MY #1 PIECE OF ADVICE FOR PREPPING POTENTIAL CLIENTS TO BUY
The point of content ISN'T just to sell to people who are ready to buy.
>> It’s ALSO to TEACH THE PEOPLE WHO AREN’T READY, WHAT THEY NEED TO KNOW IN ORDER TO BE READY TO BUY FROM YOU. <<
Most online coaches/service providers make the mistake of either thinking A) EVERYONE is a prospect ready to buy and therefore they’re just feeding them all the same content or B) The people who aren’t ready are just hopeless and not worth the effort.
There are P.L.E.N.T.Y. of people in your audience who love you, like learning from you, but maybe haven’t made the mental shifts they need to make in order to invest in your service.
It’s your job to teach them what they need to know.
When I launched the Fearless Business Mastermind of the first time (my mastermind leading NEW entrepreneurs through the business building / fear busting process to get started), I knew that there were some people who had never invested in themselves before.
I did several posts, and even a live.. explaining why investing in mentorship and yourself in general matters.
I don’t remember exactly what I said, but it was something to the effect of…
“If YOU don’t invest in yourself, how can you possibly ask someone to do the same?”
This one specific line was the reason why multiple people decided to sign up. And told me so after.
They were IDEAL CLIENTS.. driven, motivated, open minded, willing to do the work..
But they just had never been exposed to the idea of investing in mentoring before and why it actually mattered.
Another thing I had to teach people was to change their perceptions on what “qualifications” they thought they HAD TO HAVE in order to get started/be enough/be successful. (AKA they were obsessing about coaching certifications when it’s literally not a regulated industry, and when their knowledge and experience was ALREADY enough and many of these people already had multiple certs or degrees.)
Again.. I said something to the effect of..
“Get certs if you want to, but understand they’re not required, and usually.. they’re just a delaying/fear/procrastination tactic for ACTUALLY DOING THE SCARY SHIT.. aka finally starting your business NOW instead of like 2 years from now when you’re done with your millions of certs. Go read a coaching book and call it a day and do the fucking thing so you can quit your job sooner rather than later.”
Nothing like being direct right?
So anyways… understand that your CONTENT isn’t just to sell the people who are ready.
It’s to teach people.
To create MENTAL SHIFTS that challenge their perspectives of what they consider to be true.
To help them make the decision about whether they are ready to invest.
If you take the effort and time to be a teacher, and not just someone who sells, you’ll have an audience who truly appreciates your MENTORSHIP and effort in growing their minds, many of whom WILL be ready to buy in time :)
Sounds a bit more sustainable than just exhausting the people who are already ready, doesn’t it?
And last thing…
There will be some people who will just not be ideal.
They will be scarcity-mindset-oriented AS FUCK.
They will probably give you shit for speaking your truth.
You’re not concerned with them.
It would take you months and years to change their minds.
And you’re not in the business of saving the god damn entire world.
You’re in the business of helping people who are ready to be helped.
Knowing this difference will save you ALL OF THE SANITY.
So, what do YOU need to teach your ideal (but not quite ready) clients hanging out in your audience?
Make a list.
Write the content.
Do the damn thing.
LOVE YOU GUYS!