Motivation Is The Key To Helping Clients Take Action

Marketing your coaching services is a coaching session in a slightly different form

. Think about what your goal is when you write a sales letter or something to attract clients. You are helping potential clients see and define a problem then you are facillitating their finding a solution. That is coaching so keep that in mind as you write your marketing materials.

Our job as coaches is to get clients and potential clients to take action. Nothing happens until someone chooses to take action. Scarcity, properly used, is a tool to help motivate people to take action. It is not a trick or a ploy rather a motivator that encourages people to take action.

Scarcity

There are sever way to create scarcity and they are all effective. Time based scarcity and quantity based scarcity are the two most commonly used types of scarcity in marketing.

When you use scarcity in your sales letter it must be believable and it will backfire if it is not. Some reasons that scarcity would exist are special offer, testing the market, collecting testimonials. Be genuine when you use scarcity and understand that you are increasing your client's chance for success when they take the steps necessary to begin coaching.

Story

Tell the story of how you came to create the product you are offering. Tell them about the problems that you found and how you understand they are the same problems that your clients are experiencing right now.

Tell them about the pain that you felt and how that affected you. Tell them how you decided to overcome the challenge and how you went about doing that. Describe the results you got by applying your solution and why the same solutions will work for others with the same problems.

Show them how this led you to create the product or service you are offering. Explain that you know it will help them just as it helped you.

Benefits

What is in it for me? This is the question everyone has when you approach them with an offer of a service or product. It is human nature to want to know how a service or product is going to help or benefit you.

What your product does is a feature and how that changes your customers life is a benefit. Write down everything your service or product does and then write down how each of those things benefits the client.

Organize those benefits from greats to least and do the same with the features. Theses will attract your clients to you and your solution. Your solution is the answer they have been seeking. People don't want things what they want is the feeling those things will bring them. So ask yourself how does this feature change the life of my potential client and how will they feel when it does.

When you include these elements in your promotional material you will communicate with your clients in a way that resonates with their deepest thoughts and desires. You will be able to motivate them to take the action that they have not been able to take previously.

by: suzan schmitt

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