{"id":7928,"date":"2020-08-12T20:31:49","date_gmt":"2020-08-12T20:31:49","guid":{"rendered":"http:\/\/blog.growthtools.com\/?p=7928"},"modified":"2021-02-26T17:04:29","modified_gmt":"2021-02-26T17:04:29","slug":"how-to-build-a-coaching-business","status":"publish","type":"post","link":"https:\/\/blog.growthtools.com\/?p=7928","title":{"rendered":"How to Build a 7-Figure Coaching Business"},"content":{"rendered":"<p>Most coaches are great at helping their clients.\u00a0But helping <em>themselves<\/em>\u00a0by growing their own business? That\u2019s usually their biggest struggle.<\/p>\n<p>Why?<\/p>\n<p>Because they try to <strong>do too much at once<\/strong>:<strong>\u00a0<\/strong><\/p>\n<p><em>Post on <\/em><em>LinkedIn<\/em><em>. Create a <\/em><em>Facebook Group<\/em><em>. Write a blog post. Record an Insta story. Tweak the funnel. Try a <\/em><em>webinar<\/em><em>. Email the list. Find a <\/em><em>podcast<\/em><em>\u00a0to get on. Should I try ads? I really should try ads. Worry about ads<\/em>.<\/p>\n<p>Rinse. Repeat.<\/p>\n<p>It never ends, and it\u2019s overwhelming. If you\u2019re doing all that, when do you have time to &#8230; you know &#8230; coach?<\/p>\n<p>Most marketing blog posts don\u2019t help, either. They just list <em>more<\/em>\u00a0tactics coaches \u201cshould do.\u201d So great coaches\u00a0often come to us feeling guilty they\u2019re not doing more and confused why none of it is working.\u00a0They just don\u2019t know where to focus their time and energy.<\/p>\n<p><script src=\"\/\/fast.wistia.com\/embed\/medias\/9q1leszcq2.jsonp\" async><\/script><br \/>\n<script src=\"\/\/fast.wistia.com\/assets\/external\/E-v1.js\" async><\/script><\/p>\n<div class=\"wistia_embed wistia_async_9q1leszcq2\" style=\"height: 415px; width: 270px; margin: 0px auto;\"><\/div>\n<p>&nbsp;<\/p>\n<p><em>Ron H had the exact same clarity problem\u2026 before getting a marketing plan from the coaches at <\/em><em><a href=\"https:\/\/lp.growthtools.com\/growth-university?utm_source=gc&amp;source=buildcoaching-blogpost\" target=\"_blank\" rel=\"noopener noreferrer\">Growth University<\/a><\/em><em>.<\/em><\/p>\n<p>We want to solve that in this guide by giving you <strong>an exact, step-by-step process to build predictable coaching income <\/strong>that doesn\u2019t involve doing 100 things at once. We use this process ourselves and have taught this to hundreds of students over the years in Growth University.<\/p>\n<p>It\u2019s a three part process:<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7915\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" data-src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-12.png\" alt=\" If you want to build a coaching business that generates steady month-to-month income, you need consistent leads and a set process to convert them to clients.\" width=\"1600\" height=\"822\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-12.png 1600w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-12-300x154.png 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-12-1024x526.png 1024w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-12-768x395.png 768w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-12-1536x789.png 1536w\" sizes=\"auto, (max-width: 1600px) 100vw, 1600px\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7915\" src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-12.png\" alt=\" If you want to build a coaching business that generates steady month-to-month income, you need consistent leads and a set process to convert them to clients.\" width=\"1600\" height=\"822\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-12.png 1600w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-12-300x154.png 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-12-1024x526.png 1024w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-12-768x395.png 768w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-12-1536x789.png 1536w\" sizes=\"auto, (max-width: 1600px) 100vw, 1600px\" \/><\/noscript><\/p>\n<p>We call these \u201cparts,\u201d not \u201csteps,\u201d because all three need to happen <strong>all the time. <\/strong>(Inside some of them are individual steps to follow to get these parts running smoothly.)<\/p>\n<p>Follow this and you\u2019ll have a complete <em>system<\/em>\u00a0to grow your coaching business. No more randomly doing things you see your friends doing or reading another \u201ctop 10 tactics\u201d post.<\/p>\n<p>You just work the system.<\/p>\n<p>This also gives you a <em>framework<\/em>\u00a0to think about the growth of your business. A framework means you have a way to think about your business<em>\u00a0as a whole<\/em>.<\/p>\n<p>Why is that important?<\/p>\n<p>Because now if something breaks, you can figure out exactly where the problem is and focus in on <em>that<\/em>. You can\u2019t do that if you\u2019re just randomly trying different tactics.<\/p>\n<p>It\u2019s the difference between how a mechanic works on your car \u2014 \u201cAh, your carburetor is out. That\u2019s what\u2019s causing \u2018X\u2019 which leads to \u2018Y\u2019\u201d \u2014 vs. staring at it and saying, \u201cWhy won\u2019t this thing start?\u201d<\/p>\n<p>Even when nothing is broken, you can now figure out <em>what\u2019s working and why<\/em>\u00a0and do more of what\u2019s working to grow faster.<\/p>\n<p>In this post, we\u2019ll walk you through each stage, step by step, and show real examples of how we and our coaching clients\u00a0apply this process throughout.<\/p>\n<p>Let\u2019s start with <strong>Part 1: getting leads. <\/strong><\/p>\n\t\n\t\t<blockquote class=\"gt-cta\">\n\t\t\t\n\t\t\t<div class=\"grid-container\">\n\t\t\t\t\n\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t<div class=\"icon\">\n\t\t\t\t\t<img decoding=\"async\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" data-src=\"https:\/\/blog.growthtools.com\/wp-content\/themes\/growth-tools-blog\/nt-themekit\/img\/rocket-icon.png\" \/><noscript><img decoding=\"async\" src=\"https:\/\/blog.growthtools.com\/wp-content\/themes\/growth-tools-blog\/nt-themekit\/img\/rocket-icon.png\" \/><\/noscript>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\n\t\t\t\t<div class=\"content\">\n\t\t\t\t\t<span class=\"subhead\">\n\t\t\t\t\tGet it Free\t\t\t\t\t<\/span>\n\t\t\t\t\t<strong>FREE Bonus:<\/strong> Get a free 24-hour pass to my NEW 15-minute training that will show you how to scale any coaching business to 7 figures\u2014even if you're just getting started.\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\t\t\t\t<div class=\"button-container\">\n\t\t\t\t\t<a class=\"button\" data-modal=\"8375\">Get It Now!<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\t\t\t\n\t\t<\/blockquote>\n\t\t\n\t\t\n<div class=\"modal-backdrop\" data-id=\"8375\">\n\t\n\t<div class=\"modal-window-container\">\n\t\t\n\t\t<div class=\"modal-window\">\n\t\t\t\t\t\n\t\t\t\t\t\t\n\t\t\t<a class=\"close\">\n\t\t\t\t<i class=\"fal fa-times\"><\/i>\n\t\t\t<\/a>\n\t\t\t\n\t\t\t<div class=\"progress\">\n\t\t\t\t<div class=\"bar\"><\/div>\n\t\t\t<\/div>\n\t\t\t\n\t\t\t\t\t\t<p class=\"modal-title\">Just One More Step...<\/p>\n\t\t\t\t\t\t\n\t\t\t<div class=\"modal-entry-content\">\n\t\t\t\tEnter your email address to unlock your free 24-hour pass to my 7-figure coaching business training.\t\t\t<\/div>\n\t\t\t\n\t\t\t<div class=\"cta-form\">\n\t\t\t\t\n\t\t\t\t\t\t\t\t<form method=\"post\" class=\"grid-container grid-parent\">\n\t\t\t\t\n\t\t\t\t\t<div class=\"email-field-container\">\n\t\t\t\t\t\t<input type=\"Email\" name=\"gt_upgrade_email\" placeholder=\"Your Email Address\" required \/>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t<div class=\"button-container\">\n\t\t\t\t\t\t<input type=\"submit\" value=\"Get My 24-Hour Pass\" \/>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t<input type=\"hidden\" name=\"gt_upgrade_tag\" value=\"Lead Magnet: Mini Webinar Blog Trigger\" \/>\n\t\t\t\t\t<input type=\"hidden\" name=\"gt_upgrade_id\" value=\"8375\" \/>\n\t\t\t\t\n\t\t\t\t<\/form>\n\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t\t<div class=\"disclaimer\">\n\t\t\t\tWe\u2019ll never share or rent your information. Unsubscribe any time.\n\t\t\t<\/div>\n\t\t\t\n\t\t\t<div class=\"side-image\"><\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\t\n\n<h2 id=\"h.45izu7tskac9\">Most New Coaches Are Working on Everything <em>Besides<\/em>\u00a0Getting Leads. Don\u2019t Be Them.<\/h2>\n<p>We\u2019ve noticed that a lot of new business\u00a0owners tend to focus on <em>other<\/em>\u00a0parts of their business <em>besides<\/em>\u00a0getting leads.<\/p>\n<p>Usually, they\u2019re busy working on:<\/p>\n<ul>\n<li><strong>Their funnel<\/strong> (webinars, emails, etc.).<\/li>\n<li><strong>Their offer<\/strong> (new programs, courses, etc.).<\/li>\n<\/ul>\n<p>Those are important (they\u2019re Parts 2 and 3, discussed below), but what\u2019s more important is <em>feeding new leads <\/em>into<em>\u00a0<\/em>those stages. Because <strong>leads fuel your business.<\/strong><\/p>\n<p>Without fresh, qualified leads coming in month after month, it doesn\u2019t matter how good your funnel is, or how awesome you are on your sales calls, or how great your program is \u2014 you\u2019re just not going to have enough eyeballs going through the system to see steady growth.<\/p>\n<h2 id=\"h.mvskql7za30\">Part 1: Get Leads for Your Coaching Business<\/h2>\n<p>Here\u2019s how to simplify the 100 things you <em>could<\/em>\u00a0do for lead generation into a simple framework that lets you focus on the few things that work.<\/p>\n<p>First, understand there are just three ways to get leads online:<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7926\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" data-src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/16.png\" alt=\"(1) paid ads (2) content (3) partnerships\" width=\"1600\" height=\"348\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/16.png 1600w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/16-300x65.png 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/16-1024x223.png 1024w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/16-768x167.png 768w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/16-1536x334.png 1536w\" sizes=\"auto, (max-width: 1600px) 100vw, 1600px\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7926\" src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/16.png\" alt=\"(1) paid ads (2) content (3) partnerships\" width=\"1600\" height=\"348\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/16.png 1600w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/16-300x65.png 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/16-1024x223.png 1024w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/16-768x167.png 768w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/16-1536x334.png 1536w\" sizes=\"auto, (max-width: 1600px) 100vw, 1600px\" \/><\/noscript><\/p>\n<ul>\n<li><strong>Paid ads are obvious:<\/strong>\u00a0Google\u00a0ads, Facebook ads, or ads on any other platform.<\/li>\n<li><strong>Content is the biggest bucket:<\/strong>\u00a0all blog posts, guest posts, YouTube, Instagram, Facebook, Pinterest, etc.. If you\u2019ve tried to grow an online coaching business, I\u2019ll bet you\u2019ve tried one of those two already.<\/li>\n<li><strong>But what about partnerships? <\/strong>Most coaches we talk to have <em>not<\/em>\u00a0tried this in any real, serious way. And in fact, most don\u2019t know at first what we really mean by \u201cpartnerships.\u201d<\/li>\n<\/ul>\n<p>Yet, time and again, with client after client, we\u2019ve seen that <strong>partnerships are the fastest and cheapest way to get new, warm leads. <\/strong><\/p>\n<p>So here\u2019s the baseline formula we recommend for generating leads for your coaching business:<\/p>\n<ol>\n<li>Use partnership marketing.<\/li>\n<li>Pick <em>one<\/em>\u00a0other channel to master and grow long term.<\/li>\n<\/ol>\n<p>We\u2019ll define what partnerships are and why they\u2019re the fastest way to get warm leads, but let\u2019s walk through the other two first.<\/p>\n<h3 id=\"h.9spkbwn28q8t\">Paid Ads<\/h3>\n<p>When paid ads work, they work like magic. Spend $1; get $2 back. Who wouldn\u2019t want that?<\/p>\n<p>The only problem is that 99.9% of the time, when you\u2019re starting out, you spend $1 and get $0.50 back. Womp womp.\u00a0You lose money.<\/p>\n<p>That\u2019s actually normal. Most ad campaigns start off not profitable or barely profitable. It takes time to get costs down and nail your targeting.<\/p>\n<p>Running a good campaign requires<strong>\u00a0carefully measuring conversion rates <\/strong>at each step of your funnel and systematically tweaking each step to get the numbers to work.<\/p>\n<p>This requires (1) time, (2) money, (3) some level of mastery of the paid ad platform (Facebook, Google, etc.).<\/p>\n<p>That\u2019s obviously not easy, so that\u2019s why we <em>usually<\/em>\u00a0don\u2019t recommend starting here. For most coaches trying to grow their business early on, it just doesn\u2019t make sense to spend that cash and wait months to start seeing results.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7912\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" data-src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-10.png\" alt=\"Campaign &gt; Ad sets &gt; Actual Ads\" width=\"951\" height=\"827\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-10.png 951w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-10-300x261.png 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-10-768x668.png 768w\" sizes=\"auto, (max-width: 951px) 100vw, 951px\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7912\" src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-10.png\" alt=\"Campaign &gt; Ad sets &gt; Actual Ads\" width=\"951\" height=\"827\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-10.png 951w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-10-300x261.png 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-10-768x668.png 768w\" sizes=\"auto, (max-width: 951px) 100vw, 951px\" \/><\/noscript><\/p>\n<p><em>The structure of <\/em><strong>one<\/strong><em> campaign during our <\/em><em><a href=\"https:\/\/blog.growthtools.com\/blog\/facebook-ad-experiment\/\" target=\"_blank\" rel=\"noopener noreferrer\">14-day live Facebook ad experiment<\/a><\/em><em>\u00a0in 2015. It\u2019s more complicated than you\u2019d think.<\/em><\/p>\n<p>But what if you&#8217;ve run ads on Facebook before? What if your audience responds well to ads? What if you have a super-secret-ninja-technique that makes your target audience throw money at you every time you run an ad campaign?<\/p>\n<p><strong>Let&#8217;s be real:<\/strong>\u00a0If that were the case, you wouldn&#8217;t be reading this article.<\/p>\n<p>We aren&#8217;t saying you shouldn&#8217;t run ads. We&#8217;re just saying: Don&#8217;t make ads your first (or even second) channel.<\/p>\n<p>There are a lot of pieces to make ads work (including the campaign, creative, copy, landing page, email sequence, calls to action, etc.). When the time is right, we inspect each of these steps and work with clients to improve every weak point one by one in our <a href=\"https:\/\/lp.growthtools.com\/growth-university?utm_source=blog&amp;utm_medium=gc&amp;utm_campaign=gc\" target=\"_blank\" rel=\"noopener noreferrer\">coaching program<\/a>.<\/p>\n<h3 id=\"h.5xwz7qap3pyf\">Content<\/h3>\n<p>The long term promise of content is awesome. You get steady traffic from Google, YouTube, podcasts, or people linking to you. You don\u2019t have to pay Google, Facebook, or anyone else for this traffic, and it comes in every month regardless of whether you\u2019re sleeping or on vacation.<\/p>\n<p>Who wouldn\u2019t want that?<\/p>\n<p>But<strong>\u00a0content takes time<\/strong>\u00a0to get working. Often we see people needing six or 12 months to get a sizable amount of traffic and leads from it.<\/p>\n<p>For example, here is traffic in our early days. Eventually we reached 100,000 pageviews a month, but it took two years to get there. And look at the first six months: We got barely any traction then.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7918\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" data-src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-14.png\" alt=\"Pageviews for Growth Tools over time\" width=\"1600\" height=\"308\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-14.png 1600w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-14-300x58.png 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-14-1024x197.png 1024w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-14-768x148.png 768w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-14-1536x296.png 1536w\" sizes=\"auto, (max-width: 1600px) 100vw, 1600px\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7918\" src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-14.png\" alt=\"Pageviews for Growth Tools over time\" width=\"1600\" height=\"308\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-14.png 1600w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-14-300x58.png 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-14-1024x197.png 1024w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-14-768x148.png 768w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-14-1536x296.png 1536w\" sizes=\"auto, (max-width: 1600px) 100vw, 1600px\" \/><\/noscript><\/p>\n<p>The key with content is to <em>pick one channel<\/em>\u00a0and stick to it and master that. \u201cContent\u201d is a huge umbrella and includes all the things we mentioned above: Blogging, podcasts, YouTube, guest posts, newsletters, Instagram, Facebook, and social groups.<\/p>\n<p>Don\u2019t try to be everything on every platform. You\u2019ll end up doing none of it well.<\/p>\n<p>Pick a platform based on two criteria:<\/p>\n<ol>\n<li><strong>You: <\/strong>What are you good at? What do you like? What will you stick with?<\/li>\n<li><strong>Your customers<\/strong>: Where do they hang out? What do they read, listen to, watch?<\/li>\n<\/ol>\n<p>Find where those two intersect, and stick with it. Grow it slowly, have patience, and don\u2019t expect results on day one.<\/p>\n<h3 id=\"h.8goconcdh366\">Partnerships: Why We Recommend It for Most Coaches<\/h3>\n<p>In contrast to ads or content, partnerships get you immediate exposure to a qualified audience that someone else has already built.<\/p>\n<p>What do you mean by partnerships? As we explain in our massive <a href=\"https:\/\/blog.growthtools.com\/blog\/partnership-marketing\/\" target=\"_blank\" rel=\"noopener noreferrer\">Partnerships 101 guide<\/a>:<\/p>\n<p><strong>A partnership is when you provide something valuable to a company and they promote you to their audience in return.<\/strong><\/p>\n<p>These can often be influencers in your industry that have spent the last five, 10, or 15 years building an audience of thousands, tens of thousands, or hundreds of thousands of subscribers &#8230; which you can get in front of.<\/p>\n<p>Not only does it require no money (like paid ads) and can get leads way faster than content, but the leads are also warm. Because your partner helps promote you, their audience comes in already trusting you because the partner vouched for you.<\/p>\n<p>So how do you land partnerships?<\/p>\n<p>We have a four-step process for this:<\/p>\n<ol>\n<li><strong>Find partners:<\/strong>\u00a0Identify potential people and companies you\u2019d love to work with.<\/li>\n<li><strong>Pitch partners:<\/strong>\u00a0Reach out and ask if you could work on something simple, like a podcast\u00a0interview or a guest blog post.<\/li>\n<li><strong>Stair-Step to a Guest Emailing Partnership:<\/strong>\u00a0It\u2019s like writing a guest blog, but requires less time\u00a0and effort while producing much bigger results.<\/li>\n<li><strong>Stair-Step to a Partner <\/strong><strong>Webinar<\/strong><strong>:<\/strong>\u00a0You\u2019d spend around an hour teaching something valuable to your partner\u2019s audience over live video.<\/li>\n<\/ol>\n<p>For a deeper dive on exactly how to implement partnerships, check out <a href=\"https:\/\/blog.growthtools.com\/blog\/partnership-marketing\/\" target=\"_blank\" rel=\"noopener noreferrer\">this full post we wrote<\/a> about them or <a href=\"https:\/\/event.webinarjam.com\/login\/m1l54s3uoh0hgsg\" target=\"_blank\" rel=\"noopener noreferrer\">watch a webinar Bryan Harris gave on the topic<\/a>.<\/p>\n<p>In short though, the post shows exactly how to create what we call your \u201cDream 50\u201d list of partners. We built one from scratch for Sarah Doody, one of our clients who offers coaching services:<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7917\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" data-src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/2020-01-07-at-11.14-AM.jpeg\" alt=\"Sarah's Dream 50 Partnership List\" width=\"1538\" height=\"918\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/2020-01-07-at-11.14-AM.jpeg 1538w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/2020-01-07-at-11.14-AM-300x179.jpeg 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/2020-01-07-at-11.14-AM-1024x611.jpeg 1024w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/2020-01-07-at-11.14-AM-768x458.jpeg 768w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/2020-01-07-at-11.14-AM-1536x917.jpeg 1536w\" sizes=\"auto, (max-width: 1538px) 100vw, 1538px\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7917\" src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/2020-01-07-at-11.14-AM.jpeg\" alt=\"Sarah's Dream 50 Partnership List\" width=\"1538\" height=\"918\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/2020-01-07-at-11.14-AM.jpeg 1538w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/2020-01-07-at-11.14-AM-300x179.jpeg 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/2020-01-07-at-11.14-AM-1024x611.jpeg 1024w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/2020-01-07-at-11.14-AM-768x458.jpeg 768w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/2020-01-07-at-11.14-AM-1536x917.jpeg 1536w\" sizes=\"auto, (max-width: 1538px) 100vw, 1538px\" \/><\/noscript><\/p>\n<p>We then show how she could prioritize and pitch them strategically (including exact pitch scripts). Check out <a href=\"https:\/\/blog.growthtools.com\/blog\/partnership-marketing\/\" target=\"_blank\" rel=\"noopener noreferrer\">the full post<\/a> to see it all.<\/p>\n<h2 id=\"h.vzuecb60c8h3\">Part 2: Close Leads<\/h2>\n<p>After Part 1, you should have a system for getting consistent leads into your business. It may not be easy. It won\u2019t be overnight. But it\u2019ll be a repeatable, reliable system.<\/p>\n<p>In Part 2, we\u2019re going to build a system to close those leads.<\/p>\n<p>Here\u2019s our system:<\/p>\n<ul>\n<li><strong>Step 1: Get them on an email list. <\/strong>Traffic to your website alone isn\u2019t good enough.<\/li>\n<li><strong>Step 2: Warm them with a sales funnel. <\/strong>This is how you\u2019ll go from stranger to trusted advisor.<\/li>\n<li><strong>Step 3: Add calls to action <\/strong>to get them on the phone. You need to close high-ticket items such as coaching over the phone.<\/li>\n<li><strong>Step 4: Screen the leads.<\/strong>\u00a0This ensures you don\u2019t waste time on unqualified prospects.<\/li>\n<\/ul>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7925\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" data-src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/17.png\" alt=\"Step 1: Get them on an email list; Step 2: Warm them with a sales funnel; Step 3: Add calls to action; Step 4: Screen the leads\" width=\"1600\" height=\"699\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/17.png 1600w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/17-300x131.png 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/17-1024x447.png 1024w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/17-768x336.png 768w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/17-1536x671.png 1536w\" sizes=\"auto, (max-width: 1600px) 100vw, 1600px\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7925\" src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/17.png\" alt=\"Step 1: Get them on an email list; Step 2: Warm them with a sales funnel; Step 3: Add calls to action; Step 4: Screen the leads\" width=\"1600\" height=\"699\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/17.png 1600w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/17-300x131.png 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/17-1024x447.png 1024w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/17-768x336.png 768w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/17-1536x671.png 1536w\" sizes=\"auto, (max-width: 1600px) 100vw, 1600px\" \/><\/noscript><\/p>\n<h3 id=\"h.ppif2hxyfniq\">Closing Step 1: Get Them on an Email List<\/h3>\n<p>If you\u2019re getting traffic to your site from partnerships, ads, or content, and that\u2019s all you\u2019re getting, it\u2019s going to be hard to turn that into business. <strong>Very few cold leads visiting your site will buy a high-ticket, deeply personal item like coaching. <\/strong><\/p>\n<p>They need to know you, like you, and trust you.<\/p>\n<p>The best way to do that is with an email list, not a follower count on a social media\u00a0platform. Your YouTube subscriber or Instagram follower counts are good but not good enough, for two reasons:<\/p>\n<ol>\n<li><strong>Email engagement <\/strong>(opens and clicks) is way way higher than social platforms. (You see or clear nearly every email in your inbox. Do you do that with Twitter?)<\/li>\n<li><strong>You own your list<\/strong>. Not Facebook; not Twitter; not YouTube. <a href=\"https:\/\/blog.growthtools.com\/blog\/rent-vs-own\/\" target=\"_blank\" rel=\"noopener noreferrer\">You own it<\/a>.\u00a0Forever. An algorithm update can\u2019t change that.<\/li>\n<\/ol>\n<p>At Growth Tools, we\u2019ve been teaching entrepreneurs how to grow email lists for seven years. The <a href=\"https:\/\/blog.growthtools.com\/blog\/partnership-marketing\/\" target=\"_blank\" rel=\"noopener noreferrer\">partnership 101 guide<\/a>\u00a0we mentioned above explains how to do that for partnerships. Our <a href=\"https:\/\/blog.growthtools.com\/blog\/facebook-ad-experiment\/\" target=\"_blank\" rel=\"noopener noreferrer\">Facebook ad experiment<\/a>\u00a0explains how to do that for ads. And for other traffic, from content or anywhere else, you can read these guides to growing an email list:<\/p>\n<ul>\n<li><a href=\"https:\/\/blog.growthtools.com\/blog\/how-to-build-an-email-list\/\" target=\"_blank\" rel=\"noopener noreferrer\">How to get 1000 subscribers to your email list.<\/a><\/li>\n<li><a href=\"https:\/\/blog.growthtools.com\/blog\/lead-magnet\/\" target=\"_blank\" rel=\"noopener noreferrer\">How to build a killer lead magnet to turn traffic into subscribers.<\/a><\/li>\n<\/ul>\n<p>In particular, the first guide (how to get 1000 subscribers) goes into our full system for growing an email list, including 15 tactics explained in detail for how to get subscribers:<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7913\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" data-src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-11.png\" alt=\"Table of Contents from Growth Tools: 15 tactics to grow an email list\" width=\"711\" height=\"764\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-11.png 1452w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-11-279x300.png 279w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-11-953x1024.png 953w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-11-768x825.png 768w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-11-1430x1536.png 1430w\" sizes=\"auto, (max-width: 711px) 100vw, 711px\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7913\" src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-11.png\" alt=\"Table of Contents from Growth Tools: 15 tactics to grow an email list\" width=\"711\" height=\"764\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-11.png 1452w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-11-279x300.png 279w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-11-953x1024.png 953w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-11-768x825.png 768w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-11-1430x1536.png 1430w\" sizes=\"auto, (max-width: 711px) 100vw, 711px\" \/><\/noscript><\/p>\n<h3 id=\"h.vwgc93addfof\">Step 2: Warm Them with a Sales Funnel<\/h3>\n<p>Getting cold traffic to an email list is good, but you have to follow up with emails that accomplish what we want: <strong>get them to know you, like you, and trust you. <\/strong><\/p>\n<p>We have a simple three-part framework for sales funnels.<\/p>\n<p>First, warm up subscribers with a <strong>Welcome Series (Part 1)<\/strong>: This is a set of emails (typically) or other content that educates your audience about who you are, what you\u2019re about, and why you\u2019re the best solution for them.<\/p>\n<p>For example, one of our coaching clients \u2014 Adrienne Luedeking, who runs a coaching and course business to help people get career freedom with freelancing called <a href=\"https:\/\/fruitfullyalive.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">Fruitfully Alive<\/a>\u00a0\u2014 uses a 30-minute video of her giving a ton of useful information on her processes right after they join the list:<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7911\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" data-src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-9.png\" alt=\"The Fruitfully Alive Masterclass: &quot;Are you a freelancer or an entrepreneur?&quot; \" width=\"1600\" height=\"824\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-9.png 1600w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-9-300x155.png 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-9-1024x527.png 1024w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-9-768x396.png 768w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-9-1536x791.png 1536w\" sizes=\"auto, (max-width: 1600px) 100vw, 1600px\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7911\" src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-9.png\" alt=\"The Fruitfully Alive Masterclass: &quot;Are you a freelancer or an entrepreneur?&quot; \" width=\"1600\" height=\"824\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-9.png 1600w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-9-300x155.png 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-9-1024x527.png 1024w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-9-768x396.png 768w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-9-1536x791.png 1536w\" sizes=\"auto, (max-width: 1600px) 100vw, 1600px\" \/><\/noscript><\/p>\n<p>This immediately gets a new subscriber to know her, like her, and trust her. She told us she still gets \u201cemails every single week from people saying that the 30-minute video gave them more clarity than the last several months that they\u2019ve spent sifting through information.\u201d<\/p>\n<p>Next, once they\u2019re on your list,\u00a0keep them engaged and excited with periodic promotions. We recommend starting with a monthly and six-month cadence:<\/p>\n<ol>\n<li><strong>Monthly Promotion:<\/strong>\u00a0An exclusive event that happens once every few weeks. Only your email subscribers should get access.<\/li>\n<li><strong>Six-Month Promotion:<\/strong>\u00a0It\u2019s like your monthly promotion, but bigger and better.<\/li>\n<\/ol>\n<p>A great example for these periodic promotions is what Adrienne does for her <a href=\"https:\/\/blog.growthtools.com\/blog\/product-launch\/\" target=\"_blank\" rel=\"noopener noreferrer\">product launch<\/a>\u00a0to her coaching program, an event she calls her 5 Days to Freelance Freedom Challenge. It\u2019s a big, blowout promotion that unfolds over the course of three weeks.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7927\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" data-src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/1.png\" alt=\"Fruitfully alive: The 5 Days to Freelance Freedom Challenge\" width=\"1486\" height=\"861\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/1.png 1486w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/1-300x174.png 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/1-1024x593.png 1024w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/1-768x445.png 768w\" sizes=\"auto, (max-width: 1486px) 100vw, 1486px\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7927\" src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/1.png\" alt=\"Fruitfully alive: The 5 Days to Freelance Freedom Challenge\" width=\"1486\" height=\"861\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/1.png 1486w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/1-300x174.png 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/1-1024x593.png 1024w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/1-768x445.png 768w\" sizes=\"auto, (max-width: 1486px) 100vw, 1486px\" \/><\/noscript><\/p>\n<p>Here\u2019s a rundown of how it works:<\/p>\n<ul>\n<li>First, there\u2019s a seven-day warmup where participants connect and get to know each other.<\/li>\n<li>Next is the actual five-day challenge, where she gives a specific task for everyone to do.<\/li>\n<li>Then there\u2019s the catch-up day, where everyone recaps how they did.<\/li>\n<li>And last, Adrienne hosts a celebration day, closing the event with a live stream and announcement that sales are live.<\/li>\n<\/ul>\n<p>After the event ends, Adrienne leaves open a four-day window for leads to sign up for her program. In her most recent launch, <strong>she made $60,000<\/strong>!<\/p>\n<p>Now, this three-step sales funnel (welcome series, monthly promotion, six-month promotion) isn\u2019t the <em>only<\/em>\u00a0structure that works.\u00a0But like we promised, this guide gives you the foundation of what we\u2019ve seen work more times than not. So start with this, and once it\u2019s locked in, tweak and improve it later.<\/p>\n<h3 id=\"h.614r40ayw9ec\">Step 3: Ask Them to Get on a Sales Call with You<\/h3>\n<p>This is simple: In your promotions from Step 2, at the end of your welcome series, and in any other regular emails, <strong>put calls to action to book a call with you<\/strong>.<\/p>\n<p>Coaches call this \u201csales call\u201d different things: a free coaching call, a strategy session, or whatever resonates with your audience.<\/p>\n<p>But the key is that <strong>you need to get them on the phone to sell your <\/strong><strong>coaching offer<\/strong><strong>. <\/strong>This is how you sell high-ticket items.<\/p>\n<p>We\u2019ve gone into this in depth in our <a href=\"https:\/\/blog.growthtools.com\/blog\/high-ticket-sales\/\" target=\"_blank\" rel=\"noopener noreferrer\">high-ticket sales funnel case study<\/a>, where we set up a sequence from Facebook ads to booked calls for the company Gravy. The post goes into a lot more detail on a specific funnel, but a key part is creating a follow-up email sequence for signups who don\u2019t book immediately to get on a call:<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7921\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" data-src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/3-high-ticket-sales-funnel-emails.gif\" alt=\"DripScripts: 3 high ticket sales funnel emails\" width=\"972\" height=\"610\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7921\" src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/3-high-ticket-sales-funnel-emails.gif\" alt=\"DripScripts: 3 high ticket sales funnel emails\" width=\"972\" height=\"610\" \/><\/noscript><\/p>\n<p>In our own regular emails to our list, we routinely put calls to action to book a call with us. Some of the emails are focused on getting prospective clients onto a call with testimonials\u00a0and stories from existing clients:<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7916\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" data-src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-13.png\" alt=\"An email from Bryan of Growth Tools with a clear CTA at the bottom\" width=\"706\" height=\"794\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-13.png 706w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-13-267x300.png 267w\" sizes=\"auto, (max-width: 706px) 100vw, 706px\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7916\" src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-13.png\" alt=\"An email from Bryan of Growth Tools with a clear CTA at the bottom\" width=\"706\" height=\"794\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-13.png 706w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-13-267x300.png 267w\" sizes=\"auto, (max-width: 706px) 100vw, 706px\" \/><\/noscript><\/p>\n<p>Others are on whatever topic we think will help our audience, with a \u201cP.S.\u201d appended to the end of the email:<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7924\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" data-src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-17.png\" alt=\"A sample of a CTA within the P.S.\" width=\"529\" height=\"267\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-17.png 529w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-17-300x151.png 300w\" sizes=\"auto, (max-width: 529px) 100vw, 529px\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7924\" src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-17.png\" alt=\"A sample of a CTA within the P.S.\" width=\"529\" height=\"267\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-17.png 529w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-17-300x151.png 300w\" sizes=\"auto, (max-width: 529px) 100vw, 529px\" \/><\/noscript><\/p>\n<h3 id=\"h.fmib3he8vmud\">Step 4: Screen Your Leads<\/h3>\n<p>This is an important step that most marketing advice online doesn\u2019t talk about: <strong>Landing the <\/strong><strong>right<\/strong><strong>\u00a0<\/strong><strong>new clients<\/strong>\u00a0is one of the biggest pains for most coaches. Unqualified prospects are a huge time suck because you spend all this time on sales calls and emails, only to hear them say they can\u2019t afford you or give some other reason not to buy.<\/p>\n<p>And if they <em>do<\/em>\u00a0join, it can be a lose-lose if they\u2019re not a good fit. You\u2019re left feeling like a failure because you couldn\u2019t help them reach the next level. Meanwhile, these\u00a0paying clients\u00a0are left feeling like they wasted their money.<\/p>\n<p>To avoid this nightmare scenario, we tell coaches to <strong>create an application form<\/strong>. Instead of driving your leads to a booking page, send them to a short questionnaire they fill out first.<\/p>\n<p>Keep it short: <strong>at least three questions; at most, ten<\/strong>.<\/p>\n<p>But ALWAYS make one of your questions about <strong>finances<\/strong>. Whether you offer life coaching, business coaching, or anything in between, you need to find out if leads have the budget to invest in your training program.<\/p>\n<p>Make the rest of your questions related to your coaching niche. Ask questions that tell <em>you<\/em>\u00a0if they\u2019re a good fit or not.<\/p>\n<p>For example, if you\u2019re a marriage coach, maybe you ask prospects what kind of relationships give them the most trouble. Then you can filter based on answers that you know are \u201ctells\u201d of a good vs. bad fit for your coaching. Someone who says they hate being single is a lead you can immediately disqualify.<\/p>\n<p>But when you turn down prospects, you don\u2019t want to alienate them either. Instead of saying no outright, direct them to resources that might help them out. You could even try selling them other products, too (more on that when we cover Part 3).<\/p>\n<p>Here\u2019s an example of the screening questionnaire we use:<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7922\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" data-src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-16.png\" alt=\"Provide information: An application asks key questions to see if you're a fit.\" width=\"1129\" height=\"1200\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-16.png 1129w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-16-282x300.png 282w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-16-963x1024.png 963w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-16-768x816.png 768w\" sizes=\"auto, (max-width: 1129px) 100vw, 1129px\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7922\" src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-16.png\" alt=\"Provide information: An application asks key questions to see if you're a fit.\" width=\"1129\" height=\"1200\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-16.png 1129w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-16-282x300.png 282w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-16-963x1024.png 963w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-16-768x816.png 768w\" sizes=\"auto, (max-width: 1129px) 100vw, 1129px\" \/><\/noscript><\/p>\n<p>Now, if the prospective client seems like a good fit? Get on a sales call and convince them they\u2019ll find the answers they want through your coaching. (Here\u2019s a <a href=\"https:\/\/docs.google.com\/document\/d\/1mDuxlucuvogMibObPUS4KOUKyMQx2ecromd6Q0BdOjs\/edit\" target=\"_blank\" rel=\"noopener noreferrer\">sales script<\/a>\u00a0you can steal from and modify from our <a href=\"https:\/\/blog.growthtools.com\/blog\/high-ticket-sales\/\" target=\"_blank\" rel=\"noopener noreferrer\">Gravy example<\/a>.)<\/p>\n<h2 id=\"h.inag6a88lzq\">Part 3: How to Monetize\u00a0Better (Beyond Offering Your Coaching Program)<\/h2>\n<p>Obviously,\u00a0the foundation of your coaching business\u2019 income is your actual coaching service. In our experience, coaches that dial in the first two parts \u2014 (1) Get Leads and (2) Close Leads \u2014 should see solid growth from selling their main coaching service\u00a0by itself.<\/p>\n<p>But if you\u2019re only selling coaching services, you\u2019re leaving money on the table.<\/p>\n<p>You won\u2019t close every potential client.\u00a0Even if they go through your sales funnels. Even if they pass your screener questions. No high-ticket item like coaching has a 100% sales call close rate.<\/p>\n<p>If you\u2019re closing 15%\u00a0of sales calls from leads that have passed your screener questions, you\u2019re doing well.<\/p>\n<p>So what about the other 85%?<\/p>\n<p>Just because they didn\u2019t buy your coaching program\u00a0doesn\u2019t mean they won\u2019t buy <em>anything<\/em>.<\/p>\n<p>Since the #1 objection to not buying coaching is price, we typically advise coaches to do two things to diversify their income streams:<\/p>\n<ol>\n<li>Offer a payment plan.<\/li>\n<li>Sell other products.<\/li>\n<\/ol>\n<p>Here\u2019s how you do both.<\/p>\n<h3 id=\"h.cswy5qqiostl\">Option 1: Offer a Payment Plan<\/h3>\n<p>Some ideal clients\u00a0might want to join your coaching program. But a big, upfront payment could make them hesitant to buy.<\/p>\n<p>By offering a payment plan, you\u2019ll close more clients, simply by giving them more than one choice. Also, you can earn more and ensure steady income by letting people pay in installments.<\/p>\n<p>This is what we told Adrienne to do, and she implemented it in her most recent launch. Look at this screenshot of Adrienne\u2019s checkout page, and pay attention to her pricing:<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7914\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" data-src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/2-1.png\" alt=\"Payment plan, full pay, or VIP: different pricing options available\" width=\"669\" height=\"795\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/2-1.png 669w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/2-1-252x300.png 252w\" sizes=\"auto, (max-width: 669px) 100vw, 669px\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7914\" src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/2-1.png\" alt=\"Payment plan, full pay, or VIP: different pricing options available\" width=\"669\" height=\"795\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/2-1.png 669w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/2-1-252x300.png 252w\" sizes=\"auto, (max-width: 669px) 100vw, 669px\" \/><\/noscript><\/p>\n<p>It\u2019s always great to get full-pay clients. But not everyone can make a full payment, and those who choose a payment plan contribute to your monthly income stability.<\/p>\n<h3 id=\"h.axow6i2ogky4\">Option 2: Sell Other Products<\/h3>\n<p>A second tactic is to offer another product that delivers value at a price they can afford. If they aren\u2019t ready to buy your coaching program, funnel them to other products you sell. This is a win-win. They get something from you that still helps them solve their problems, and you get to diversify your income stream\u00a0with different products.<\/p>\n<p>Two kinds of products we\u2019ve seen work really well for this are:<strong>\u00a0tiny offers <\/strong>and<strong>\u00a0courses.<\/strong><\/p>\n<p>Here\u2019s what Adrienne did. She created a handful of tiny offers\u00a0(small, paid products that help your customers solve the same or similar problems that your coaching helps with), including:<\/p>\n<ul>\n<li><strong>Tiny Offer #1:<\/strong> A $37 mini-course detailing a complete plan for becoming a successful freelancer, with an emphasis on choosing the right niche.<\/li>\n<\/ul>\n<ul>\n<li><strong>Tiny Offer #2:<\/strong> A $47 list of profitable and unsaturated niches for freelancers that she vetted herself.<\/li>\n<\/ul>\n<ul>\n<li><strong>Tiny Offer #3:<\/strong> A $77 one-on-one\u00a0coaching session\u00a0designed to upsell them her full course.<\/li>\n<\/ul>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7919\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" data-src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-15.png\" alt=\"3 different pricing offers providing an opportunity to keep continuous incoming sales \" width=\"961\" height=\"540\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-15.png 961w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-15-300x169.png 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-15-768x432.png 768w\" sizes=\"auto, (max-width: 961px) 100vw, 961px\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7919\" src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-15.png\" alt=\"3 different pricing offers providing an opportunity to keep continuous incoming sales \" width=\"961\" height=\"540\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-15.png 961w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-15-300x169.png 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/pasted-image-0-15-768x432.png 768w\" sizes=\"auto, (max-width: 961px) 100vw, 961px\" \/><\/noscript><\/p>\n<p>She also created an online course\u00a0called Freedom Through Freelancing Self-Study. In it, Adrienne teaches the same principles she does as a coach. The only difference is that students have to teach themselves and apply what they learn on their own.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7920\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" data-src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/6-1.png\" alt=\"Freedom Through Freelancing Course: Pricing - Fixed rate vs hourly\" width=\"1466\" height=\"733\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/6-1.png 1466w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/6-1-300x150.png 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/6-1-1024x512.png 1024w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/6-1-768x384.png 768w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/6-1-1000x500.png 1000w\" sizes=\"auto, (max-width: 1466px) 100vw, 1466px\" \/><noscript><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-7920\" src=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/6-1.png\" alt=\"Freedom Through Freelancing Course: Pricing - Fixed rate vs hourly\" width=\"1466\" height=\"733\" srcset=\"https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/6-1.png 1466w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/6-1-300x150.png 300w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/6-1-1024x512.png 1024w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/6-1-768x384.png 768w, https:\/\/blog.growthtools.com\/wp-content\/uploads\/2020\/08\/6-1-1000x500.png 1000w\" sizes=\"auto, (max-width: 1466px) 100vw, 1466px\" \/><\/noscript><\/p>\n<p><em>A look at Adrienne\u2019s self-study course.<\/em><\/p>\n<h2 id=\"h.gi6ci0alkl9q\">Parting Advice: Be Kind to Yourself, Manage Your Expectations, and Act for the Long Term<\/h2>\n<p>If you\u2019ve made it this far, you\u2019re now equipped to build a successful coaching business\u00a0that earns stable and steady income.<\/p>\n<p>No more relying on random marketing tactics. No more trying a little of everything. No more feeling overwhelmed by all the things you \u201cshould\u201d do.<\/p>\n<p>Instead, now you have a three-stage process, broken down step-by-step, that gives you the best chance to succeed:<\/p>\n<ol>\n<li><strong>Get leads.<\/strong><\/li>\n<li><strong>Close leads.<\/strong><\/li>\n<li><strong>Monetize better.<\/strong><\/li>\n<\/ol>\n<p>Here\u2019s one final piece of advice before we wrap: <strong>Never forget to manage your expectations.<\/strong><\/p>\n<p>Building a growing coaching business\u00a0that is <em>reliable<\/em>, meaning income is steady and predictable, takes time and effort. The three-part system we use and teach is effective, but it\u2019s not a gimmick; it takes real work.<\/p>\n<p>Just ask Adrienne.<\/p>\n<blockquote><p><em>\u201cBuilding my business to where it is now is the single most difficult thing I\u2019ve done in my life,\u201d <\/em>Adrienne told us.<\/p>\n<p><em>\u201cPeople read my story, how I had a $60,000 launch, and think, \u2018Gosh, I wish I could be like her,\u2019 but they don\u2019t see the thousands of little failures along the way. They don\u2019t see that a year ago I was thinking of closing it down because I couldn\u2019t make $1,000 in a launch. <\/em><em>Or that I spent $40,000 on a coaching company that did nothing for me.\u201d<\/em><\/p>\n<p><em>\u201cIt takes a lot of time. And I do think that a really <\/em><em><a href=\"https:\/\/blog.growthtools.com\/blog\/finding-coach\/\" target=\"_blank\" rel=\"noopener noreferrer\">good coaching program<\/a> <\/em><em>is instrumental in that,\u201d <\/em>she added.<em>\u00a0\u201cLike Growth University, for example: If I send in a question, they&#8217;ll make me a video answering it. They&#8217;re giving me the actual strategy that I&#8217;m looking for. They&#8217;re helping me transform my monthly income.\u201d<\/em><\/p><\/blockquote>\n<p>It\u2019s having and sticking to a good system that will set you up for success \u2014 along with having the guts to keep going when you\u2019re tired or haven\u2019t gotten the results you wanted.<\/p>\n\t\n\t\t<blockquote class=\"gt-cta\">\n\t\t\t\n\t\t\t<div class=\"grid-container\">\n\t\t\t\t\n\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t<div class=\"icon\">\n\t\t\t\t\t<img decoding=\"async\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" data-src=\"https:\/\/blog.growthtools.com\/wp-content\/themes\/growth-tools-blog\/nt-themekit\/img\/rocket-icon.png\" \/><noscript><img decoding=\"async\" src=\"https:\/\/blog.growthtools.com\/wp-content\/themes\/growth-tools-blog\/nt-themekit\/img\/rocket-icon.png\" \/><\/noscript>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\n\t\t\t\t<div class=\"content\">\n\t\t\t\t\t<span class=\"subhead\">\n\t\t\t\t\tGet it Free\t\t\t\t\t<\/span>\n\t\t\t\t\t<strong>FREE Bonus:<\/strong> Get a free 24-hour pass to my NEW 15-minute training that will show you how to scale any coaching business to 7 figures\u2014even if you're just getting started.\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\t\t\t\t<div class=\"button-container\">\n\t\t\t\t\t<a class=\"button\" data-modal=\"8375\">Get It Now!<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\t\t\t\n\t\t<\/blockquote>\n\t\t\n\t\t\n<div class=\"modal-backdrop\" data-id=\"8375\">\n\t\n\t<div class=\"modal-window-container\">\n\t\t\n\t\t<div class=\"modal-window\">\n\t\t\t\t\t\n\t\t\t\t\t\t\n\t\t\t<a class=\"close\">\n\t\t\t\t<i class=\"fal fa-times\"><\/i>\n\t\t\t<\/a>\n\t\t\t\n\t\t\t<div class=\"progress\">\n\t\t\t\t<div class=\"bar\"><\/div>\n\t\t\t<\/div>\n\t\t\t\n\t\t\t\t\t\t<p class=\"modal-title\">Just One More Step...<\/p>\n\t\t\t\t\t\t\n\t\t\t<div class=\"modal-entry-content\">\n\t\t\t\tEnter your email address to unlock your free 24-hour pass to my 7-figure coaching business training.\t\t\t<\/div>\n\t\t\t\n\t\t\t<div class=\"cta-form\">\n\t\t\t\t\n\t\t\t\t\t\t\t\t<form method=\"post\" class=\"grid-container grid-parent\">\n\t\t\t\t\n\t\t\t\t\t<div class=\"email-field-container\">\n\t\t\t\t\t\t<input type=\"Email\" name=\"gt_upgrade_email\" placeholder=\"Your Email Address\" required \/>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t<div class=\"button-container\">\n\t\t\t\t\t\t<input type=\"submit\" value=\"Get My 24-Hour Pass\" \/>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\n\t\t\t\t\t<input type=\"hidden\" name=\"gt_upgrade_tag\" value=\"Lead Magnet: Mini Webinar Blog Trigger\" \/>\n\t\t\t\t\t<input type=\"hidden\" name=\"gt_upgrade_id\" value=\"8375\" \/>\n\t\t\t\t\n\t\t\t\t<\/form>\n\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t\t<div class=\"disclaimer\">\n\t\t\t\tWe\u2019ll never share or rent your information. Unsubscribe any time.\n\t\t\t<\/div>\n\t\t\t\n\t\t\t<div class=\"side-image\"><\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\n\t<\/div>\n\n<\/div>\n\t\n\n","protected":false},"excerpt":{"rendered":"<p>Most coaches are great at helping their clients.\u00a0But helping themselves\u00a0by growing their own business? That\u2019s usually their biggest struggle. Why?&#8230;<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[14],"tags":[],"class_list":["post-7928","post","type-post","status-publish","format-standard","hentry","category-marketing-coaching"],"_links":{"self":[{"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=\/wp\/v2\/posts\/7928","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=7928"}],"version-history":[{"count":0,"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=\/wp\/v2\/posts\/7928\/revisions"}],"wp:attachment":[{"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=7928"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=7928"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=7928"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}