Having spent time in search of an online expert and then years later becoming one myself, I have learned some valuable lessons. I remember wanting so badly to believe everything that the experts were telling me. I read as much as I could trying to find answers to help me on my health journey. It only took a few fake experts to sour anything I might have learned from a real expert.
Being able to build a coaching business online is incredible. For the coaches who want to serve their clients, they can extend that reach to anywhere in the world. With this new frontier, comes great responsibility. I have done several online surveys of hundreds of coaches, asking the question; what is your number one issue building your online business?
Here are the top three responses that were overwhelming throughout the survey:
- Building trust and rapport with new clients
- Establishing your value as an expert
- Booking new clients and conversion rate
Does any of this sound familiar? I had the worse time trying to build rapport online with potential new clients. You need to practice patience and allow your potential clients the time to get to know you. Let them see your coaching skills, that you are an expert in your field and that you can help them through their journey.
Top 10 Tips We Teach at Health Influencers Mastermind:
1. Always be transparent with your clients. This seems like a no brainer, but there are times that I encounter even the most seasoned coach not being candid with their potential client. Remember if they can’t trust you, you can’t help them.
2. Patience is vital! No one wants to deal with a coach or expert that puts unnecessary pressure on them. It comes off as desperate. You are an expert! You have worked years to get where you are, and you need to convey that to your potential clients.
3. Do not promote products! Your potential clients need to know there is no magic pill or potion. You are the product! Your expertise and knowledge are what your client needs. Having said that I realize as experts, we all have a bag of tricks filled with products that can help out our clients. Don’t lead with that. Lead with your expertise, get to know your clients before taking that step. They are waiting for that other shoe to drop and the minute it does be prepared for all the walls you just broke through to come back up.
4. Start a Facebook support group. Your potential clients may not be quite ready for you yet. A Facebook group where you can nurture them, share your expertise and allow that rapport to build between you is critical. A lot of my coaches that specialize in a specific area like grief, or addiction. Your client may not need you when you first meet, but you want to keep them close so when they do you’ve already set the groundwork to assist them.
5. Show up for your clients! If you start a Facebook support group, show up! If a client replies to your post or ask a question, and they don’t get an answer for several days. Do you think they are going to hire you as their expert? They want to know if they invest in you, that you are going to show up for them.
6. Write engaging posts. When I say engaging, I am referring to a post that your potential client can engage in. I see tons of experts posting excellent content, with motivational quotes. Then they come to me and complain that no one commented. I have to point out that there was no question or engagement for a comment. Depending on your area of expertise your posts should always be addressing what it is you do. Opening up the conversation for your potential clients.
7. The power of tapping into your likes. Have you ever noticed you would get three times more likes than comments? I find most of my clients in those likes. I spend 30 minutes a couple of times a week going into a post and reaching out to the likes. I send them a private message and thank them for liking my post, ask them what it is that they liked, I will ask them the question directly. The next thing I know we are building fantastic rapport.
8. Make booking with you as simple as possible. This is key to conversions. You have about 7 seconds to convert your clients. If you are linking them to your website where they have multiple options, articles or programs to investigate, you will lose them. I can’t tell you how many times I am helping an expert with conversions, and the rabbit hole they are sending their clients on is never-ending. If you are booking a program, you should be linking them directly into that program if it is a consult with you, that link should lead directly to your calendar.
9. Decide what your value is as an expert and RECOGNIZE it! Once you do this, you will have no issues defining your value with your clients. If you start flip-flopping around, you will lose ground with your potential client. When you go to your dentist to have, let us say a root canal? First of all, you know when you get his service you are going to have to pay for that service right? Second of all, can you imagine if when he came in to explain the cost, he had several different prices for different target markets? Or as you’re thinking about getting your root canal, he starts lowering the price to entice you to do it with him right now? How do you think that would fly? I know I would be out the door! Know your value and then own it!
10. Stop giving away your expertise for FREE. This is not the way to build rapport with your clients. I understand that in our field we sometimes prefer to do a free consult to see if we’re a fit or if we are even able to help, this new client. When I was sick and desperate for health answers, I did NOT bargain shop. I wanted results! And in my head, if it were for free, it probably wouldn’t be as effective. Charge for your fee consults. You know your clients need to be invested in their health and wellness journey. Charge a minimal deposit to book the call. If you are charging a $25 booking fee to hold the spot, you know your client is going to show up, and that they are invested in moving forward. You can always either refund them after the call or apply it to the next appointment.
I work with real experts who are struggling. They struggle doing their dream job and in serving others. It breaks my heart when I see online “fakes” taking advantage of those who are scared, sick and desperate for answers. It not only makes our job twice as hard but it is nearly impossible to build the much-needed trust to help our clients.
If you are an expert and want to take your online business to the next level, I would love to give you not only the platform to do this but also the tools you need to be successful. If you want to know more you can book an expert interview with me; I would love to hear from you.