Coaches & Trainers

The Problem Most Professional Services Providers, Consultants and Coaches are Facing in 2023

The biggest problem in any Professional Services firm always comes down to one simple thing...

How do I generate more clients without overspending to get them through the door?
In short, how do we market to new clients and get a good return on investment with our marketing?

In 2023, Professional Service Providers have to deal with a host of issues that are making it more and more difficult to get new clients through the door without overspending.

Professional Services Marketing

Today, we'll be covering the following:

Part 1: The 4 reasons it's gotten harder for Professional Services providers to get new clients in 2023.

Like it or not, it's more difficult to get clients now than it used to be. There are a lot reasons for that but we can organize all of those reasons into the following 4 categories.

The 4 Reasons it's gotten harder to get new clients in the last 5 years.

Increased Competition
Decreased Visibility in your Marketplace
Lack of focus on Client Education
Not Utilizing the Internet as a Primary Marketing Medium

With all of those things working against us, how do we combat them and become more attractive to the potential clients in the marketplace?

Part 2: The 2 core things your Coaching and Development service has to do in order to be attractive to new potential clients.

The 2 core things Leadership Developers and Executive Coaches MUST do to attract more new clients Right Now:

Increase your Business' Visibility
Educate all of those "New Eyeballs"

That all sounds good in theory, but how do we actually increase our visibility and then educate all of those "new eyeballs" on the value behind what we do everyday in our business?

Part 3: The 3-Step Process we use to attract Executive Coaching & Leadership Development clients with Video-Embedded Proposals.

To be successful we have to make sure that we are getting in front of our audience more easily and more often. We also have to make sure that we're doing it in a way that isn't going to cost us an arm and a leg. We've had a ton of success doing that by following the formula that we explain below.

Determine what potential clients need to know and want to learn about developing as professionals.

Produce succint and compelling digital guidance that educates prospects toward engaging you.

Launch interactive Video-Embedded Proposals that demonstrate your skill and secure engagements.

To be successful, we have to make sure that we are getting in front of our audience more easily and more often. We also have to make sure that we're doing it in a way that isn't going to cost us an arm & a leg. We've had a ton of success doing that by following the formula that we explain below.

Step 1:
Determine what potential clients need to know and want to know about becoming more effective executive and leaders.

First and foremost, it's crucial to provide a clear overview of professional coaching and development, outlining its purpose and the potential benefits for leaders and executives. This includes addressing common challenges like navigating organizational change, managing and motivating teams, balancing strategic vision & execution and developing effective leadership skills like communication, decision-making, conflict resolution and delegation. Potential clients need to understand the importance of personalized coaching and development plans tailored to their unique needs and goals. They want to know that the coaching process will take into account their individual strengths, weaknesses, and leadership styles, as well as the specific context of their organization and industry.

Also, they'll need to know about the coaching and training methods and tools that will be used, like assessments, feedback, and action planning, to ensure they receive the best possible support in their journey towards becoming more effective executives and leaders. And it's just as important to address concerns around confidentiality, trust, and the time commitment required, to help potential clients feel confident in their decision to invest in your coaching and leadership development.

Step 2:
Produce succinct and compelling guidance that educates prospects toward engaging you.

Offer valuable insights, tips, or case studies showcasing your training and coaching approach. By giving them a taste of your unique style and the transformative impact you bring, prospects will feel more connected and eager to dive deeper into a development relationship with you. Remember, sharing is caring! Offer them a glimpse into the tools and techniques you use, sparking their curiosity.

This openness and authenticity will help build trust, paving the way for a fruitful coaching partnership. You can accomplish this digitally in your Video-Embedded Proposals by: - Recognizing their needs: Ensure your Proposal pinpoints their leadership challenges and offers tailored solutions. This personal touch demonstrates your commitment to their success. - Highlighting leadership and management options: Share info on coaching techniques and development programs that cater to their needs.

Empower them with choices to find the perfect fit. - Emphasizing the importance of assessing and monitoring: Stress the need for ongoing check-ins and progress assessments. Mention that adapting and adjusting their approach when needed keeps growth on track. - Addressing underlying factors and influences: Discuss potential factors impacting their leadership journey. Show them you'll be there to navigate challenges and uncover hidden obstacles together. By incorporating these concise, informative snippets into your Video-Embedded Proposals, you will showcase your expertise and create a compelling case for engaging in your coaching and training services.

Step 3:
Launch interactive Video-Embedded Proposals that demonstrate your skill and secure engagements.

Now it's time to create a user-friendly, engaging and informative Video-Embedded Proposal that effectively promotes your professional services that leads to a commitment to engage your services as the logical conclusion to the guidance and offer you've presented them. At this point you've demonstrated abundance evidence of the personalized support and guidance that will be provided by you throughout their journey.

This positions you in a much different way than other executive coaches and leadership developers who may rely on generic sales pitches. Your high-level proposal resonates with prospects, creating lasting impressions and strong connections. As a result, clients will feel more inclined to choose your services.

By standing out from the crowd, you'll attract more high-quality clients seeking tailored solutions. Your commitment to understanding their unique needs will enhance your reputation and drive long-term success. This strategy solidifies your position as a go-to expert in executive coaching and leadership development.

Design for simplicity: Ensure your Video-Embedded Proposal is easy to navigate, with a prominent video introduction at the beginning and a well-designed path throughout the text-based portion of the digital document guiding your prospective clients to a commitment they can click on at the end of the Proposal. This interactive and intuitive digital interface will make it simple for clients to go through the process you've laid out and engage you with no friction or distracting additional steps (or hoops to jump through) to get started with you.

Personalize the experience: Tailor your Proposal to address the unique needs and concerns of your clients. This may include providing specific information, addressing frequently asked questions, or offering guidance on how to prepare for coaching sessions. By doing so, you'll make them feel seen and understood, paving the way for a stronger connection.

Promote your expertise: Utilize your Proposal to showcase your firm's expertise in executive coaching and leadership development. Highlight your experience and qualifications, and emphasize your commitment to providing personalized, real-world solutions that drive tangible results. This will reassure clients of your ability to support their growth and success.

Encourage engagement: Make your Proposal easy to navigate and consume in a digital format. Make it something that can be accessed via a link sent to their email address and hosted by you for around-the-clock access. By creating a seamless outreach and sales process, your Proposal reduces the sales cycle down to a single mailing and an option to commit. You'll be able to increase client conversions by making it easier for them to take action and start their coaching journey with you.

Clear calls-to-action: Ensure your chatbot includes strong calls-to-action (CTAs) that direct users to book an appointment. Use clear and concise language that highlights the benefits of scheduling a consultation, such as "Schedule your TRT consultation today and start your journey toward better health!"

Step 4:
Funnel those newly-educated prospects into signed agreements.

Now that your Video-Embedded Proposal has effectively engaged and educated your clients about Executive and Leadership pathways, the next step is guiding these informed prospects toward booking an engagement with you. By providing a straightforward process, you can transform interested prospects into committed clients in a seamless experience.

A clear call-to-action: Ensure your Proposal includes a strong call-to-action (CTA) that direct users to sign up for the simple pricing schedule you've included in the Proposal. Use clear and concise language that highlights the benefits of scheduling you for your services, such as "Book your coaching/development program today and start your journey toward better professional outcomes!"

Offer support & follow-up: As clients grant their initial agreement to your terms, your Proposal should continue to offer personalized support and guidance, addressing any last-minute questions or concerns they may have. This reassurance can alleviate any lingering doubts and encourage clients to take the next step.

Secure payment & begin on-boarding: Transition smoothly into collecting the deposit (or full payment) and providing grounding materials and "white glove" on-boarding steps. Your initial offering as a newly-contracted provider will set the stage for the engagement. Don't waste the opportunity to set a brilliant first impression and begin the training and coaching process automattically.

Why is this Strategy is so Effective?

This strategy is effective because it focuses on increasing your business' visibility and educating potential clients on the value of your services, using the Video-Embedded Proposal to guide them through the engagement process. By providing clear, concise information and demonstrating your process in the Proposal, you'll build trust with your prospects and convert them into committed clients.

Part 4: How to implement this strategy in your business starting this week.

The key to making big changes to your coaching and development client flow is to take action fast.

You can implement all of the above information yourself, send it to the marketing agency that your business works with, or you can reach out to our team at Results Etc. and we can discuss implementing it in your business now. You can reach us by clicking below to get the ball rolling for you.