ICF Raleigh Chapter presentation

1. Live.Lead.Impact.

2. MORE…
MAKING MORE…
THAN EVER BEFORE.
What’s All the
Buzz About Anyway?

3. What About
the Challenges?

4. What About
the Challenges?
1. Being a part-time coach
with full-time aspirations

5. What About
the Challenges?
1. Being a part-time coach
with full-time aspirations
2. Being a full-time coach
with part-time pay

6. Pete Smith
 Started company in 2011

7. Pete Smith
 Started company in 2011
 Completed a year-long, ICF accredited
coaching program

8. Pete Smith
 Started company in 2011
 Completed a year-long, ICF accredited
coaching program
 This life can be yours for…$15,000!!!

9. Pete Smith
 Started company in 2011
 Completed a year-long, ICF accredited
coaching program
 This life can be yours for…$15,000!!!
 Nothing but crickets

10. Pete Smith
 Started company in 2011
 Completed a year-long, ICF accredited
coaching program
 This life can be yours for…$15,000!!!
 Nothing but crickets
 Had to ask myself the tough question that
no coach ever wants to be asked…

11. “Will this ever
be more than
just a really
expensive
hobby?”

12. SmithImpact Today…
 2 Successful Coaching Programs:
o Maxed Out – Coaches and Consultants
o Expect to Win – Young Professionals
 Consecutive 90%+ revenue increases over prior
year
 Viable business, not just a hobby

13. # of Clients
We Want

14. # of Clients
We Have
# of Clients
We Want

15. Why the Gap?
1. We don’t know exactly what we
should do to market ourselves

16. Why the Gap?
1. We don’t know exactly what we should do to market ourselves
2. What we know about marketing
(at least what we think we know
about marketing) isn’t working

17. Why the Gap?
1. We don’t know exactly what we should do to market ourselves
2. What we know about marketing (at least what we think we know about marketing) isn’t
working
3.We know what to do… we’re just
choosing not to do it

18. A Few Underlying Beliefs of
the Book Yourself Solid®
System
 Marketing does NOT get you clients

19. A Few Underlying Beliefs of
the Book Yourself Solid®
System
 Marketing does NOT get you clients
 We are meant to serve some people and not others

20. A Few Underlying Beliefs of
the Book Yourself Solid®
System
 Marketing does NOT get you clients
 We are meant to serve some people and not others
 Not a get-rich-quick scheme

21. Module 4:
6 Core Self-
Promotion
Module 1:
Your
Foundation
Module 2:
Building Trust and
Credibility
Module 3:
Perfect Pricing and
Simple Selling
Book Yourself Solid® System Overview

22. Red Velvet Rope Policy
 Your filtration system that allows only your ideal
clients in
 Based on characteristics – not circumstances
 Sound business practice – 2 primary reasons
Module 1: Your Foundation
Red Velvet Rope; Understand Why Clients Buy; Personal Brand Identity; How to Talk About What You Do

23. Your Target Market
 A demographic, an industry, a group of people, or a specific
type of person you serve
 Your ideal client is a sub-set of your target market
 Why it’s so difficult to choose a target market (especially
for coaches)

24. But…But…But…
 I’m trained to…

25. But…But…But…
 I’m trained to…

26. Choose a Target Market
1. Find them. Be committed to them. Network
with them.
2. Understand their Needs and Desires.
3. Help them solve their problems.

27. Benefits and Results
“You must offer what your potential clients want to buy, not what you want to sell or think
they should want to buy.”
~ Michael Port
The FEPS of your service and your #1
single biggest result

28. Stand Out From Everyone Else
1. “Who and do what” statement
2. “Why you do it” statement
3. Personal tagline
As a coach, your unique selling proposition is… YOU!

29. How To Talk About
What You Do
I help “a” (target market)
… do/get “b” (single biggest
result)
… so that “c” (FEPS)
No more sounding boring or
bland!

30. Strangers – Friends – Clients
 Standard Credibility Builders
 Value Based Sales Cycle and Keep in Touch
 Automate your system
Module 2: Trust and Credibility
Credibility and Likability; BYS Sales Cycle; Keep in Touch; Information Products

31. Pricing Options and Selling Your Services
 Less is not more
 The right questions, to the right person, at the right
time, leads to more clients
Module 3: Perfect Pricing and Simple Selling
Perfect Pricing and Simple Selling

32. Who Knows What You Know?
 Required promotional strategies
 Optional promotional strategies
Module 4: 6 Core Self-Promotion Strategies
Networking; Direct Outreach; Referral; Speaking; Writing; Web

33. You Sure
This
Works?

34. You Can
Create This!

35. Where Do We Go from Here?
 Request your FREE video series “3 Ways You’re Destroying
Your Client-Generating Efforts” at
www.smithimpact.com/maxed-out
 Let’s stay connected:
www.smithimpact.com/insights-newsletter-signup/
 Reserve Your Seat in an Upcoming Maxed Out Program:
o 6-Week Intensive Program – Begins September 3
o 6-Month Mastermind Program – Begins October 14
 Email Pete@smithimpact.com to reserve your seat today!

36. This is not a hobby.
This is your business.

37. Questions?

38. Thank
You

39. Live.Lead.Impact.