MBA2036 How To Sell Group Coaching

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Hey oh. Welcome to the Hundred Dollar RMBA show, your Go to podcast for getting better at business every single day with our daily 10 minute business lessons for the real world. I'm your host, your coach, your teacher Omar Zenholm. I'm also the co founder of Webinar Ninja, an independent software company. I started my co founder back in 2014 and in today's lesson you will learn how to sell group coaching. If you're a business coach or a subject matter expert and you're looking to sell more of your group coaching, you're in the right place. Group coaching is a great way for you to scale your coaching business. Some of the most successful coaches I know run group coaching programs of hundreds of people and charge anywhere from 500 to 2,000 to $3,000 a month for each coaching client. But how do you sell it? How do you attract your audience? Well, in today's episode, I'm going to give you three options, three entry points in the conversion funnel that you'll have to set up to bring in more coaching clients. The reason why group coaching is so popular with coaches is not only does it scale very well, but it's actually really beneficial for the clients themselves, for the people you're coaching, because they're learning from not only your instruction to them, but Your instruction to others. They learn about the challenges of others and how they overcome them. Because again, you're group coaching. You're coaching everybody. So I'm gonna explain the three ways you can bring in new coaching clients, the ones that have been proven by some of the best coaches to work, and what are the next steps afterwards. So let's get into it. Let's get down to business.

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So it should come as no surprise that the best way to sell your coaching is to coach is to show them what you got to show your potential customer what you can do for them. So what are the three ways you can do this so that you can sell your spots in your group coaching program? Let's start with the most traditional way. The first way is you have a sales page on your website explaining what your coaching program does. You share testimonials, case studies, video testimonials of clients you've worked with before and the results you get for them. And you allow them to apply in an application process. This can literally be a Google form or something you can embed right on your website. Now, most coaches don't explicitly say how much their program costs right on that page. They're actually looking for people that are so hungry for change, for transformation, that they're willing to fill in a form to learn more and then see if it's a good value. The other reason why they do this is because they want to have control over the narrative. They have a lot of control over the sales process. They want to show you the value before they present the price so they can anchor the price against how much great value you're going to get. And how are they going to do that? Well, the process is basically they're coaching. Customer or client will fill out the application. The coach or somebody on their team will reach out to them and say, hey, looks like you might be a good fit, but let's get on a call to make sure that we're a good fit for each other. And that this program is right for you. And this literally is a video call that you can do. And on this call is where you actually sell your program. But you sell it in a way that makes sense for your client, meaning you're going to learn about your client. Maybe you can get some information in the intake or the application form, see where the they're at, what their biggest challenge is. And on that call, really the coach's job is to really get down and define. This is your challenge, these are your goals, and this is how we're going to get there. A broad blueprint. You're going to find out from that client if they're interested in working with you, if it would be a win for them, if you help them to get to those results that you're talking about on the call. And from there you present the actual program and what includes the price and. And everything else. After the call, you would follow up with some notes from the call as well as the call to action, which is, this is how you sign up for the program. Most coaches have some sort of time limit or some sort of scarcity, so they understand that, hey, you only take a certain number of clients, and this is real scarcity. You can't just make things up. You know, whether you have a X amount of clients that you take on every single month, or if you're giving them a special offer or deal that that deal ends at a certain time. And if you want to look at this process, if you want to see what it looks like as an example, you can go to Dan Martell's website. He's a great SaaS coach. Another example is TK Kader. Tkkader.com youm can go ahead and check out their programs and they have an application process, just like I explained, where you get on a call. Option number two, you build your email list via content, whether it's with a YouTube channel, whether it's with content on your website, whether it's giving away books and freemium and courses. And periodically you invite your email list to an actual coaching call. So option two is actually getting them on one of your coaching calls. So you already have your paying clients on and you basically invite them as a special guest. Now, you don't have to have them come on the whole call. You might want to have them come maybe the second half. But in essence, they're going to see you in action. They're going to see you helping other clients. They're going to see all the awesome people in your group. And at the End of that call, you're going to have those special guests that joined that call to hang out at the end, say, hey special guests, I have a special 20 minute session for you explaining our program after our coaching call. Hang on for that. And that's when you do the same thing you would do on a one on one call. But now at scale on that group coaching call again, you can do this with a video call. Many of our clients over at Webinar Ninja Shameless Plug use Webinar Ninja to do their group coaching and do exactly what I'm talking about with option 2. Option 3 live events many group coaches sell their coaching with live events. They may do a free live event or a low ticketed live event where they'll charge $97 for a full day of training. And then in that live event they will sell their coaching package. Believe it or not, this is one of the most high converting ways to sell coaching because there's something about meeting somebody in Face to Face that builds that trust and rapport that allows you to convert at a high rate. Some really, really amazing experts at this are people like dale Beaumont from businessblueprint.com Dale Beaumont is an absolute master. Another example of somebody who does live events to sell their coaching is Taki Moore, who's kind of the coaches of coaches. More about Taki later on in the episode, but here are some resources or some examples you can look up. Now, live events are a lot more investment because you got to rent a facility or you need to cater or you need to do certain things to make the live event happen. Av all that kind of stuff, right? But you can do it on the cheap. I've done it where you can ask a coworking space to use their space on the weekend. Most of the time they're empty on the weekend. Even if it's not on the weekend, they're just thrilled to have people coming into their facility checking out their coworking space. So sometimes they'll even offer for free, if not at a hugely discounted rate. You got to see it as an investment because you're going to convert customers at the end of the day or the end of the event. Well, hopefully you will if your program is compelling. Now whether you choose any of these three options, the one on one call, the group coaching invite into the group coaching call, or live events, you got to make sure your business model works. Meaning you got to make sure you're charging enough for this to make business sense. If you're spending a lot of money on, say, for example, running a live event every month to bring in coaching clients. You're going to have some expenses involved there. So you're going to want to make sure that when you bring in coaching clients that they're paying you a good fee. Now, if you have lower expenses, you have a little bit more leeway on your prices where you can charge a little bit less. But here's the kicker. The best coaches do a combination of all three.

They do all three of these and.

By doing all three, you maximize the benefits of all three. And this ensures you always have fresh blood in your group coaching.

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To wrap up today's lesson, three options. One on one calls via application option two inviting your email list or people that are interested in your group coaching to one of your coaching calls and number three live events. Now like I said, you can use a combination. You can use application plus Live events, Application plus Group coaching call. You can mix it up and experiment with your own business. Now if you're new to group coaching and you are interested in selling group coaching, especially if you want to do it via webinar, I highly recommend you check out Taki Moore's book Million Dollar Coach. You can get it on Kindle, you can get it on paperback, I believe on Amazon. I did a must read episode on that book on this podcast and it's for good reason. It's a great book, especially if you are a coach that's trying to get to a million dollars a year. Million Dollar Coach by Taki Moore. That wraps up today's lesson. Thanks so much for listening to the $100 VA Show. If you love what you hear, hit subscribe so you don't miss an episode by hitting subscribe or follow on your favorite podcast app, you get the next episode automatically, but you also get access to to over 2000 lessons in our archives. It's the only way to get access, so make sure you do it right. Now before I go, I want to leave you with this. One of the reasons why group coaching is so popular is that it has viral effects. What does that mean? That means people that are in your group coaching program talk about your program to other people. They share it with their friends, they share it in their masterminds, they share with other colleagues. And therefore there's a viral marketing happening and each person in your group becomes kind of an ambassador of your program. They want to see their friends in the program with them. And as you bring in more clients, the more viral it becomes. I'm a big fan of group coaching and I think it's one of the best models for an info marketer, for somebody who has a great skill or is an expert and is looking to coach people at scale. Thanks so much for listening and I'll check you in Tomorrow's episode Free Art Friday. I'll see you then. Take care.

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