, invested client. Those are the ones that really get served the invested clients.
00;34;53;08 – 00;35;15;27
Rich Boggs
And that’s the dream. That’s why I got into this work. I know that’s why you got into this work and I’m holding that you hold a powerful vision when it comes to sales. It looks like that. And tune into the next episode. I’m going to be unpacking the art and science of seven steps to the successful Strategy session that converts a powerful, vision driven, heart centered way.
00;36;20;28 – 00;36;27;20
Rich Boggs
You are not going to want to miss that. So until next time, remember, think bravely and actually talk to you soon.
00;36;27;22 – 00;36;47;07
Mat Boggs
Thanks for joining me this week on The Abundant Coach. To dive even deeper, visit our website at BTI eCommerce Coach Certification. If you love today’s episode, be sure to subscribe on iTunes, Spotify, or wherever you listen to your favorite podcast. And while you’re at it, please rate and review. I’ll see you in the next episode.
