Dino Gomez

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Double down on success

Double down on success

Written By Dino Gomez

Want Hands On Mentorship to Grow Your Coaching Business? Book a Free Strategy Call With One of Our Scaling Experts. ​

Our scaling experts can help decide if you are a fit for one of our coaching programs. We have various programs for coaches are different experience levels in their business.

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Transcription

Hey, you guys, Dino Gomez here and you are listening to the Secrets of Coaching podcast, where we break down the nuances of growing a seven figure online coaching business. And we are about to get started in 3 2 1.

In today’s episode, we are going to talk about doubling down on success and how to be more consistent, which is one of the most difficult things to do. This is going to be a great episode, guys. Let’s dive into all right, guys. So at the time of this recording, it is Sunday here. And no matter what day of the week, you are listening to this. Happy Monday, Tuesday, Wednesday, Thursday, Friday, Saturday or Sunday to you hope it’s just going to be a killer and amazing day for you. I want to talk about something really interesting concept I heard recently, and it makes complete sense because I was reflecting on it myself. But the topic here is how to double down on your success to grow your business. Right. So here’s what often happens is that you have different strengths and weaknesses. And this is something that we work on quite a bit with our clients is helping them to self identify what are their strengths and weaknesses so that they can leverage more of what they are good at and then simultaneously in their free time, work on developing around the areas where they might consider themselves to be a little bit weaker.

And this is such an important one because here’s where I think this gets really interesting conceptually is that let’s just say you are a really good email marketer. Like you’re great at writing emails, engaging emails. You have a high open rate, a high click through rate. People love your emails. They look forward to your emails. That might be a strong suit, a strength that you have. All right. You could also be a great copywriter. You could be great at sales. You might be very charismatic and you’re great on video. There’s all these different skill sets that you can have. You might be just a great coach that’s very relatable to your clients. And you’re able to explain things conceptually to your clients where they’re able to understand more difficult concepts because you’re able to maybe articulate and explain those difficult concepts better than others would be able to. There’s all these different skill set that you can have. Now, here’s where it’s interesting is whatever you are naturally strong at whatever is a strength for you, you should be doing more of that because you have an unfair advantage there. All right. So guess what?

If you’re really good at sales, what you should probably be doing is more sales because you have an unfair advantage there. Right? A lot of people are not afraid to sell. Some people are just average at sales. If you have a very high industry close rate, you should be doing more sales. And raising your prices because you’re able to close clients at a premium rate and you’re able to close them consistently. Right. That’s something you should be doing more of because it’s an unfair advantage. And that kind of makes sense, right? Do more of the things wherever your unfair advantage is. Do more of that. If you’re really great on video, guess what? You should be doing more of video because a lot of people are too afraid to get on video or they’re not that exciting on video. And people don’t like watching more than 5 seconds of them. If you’re able to hold somebody’s attention for a long time on video because you’re just so entertaining and articulate and charismatic and all the things, guess what? Use that unfair advantage. Do more and more and more video because that’s your advantage. Right. It’s so interesting, this concept because what ends up happening is whatever your strengths are innately, that thing comes easy to you.

You might just be a great writer. That’s just a skill of yours, right? You’re just great at copywriting, you’re great at telling stories, and you have a lot of interesting stories that comes easy to you. And when something comes easy to us, we normally write it off we go, this is too easy. Anything that’s easy for the mind becomes boring. And so it’s not as exciting to us because it’s so easy. And so we just assume sometimes subconsciously that like, hey, everybody is a good writer, or hey, I would imagine everybody has an 80% close rate. Sales has always been easy for me, and it’s not for everybody. Everybody has their strengths and weaknesses. And so because our one strength area of strength comes easy to us, what tends to happen sometimes is that we stop doing it because we go, oh, let me just go learn this new fancy cool thing because I’m unfamiliar with that and we stopped doing the thing that is our unfair advantage when we should be doubling down on doing it just because it comes so easy to us. Right? So if you’re wondering what’s a really fast and easy way to grow your business, we’ll find out what your strengths are and then do more of that because that’s your unfair advantage.

 

And it might be super easy for you. It might even be kind of boring for you because it comes so naturally to you. But that’s your unfair advantage. So why not have an easy way to grow your business, right? Oftentimes we try to over complicate things. It can be as easy as that. Hey, I’m really good at sales. You know what I’m going to do? I’m going to take more sales calls and we’re going to raise our prices because we’re so good at closing. Right. And so that I just find super interesting. And so, again, as a reminder, if you’re sitting here trying to figure out what’s a fast way for me to grow my business. Figure out what your strengths are, start doing. Doubling down on your strengths. That does not mean you do not look to develop other skill sets and other things but after you have doubled down on your strengths doing those, whatever time is left over you can put towards developing complementary skill sets that are just going to make you even more valuable in the marketplace. All right, you still want to grow in other areas but that comes after you’re doubling down on putting more time into what you’re strong around because that’s ultimately what’s going to move the needle for your business right now.

So that’s what I have for you guys today. I thought that one was super interesting. I was thinking back on that and I was like you know what, we’re not sending enough emails and we have a lot of people that say they love opening our emails and they appreciate the value that comes from our emails and they look forward to the emails and they like the stories and the emails and then every now and then I find myself falling out of the routine of writing more emails because it just comes easy to me so I’m like we don’t need more emails and it’s an unfair advantage for us. We really should be writing new emails consistently because it comes so easy to us. It is an unfair advantage so I wanted to share that with you guys there super interesting and again that’s a great way for you to quickly and easily grow your business. It does not have to be challenging. It can be easy. Alright. So hope that’s helpful guys put that into action. We’ll see you guys in the next episode.

Hey Dino, Gomez here and if you enjoyed this, so be sure to head on over to the secretsofcoaching.com for more resources, downloads, videos and cheatsheets to help you grow your online coaching business. All right. And if you picked up a cool tip or strategy from this particular episode, we would love a five star review where every single month we choose one lucky winner to win access to one of our coaching programs. All right. So that is it for this episode. Guys, we will see you in the next one. Bye.

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Do this on a sales call to dazzle prospects

Do this on a sales call to dazzle prospects

Written By Dino Gomez

Want Hands On Mentorship to Grow Your Coaching Business? Book a Free Strategy Call With One of Our Scaling Experts. ​

Our scaling experts can help decide if you are a fit for one of our coaching programs. We have various programs for coaches are different experience levels in their business.

>> BOOK A FREE CALL NOW <<
Transcription

Hey, you guys, Dino Gomez here and you are listening to the Secrets of Coaching podcast, where we break down the nuances of growing a seven figure online coaching business. And we are about to get started in 3 2 1.

In today’s episode, we’re going to be talking about how to add value on a sales call that is going to build massive, massive connection with your prospect and really position you as the authority in the marketplace, which allows your prospect then to see what it would be like to work with you. And you’ll notice how much easier it is to have a great connection and to give your prospect the opportunity to make the right decision to work with you if it’s a good fit for both parties. Let’s dive into this.

Alright, guys, hope you’re doing amazing.

Dino Gomez here, and it’s really awesome. This past month, we did exceptionally well in cash collected as well as revenue we had. Let’s see, of all of the clients that joined in the past 30 days, all of them except one were pay in full, which is awesome. Just dream clients, incredible individuals. We’re excited to work with them. They’re excited to work with us. Just really cool. And so I took a bunch of those calls and I like to take calls. I enjoy sales. I enjoy connecting with our clients, especially if we’re going to be working with them for six months, like really getting a chance to know them before they come on board. And it actually just fosters having a great relationship with them as well because obviously they’re going to be working with me and the other coaches and so forth. And so we get to know them from the very start as they come in. And so one of the things I love to do on an enrollment call, so to speak, is add value. I like to add value on the call so that even if the prospect goes, you know what?

This isn’t the right fit for me. They still go, I’m glad I took that call. That was valuable to me to sit down and speak with the seven figure visionary team, whether that’s me or someone else on our team, because that was helpful, what they explained to me on that call. And so we like to add value on our sales calls. We have a lot of clients that join because they’re appreciative of that. We’re not just sitting there ramming our service down their throat, so to speak. Instead, we’re building connection with them. We’re really understanding what problems they have, where they need support. And if they’re right fit based on their problematic areas and we know that we can help them with those areas, then we go ahead and present our offer, and then they decide if they like our offer and want to join. And through the sales process, I was talking with a prospect a week ago. And before the call, I went through her social media. All right, so I’m doing a little research prior to even speaking with her to kind of get a sense of her niche and the area that she’s working in and these different types of things.

And she has a great social media presence and a bunch of followers on Facebook. She’s kind of like an influencer, so to speak. And I was like, okay, she looks incredible. So I’m really curious what she’s looking for help on help with now, one of the things I did notice, and this only took me guys about five minutes to do. But I do have a keen eye for this, just having worked with thousands of clients and being able to look through marketing with that level of experience. So one of the things I noticed is that in the last 45 days, she hadn’t made a single public offer that I could see on social media. So she was posting almost every single day, and it was valuable content. She was doing podcasts, and she was doing Facebook lives, and she was sharing client testimonials, and she’s doing different things. But in about a month and a half, I did not see a direct offer where she said, hey, come work with me for these reasons, here’s what to do. If you want to book a call with me or if you want to learn about our program or last chance to join our program for this cohort or whatever it is, right?

I didn’t see any of that in about 45 days of going through her content. Again, I did all this in about five minutes. So on the call, I was speaking with her and I was like, hey, what’s going on? And she’s like, Historically, what always happens in the time of the recording? We’re just now starting February. And she’s like, Historically, December and January have always in about four or five years of me running my business, they’ve always been bad months for me. And she’s like, there’s a few reasons for that. She’s like, One, these are always are not my favorite times of the year. And so she’s like, kind of that affects me emotionally, and I don’t show up as much and so forth. But she’s like, Otherwise, I’m always in a different coaching program. I’ve had so many different mentors. We haven’t been able to pinpoint. Nobody has been able to pinpoint why a sales drop through December and January for me. And she’s like, the rest of the year, it’s good. So she’s like, I want to fix that. And simultaneously the rest of the year, obviously, I want our numbers to increase there and our impact to increase there as well.

So I just want everything to improve, especially figuring out what’s wrong with January and February. And then, I’m sorry, December and January. And then I also want to make the rest of the month that much bigger. I was like, awesome, okay? I was like, do you have any reason or any like, why do you think these months are historically slow for you? Right? And she again, couldn’t really look at it. And this is why everybody needs a coach. This is why I have coaches is sometimes we’re just so close to something that we can’t see it, right? And so she’s like, I don’t understand. I show up every single day, even in December and January, and I post and I do all these things, and we just don’t have sales come in. I go, well, I looked through your social media and I said I didn’t see you make an offer at all in December. And I didn’t really see many offers if maybe one in January. So there was a 45 day window where you did not have anything for sale, so to speak. So it’s like people couldn’t have even bought because there was no opportunity for them to buy.

And she’s like, oh, my gosh. We pulled up her social media and looked at it again. She’s like, are you sure? I thought for sure at least once a week. I was saying something about our program and get in touch. And we looked at it again, and she was like, oh, my gosh, you’re right. There was just no offers out there so people can’t buy what they don’t know is for sale. And of course, with your content, you want to have a mixture of giving value and demonstrating your expertise and telling stories, building connection and offers as well. But the offers have to be in there somewhere. So I was able to see that in five minutes. Now, normally when you give value on a sales call, give value and then follow up with a question, I gave value there. And she’s like, wow, this is Rad. Like, I’ve never been on a call like this before. I can really tell you’re really good at what you do because you’re able to figure that out so quickly. And all of my other coaches, nobody could figure that out, nor would they spend the time to actually look through my social media and audit it.

And I was like, yeah, that took me five minutes to do. I was like, what else do you think I might be able to uncover for you that you’re not seeing? And do you think there’s other areas like that, that if we were to work together for six months, how many potential other opportunities exist that you’re unable to see that I could potentially pinpoint for you? And how much could that potentially grow your business by and just make life easier for you? Right? And so she was like, yeah. She’s like, absolutely right. And so she came on board, and we’re super excited to work with her. Awesome, awesome individual. But that’s what you want to do, right? Is you want to give value, but you also want to still simultaneously ask questions, because if you are giving value, there’s so many different ways that you probably can give value. Right? And that doesn’t mean that’s all you have to offer. So it’s not going to as long as you do it in this format. I was very clear. I didn’t want to say, yeah, that’s all you need to do, make more offers, and that will solve all of your problems.

That’s just not true. Right? So I gave her value, and I was like, you need to make more offers. And so I was like, that’s one piece of it. But I haven’t looked at any of the rest of your business. And so I was like, how many other things would we find together? See together, right? And so she understood how much potential other value is there. But because I demonstrated that expertise that differentiated us from everyone else in the marketplace, she’s like, this is the easiest decision ever to join. So that’s a cool one for you guys. Again, we have a lot of our prospects and our clients, they say thank you after the sales enrollment call because we build connection with them. We get to know them as an individual. And then sometimes we say, hey, we can’t help you, unfortunately, with your niche, with your position, the way you want to do things. It’s outside of our model and what we do. So you’d probably be better off with another coach who teaches the thing that you’re looking for and wanting to do it in a certain manner because we teach it and we believe in a completely different model.

Sometimes we are very straightforward like that as well, but we always like to get value, and that serves us. And so if you want sales calls to go, one of the reasons I love them is because I never feel like I’m selling anybody anything. I’m just conversating with a friend and they go, hey, this is awesome. I want more of this. And so if you want that to be the flow which leads to fantastic client relationships, then think about how can I give value on a sales call? And of course, if you’re listening to this and you want to launch your coaching business or you have an existing coaching business and you want to grow, book a call with us. Right? We’ll give you value on that call as well. And then if we’re the right fit, we can tell you about seven figure visionary, and you can decide if you like one of our packages. So there is my shameless self plug. But you got to make offers. That’s what we’re talking about. So that’s it for this episode, guys make today. Great. We’ll see you guys on the next episode.

Hey Dino, Gomez here and if you enjoyed this, so be sure to head on over to the secretsofcoaching.com for more resources, downloads, videos and cheatsheets to help you grow your online coaching business. All right. And if you picked up a cool tip or strategy from this particular episode, we would love a five star review where every single month we choose one lucky winner to win access to one of our coaching programs. All right. So that is it for this episode. Guys, we will see you in the next one. Bye.

 

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Nerves in Business

Nerves in Business

Written By Dino Gomez

Want Hands On Mentorship to Grow Your Coaching Business? Book a Free Strategy Call With One of Our Scaling Experts. ​

Our scaling experts can help decide if you are a fit for one of our coaching programs. We have various programs for coaches are different experience levels in their business.

>> BOOK A FREE CALL NOW <<
Transcription

Hey, you guys, Dino Gomez here and you are listening to the Secrets of Coaching podcast, where we break down the nuances of growing a seven figure online coaching business. And we are about to get started in 3 2 1.

In today’s episode, we are going to be talking about what to do when you are nervous and afraid in business. Maybe you’re nervous for that sales call. Maybe you’re nervous to raise your prices. Maybe you’re nervous to speak your opinion and voice on social media. Oh, my gosh. What will my aunt and grandma think? Let’s get into it right now. What’s going on, guys? Dinos here and I am super pumped up for today’s episode because I’ve been thinking about this one a lot recently. And that is the concept of what to do when you are afraid and what to do when you have nerves or you’re nervous about a particular decision when it comes to your business. All right. Now here is something that is super fascinating to me. Generally speaking, we as humans, right. As this human species, we have been taught that having nerves, feeling nervous, being afraid, we associate those emotions to be negative in almost all facets of life. When you’re nervous, you’re not comfortable. Right. It’s the opposite of being comfortable. And when you’re afraid, also, it’s generally speaking, not an emotion most people want to experience. 24/7. We associate those emotions with that fight or flight mode.

Generally speaking, it’s not necessarily a good emotion. Right. We don’t fall asleep per se if we’re afraid or nervous or anxious. Right. But let me say this. Nerves and nervousness and being afraid in business as it relates to growing your business is actually the best thing ever. And here is why. When you are feeling nerves, when you are feeling nervous about something, that means you are stretching and growing. All right? If you are afraid to speak on stage and you’re like, I’m nervous about this and you decide to do it anyways, good, you made the right decision. You’re growing. You’re stretching, right? You’re afraid to do a Facebook Live and get on video without your makeup on, without a cool background or whatever your thing is, right. Good. Do it anyways, right? You’re afraid to raise your prices. Guess what you should probably be doing? Raising your prices, right? That’s how you grow and you stretch. All right. I think this is a really interesting concept because again, normally what happens is we go, oh, my gosh, I really want to share this piece of content on social media. But what are my friends going to think?

What are my family going to think? What if a random troll comes out of nowhere and shoots me down? It’s going to be so embarrassing and all these different things, right? We play all these what if scenarios and the nerves start to formulate and then all of a sudden we’re nervous about it. And we don’t post it or whatever. And we spent 30 minutes actually writing this post or all these types of things. Right. And then we decide not to go ahead and do it because of that emotion, of feeling a little bit afraid. But actually, when you have that emotion guy in business, that is a telltale sign, you’re on the right path. You’re afraid to hire a new coach. You’re afraid to level up and go into a premium Mastermind rather than taking the low ticket courses. Good. That’s exactly what you should be doing. Because if you always do the same thing you have always done, guess what? You get the same results you’ve always had. So generally speaking, when you have nerves, when you’re nervous in business, it means you are stepping out of your comfort zone. You’re doing something you’re not traditionally accustomed to doing.

That means you are growing. And so what naturally ends up happening, guys, is what you become nervous about changes over time. Now here’s where it’s interesting. I used to think, okay, I can’t wait until I’m at ten K a month. I can’t wait until I’m at 20K a month, 40K a month, on and on, 50K a month, 80K a month. And at that point in time, I’m sure I will no longer have nerves or I will no longer be nervous because at that point I’ve grown so much. Everything. I must have figured everything out. Here’s the thing that’s interesting, guys. The nerves and nervousness never goes away. You just get used to enjoying the sensation and the feeling of fear, which is really kind of an interesting thing. You will start to really enjoy it. So initially, I remember I used to be afraid to do Facebook Live and I would get nervous before doing a Facebook Live. Now I love doing Facebook Lives. I will do them in my pajamas or whenever I feel like it. It doesn’t matter if I fumble over my words. I laugh at myself and nobody seems to care and notice.

Anyways, I just have a blast with it. Right? So you will naturally, right? You were probably afraid the first time to go snowboarding or to Skydive or whatever it is, get married or have kids. I’m nervous if I’m going to be a good parent. All these things, right. And then everything turns out fine and you’re like you’re used to it, right? It becomes easy, right. And so the nerves and nervousness won’t go away as long as you continue to push the envelope and want to continually grow your business. But what you want to do a quick little trick for you here is it’s all about just perspective. So as I grow and evolve as an individual, as an entrepreneur, and our business grows. Right. Different things are scary to me now, per say, compared to when I got started. Right. So the nerves and nervous systems don’t go away. But now I recognize that, and I take a different perspective. And I go, okay, this is a little bit nerve racking to me. I was interviewed on a really big podcast, a top ten Entrepreneur podcast. And normally I love sitting down and doing interviews.

I love chatting with people. I love being on video camera. I’ve come to really enjoy that. And I’ve developed that skill set and that muscle memory of being live and being on camera. But for this interview, it was such a big interview. And I was two spots after Tony Robbins had just been interviewed on the show. It was such a massive interview that I was actually nervous. And I was like, this is really cool because it was like a Wednesday and not all the time do you get to experience that sensation? And I was like, wow, this is a big deal because I actually have nerves. So I took a reframe, and I took a different perspective. What did I decide to do in that moment? I actually did a Facebook Live, and now it’s just in our Facebook group, seven figure visionary, a free Facebook group. Check it out if you guys haven’t already a ton of free content and videos in there. And I was in that Facebook group, and I did a Facebook Live, and I was like, guys, this is really cool. I’m nervous right now. I was like, I’m nervous because, like, in 15 minutes, I’m hopping on this really massive podcast that’s going to blast out to hundreds of thousands of monthly unique listeners.

And it’s right after Tony Robbins episode. So it’s going to be extra hot. And I was like, I actually have a little bit of nerves right now. This is cool. This is fun, right? Because who gets to experience that level of excitement in their workplace, right? Like, think about it. Like, if you guys are officially outside of a nine to five job and you’re officially an entrepreneur, we’re so lucky because I remember being in a nine to five job, and I didn’t get that sensation right. There was the exact same Excel spreadsheets and doing this, reporting for client, for clients and stuff like that. There was never a level of excitement where I’m like, oh, I’m nervous. This is exciting. This is cool. It’s a luxury to have that. So if you can take the perspective of, okay, this is scary. I’m a little bit nervous, but I’m so lucky because this is so damn fun. Then watch how all of a sudden your nervousness will decrease, and instead you just have fun. And so I still get nervous. You will still get nervous over time, different things. But what makes you nervous will just be bigger scenarios, so to speak.

But you will still have the nerves and nervousness, but you’ll develop this perspective where you’re able to go, hey, this is actually really awesome. Let me have fun with this. I’m really lucky to have to be in a situation where I get to have so much fun and there’s so much excitement around my business. All right and so the lesson there to guys take the reframe. If you are feeling nerves and nervousness about something in particular in your business it’s probably exactly what you should be doing because it means you need to grow and stretch into that area so that that becomes a norm and once it becomes a norm the nerves disappear right after you raise your prices after you five extra prices. At first it’s going to be scary and then all of a sudden you’ll just consistently sell at that five times the price point and all of a sudden it becomes easy for you and then once things level out and it’s become easy for you for a little bit of time guess what? Time to raise your prices again. Time to level up again. Time to get nervous again. All right, so that’s what I got for you guys today.

I hope that is helpful. That’s how you know if you’re doing the right thing you have nervousness maybe you’re a little bit afraid to do it. It’s probably exactly what you should be doing otherwise perspective is everything all right, guys? See you guys in the next episode.

Hey Dino, Gomez here and if you enjoyed this, so be sure to head on over to the secretsofcoaching.com for more resources, downloads, videos and cheatsheets to help you grow your online coaching business. All right. And if you picked up a cool tip or strategy from this particular episode, we would love a five star review where every single month we choose one lucky winner to win access to one of our coaching programs. All right. So that is it for this episode. Guys, we will see you in the next one. Bye.

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Professional or Authentic?

Professional or Authentic?

Written By Dino Gomez

Want Hands On Mentorship to Grow Your Coaching Business? Book a Free Strategy Call With One of Our Scaling Experts. ​

Our scaling experts can help decide if you are a fit for one of our coaching programs. We have various programs for coaches are different experience levels in their business.

>> BOOK A FREE CALL NOW <<
Transcription

Hey, you guys, Dino Gomez here and you are listening to the Secrets of Coaching podcast, where we break down the nuances of growing a seven figure online coaching business. And we are about to get started in 3 2 1.

In today’s episode, we’re going to be talking about whether you should be cursing in your marketing and online and how you should dress, how you should look if you need to be professional, how authentic you should be. All of these things, these are questions that we receive sometimes from our clients is like, hey, how do I find my voice? How do I find my brand?

Who do I need to be?

So let’s dive into this, guys. Should you be cursing? Should there be should you be wearing normal clothes? Do you have to have makeup on? All of these different questions, right? Where do we draw the line online? I kind of like that one there. Draw the line online in terms of being professional versus authentic. Real quickly, guys, it is Sunday over here. I’m batch recording some of these episodes. It’s been an amazing day so far. I slept in a little bit, which for me, that means sleeping until about eight, got up, jogged down to the beach with Kona. We ran on the sand for about an hour, came home, showered, made her breakfast, and then I took back off with my laptop, found a coffee shop by the beach and wrote some more emails because that was something that we need to do is have some more new emails and new content. So I got those done. Been very productive. They did some podcast episodes, did some video recording. I was just in the mood today to work on a weekend, and it’s been awesome. I hope you guys are having an awesome day as well.

How professional do you need to be? Do you need to wear a suit? Do you need to have a professional background? Do you need to have all the fancy video and audio equipment and all of the different things? Here is what we always share with our clients, and we have so many case studies on this. The worst thing that you can do in your marketing and for your branding is to copy someone else that is a competitor. All right, so this often happens online, right? We see somebody who’s doing super well, and we go, oh, okay. I’m going to copy absolutely everything that they’re doing, including their persona, how they show up. They wear a suit. I’m wearing a suit. They have this in the background. I’m going to have my background look the same for my videos. They curse. I’m going to curse. They don’t curse. I’m not going to curse. They have makeup on and they always look done up. I’m going to have makeup on and always look done up. So again, we oftentimes I think that that’s the secret to success. And there’s a difference between modeling and copying. Okay? And so I’ll go through these two differences here.

The worst thing you can do is copy somebody’s branding and their persona, how they present themselves. Here is why, especially you do not want to copy them if they are a larger competitor, that is the worst thing you can do. And here’s why. It’s because they are already in front of you. All right? They’re already much bigger than you. They already have a much bigger audience, right? They already have more experience. They already have more systems and things put in place. So if you literally copy them, start talking like them, start dressing like them, have the same background in your video, start covering the same topics as them. If you do all of that, you are literally making it impossible for the marketplace to choose you over them. Because now you are just a clone of them. But guess what? They are bigger. They probably have more testimonials. They probably have more clients, a bigger team. They have more resources. You’re just a watered down version of them now. So you are literally putting yourself at a disadvantage by copying them. Now, with that said, you can go ahead and model things that they are doing.

Oh, my gosh, I noticed that they are doing a lot of TikTok videos and driving a lot of traffic with TikTok. Maybe I need to get on TikTok as well and use that as a platform. That’s modeling. But the ticktock account that you create and the content and the things that you do there should be authentic to you, right? You’re presenting yourself differently. You’re covering different topics. You have a different stories and opinions and things that you’re sharing and a different offer than them. All of those things. But you’re modeling the fact that, hey, this platform is working for them or this thing is working for them. All right? That’s the difference between copying and modeling. You never want to copy, especially a bigger competition, because your biggest advantage is the fact that you are you, are you. And as long as you remain true to yourself and who you are with your own voice, your own style, your own way of dressing, your own stories, your own messaging, your own branding and all those things, then people can see how your marketplace can see how you are different than a larger competition. And when you become relatable to a segment of that audience, they are going to choose you over the larger competition.

They’re going to say, hey, I just like the stories this person tells. I like their voice. I like how they explain this concept here. I feel closer to them than the bigger competition. So that’s how you be bigger competition, the authentically yourself. And so there’s no right or wrong. All right? Do I need to be professional? I’m a business coach. I always be in a suit. Guys, I wear t-shirts, and I joke around a lot, and I have fun in my business, and we’re very successful. And our clients that come to work with us, they like that feel, that vibe that we give out. Right. And there’s others in the marketplace who are very professional and have wear suits and do things like that, and they’re going to attract their perfect clients to them who also like that whole professional persona and so forth. Right. Again, you want to be authentically yourself, because again, when you are authentically yourself, whether that’s cursing professional, unprofessional, done up, looking good, or dressed down and looking casual, whatever it is now, nobody can copy you because it’s impossible. They can be a watered down version of trying to copy you and emulate you, but they will never be you.

And so now you’re giving yourself that advantage there. And so the answer to that is always be authentically yourself. There’s no right or wrong. What’s cool is the day and age that we live in. You don’t have to. Your only option is not to put on a professional persona. And there’s so many different examples of this. The example I’ll give you guys really quickly, one of my favorite motivational speakers is Eric Thomas. He’s now the third highest motivational speaker in the world. Tony Robbins is number one. Eric Thomas is number three. And Eric Thomas came up very quickly in the industry. He started on doing YouTube videos in his basement with, I think, just his phone. And it wasn’t, like, perfect lighting. It wasn’t, like, video editing done to it. It wasn’t this whole production. And at that point in time, Tony Robbins had the team and the brand and the production and all the things. So how did Eric Thomas come out of nowhere and create this massive movement and brand and fan base himself and grow to becoming the third highest paid motivational speaker in the world? How did he do that so quickly?

He was just authentically himself. He’s from the inner city. So he talks like he’s from the inner city. He’s not trying to be a version of Tony Robbins. He has his own stories, his own metaphors, his own life examples, his own way of motivating you. He screams and waves his arms, and he wears jeans and a T shirt, and he has his own brand that’s very different than the Tony Robbins brand. And for that reason, there is a segment of the marketplace, a large segment that’s like.

Hey, you know what?

I really like this Eric Thomas guy. I like his message. I want to continue to follow him. Right. And so he built his own following and his own fan base based on just being himself and his own way of motivating you in a different manner in style and light than Tony Robbins. And so that’s a perfect example. Gary Vaynerchuk is another perfect example. He’s out there with baggy jeans and a T shirt and always cursing and all these things. His company is now valued at a billion dollars. I just heard he could literally sell his marketing agency for a billion dollars and so he did that wearing a t-shirt and baggy jeans and doing the complete opposite of what a business consultant might have been had to do 30 years ago to come across as professional in a corporate environment. So that’s where the marketplace is now. You can be authentic yourself. It is appreciated and so people are looking for that real. So in case you were wondering who you should be, what is my voice? Just be you. Just be you. I hope that’s helpful. My friends will chat with you soon.

Hey Dino, Gomez here and if you enjoyed this, so be sure to head on over to the secretsofcoaching.com for more resources, downloads, videos and cheatsheets to help you grow your online coaching business. All right. And if you picked up a cool tip or strategy from this particular episode, we would love a five star review where every single month we choose one lucky winner to win access to one of our coaching programs. All right. So that is it for this episode. Guys, we will see you in the next one. Bye.

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3 Simple sales tips I practice

3 Simple sales tips I practice

Written By Dino Gomez

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Transcription

Hey guys, Dino Gomez here and you are listening to the Secrets of Coaching podcast where we break down the nuances of growing a seven figure online coaching business. And we are about to get started in three, two, one.

In today’s episode, we’re going to run through three sales tips that will instantly help you close at a higher percentage.

Short, sweet, direct to the point. Awesome stuff that can make a massive difference in how you perform and how you connect with your prospects. All right, guys, three sales tips that can instantly help you close at a higher percentage. Now, sales is one of the most interesting things there is because it’s an interaction between two people. So the variables are massive.

So as soon as you hear somebody say I will give you our sales script, red flag alert because there are frameworks. Absolutely, I agree in sales frameworks, we teach a framework to our clients that takes them from being very nervous, very afraid of sales and having a kind of a path to go down and to keep them on track. But going word for word does not work when you’re talking to another human being because otherwise you’re going to sound like a robot.

They’re going to have different questions, different expressions, different things will pop up. And there’s no script that can account for the actions or questions or speech of another individual. But there are frameworks. I agree with that. But let me go over a couple of little tips that will instantly help you tip number one.

All right the first 5 seconds of a sales call are the most crucial. All right, I’ll say those again, the first 5 seconds. All right what do I do in the first 5 seconds?

This is what you do you use the prospect’s first name. All right and you make sure you’re smiling when you use their first name and you say their first name like you are like you were just bumped into your best friend or an old acquaintance who you really like that you have not seen in ten years. Mike, Sherry, Theresa, Sharice haven’t seen you in so long.

How are you doing? All right. It needs to be like that. Oh, my gosh. I’m so excited to see you.

It has to be like that for several reasons. One everybody’s favorite word in the English dictionary, whether they know it or not, is their first name. There’s no other word that will have a bigger, that you will have a stronger emotional reaction to then your own first name. And that’s just because for your whole life, you’ve been called by your first name. And generally speaking, when somebody says your name, it’s a good thing they know you.

And so there’s a no like trust there. So make sure you use the person’s first name right away for 5 seconds. And it has to be in the first 5 seconds, because whether it doesn’t matter who this person is, they can be Gandhi. They’re going to have an immediate first impression of you. Right.

And they’re immediately going to think to themselves, oh, God, this is going to be a high pressure sales call, or this is going to be very uncomfortable or, wow, we’re sitting down I feel like I’m sitting down having a conversation with a friend, and so I’m going to be open minded here. That’s what we want. It’s just to put them at ease. There’s no gimmick or tactic. Besides, hey, the way we teach sales, right?

The way I approach sales is that we never go into a call wanting to close the prospect because we don’t know who they are. They could be crazy. Who here has had a crazy client you’re like. And I do not want to work with them any longer. Okay.

We have fired clients. Absolutely. Because they’re just not a fit for us. After all, there’s been difficult clients before where we wish we wouldn’t have signed them on board like, you don’t want that. I’ve experienced that before.

So we do not go into the call, right? Saying, hey, I want to for sure close that that’s not the right mindset. If you have that mindset, you will put so much pressure on yourself, you will actually most likely be more likely to lose the sale than to gain the sale. All right. So the mentality is let me hop on a call with this person.

Let me see if I like them. Let me see what their problems are. So I can see if I can genuinely help them. And if I like them and I’m confident I can help them and they’re interested, I’m going to go ahead and offer to them my coaching or consulting or agency package to see if they would like, help with the problem that they have. All right.

That’s the mindset to come from. So use their first name like you’re running into an old friend so that they are able to then you’re able to have a casual conversation with them. And by putting them at ease, what that opens up is the opportunity for the two of you to really understand each other better so that both parties, not just you. So both parties can then make the ultimate best decision. That’s right for them.

You can decide. Yeah. I think I would like working with this person. This would be a great client. They can decide.

Yeah. This is absolutely somebody I want to work with as my coach or mentor. All right. Without any preconceived notions on what is happening transactionally.

Okay so first name in the first 5 seconds. Also, you want to smile. All right. And then, of course, you want to ask questions.

But before you start asking questions, I made this mistake before, as I was learning sales and practicing and stuff, I’d hop on a sales call hey, it’s good to see you. Nice to meet you and stuff. Tell me about your business. Tell me about this. And I immediately just dive into asking them 100 questions, right?

Without telling them why this is so interesting to me. But people need to know why you’re doing something. All right? And so once you have the opening, you say their first name, you make some small talk. You need to be in control of the flow of the conversation.

Okay, so after the small talk, there will be a point in time where you say, okay, Mikayla, let me tell you how these calls normally work. Does that sound good? And she’s going to say, yeah. Okay. So I’m going to ask you a bunch of questions.

Main goal is just to really understand your business. I don’t know if we can help you or not yet, but I’m going to ask you these questions just so I can understand what we’re looking at, what we’re dealing with, and that will give me the information to understand if we are the right fit to potentially help you with that. If you indeed would want help solving those particular problems. Does that sound good? Right?

That way they know the questions are coming. It’s not an awkward transition from hello to getting bashed with 100 questions. Now they understand. Okay this person’s asking me a bunch of questions so they can understand me, understand my business, understand my relationship, understand my health, and from there, then they can determine what is the right solution for me.

So now they understand what’s happening, right? It’s like when you go into a doctor’s office, wouldn’t it be scary to go into a doctor’s office and you sit down because you have the flu or something like that or whatever it is you’re bleeding from your knee. They just go here’s your prescription or we’re going into surgery. They don’t ask you a question. They just, hey, we’re immediately doing this.

That would be really freaky, right? But instead you go in and they go here’s what we need to do. What are your symptoms? How long has this been happening? What have you tried?

Are you taking any medications? They ask you questions to diagnose your problem so they can then prescribe the right solution to you or give you the right solution or treatment or surgery or whatever it is. But they ask questions first to understand the problem so that they can provide the right solution. Same thing with sales. Right.

So you got to let the prospect know I’m going to ask you a bunch of questions. So I understand what you’re going through and all the different things. And we can see if we’re right fit to work together. And if I have the right solution for you, does that sound good?

I always like to ask that question as well. Does that sound good? Because then the prospect is affirming. Yes I like this what we’re doing if for some reason they go, I prefer we do it differently. Well, then you know how to do it differently based on what they say. Well, actually, I would prefer if I just rather than you ask me a bunch of questions. Can I just tell you all of the things that have been happening to me recently? Sure.

Yeah. Let’s do it like that. If you prefer to just tell me all the things we can do it like that, too, without me leading by asking questions. So you’re making sure that this is the style they want to communicate. Number one, right.

First name in the first 5 seconds, number two, taking control of the call and letting them know you’re going to be asking them all the questions. All right. And then here’s the third tip, guys. And this one is huge. You never transition from asking questions to making the pitch until, you know they are going to say yes because you never proposed to somebody unless, you know for sure they are going to say yes.

Or there’s a high probability that they’re going to say yes. Right. We don’t ask for marriage normally, on the first date, we date for a while, if not years, and then we go, I think they like me as well. And I think marriage seems right. We’ve talked about different things and we have the right same morals and values and different things.

I think this would be good. I think the answer is going to be yes from the other party, and that’s when you propose the same thing happens on the sales call. Guys, there’s not a specific amount of time a sales call it should be. Again, we’re dealing with two humans here. So for some individuals, I’ve had very short sales calls ten minutes long and boom, then they sign up.

That’s all we needed others I talked to him for an hour and guess what? I’d never make the offer until the hour marker because I didn’t have all the information I needed yet to know if the probability was that they were going to say yes to our offer. I was like, no, we haven’t established enough rapport yet. I don’t understand all of their problems yet.

They still have questions to me about different things. And until those are answered, I know that they’re not going to sign on board. So let me make sure I answer all those questions they have first before I get to the offer.

That’s when you pull out your offer, guys, is when you have all the information, you need to know that you can confidently help the individual, and you also are confident that they want to see your offer. It doesn’t mean you’re 100% sure that they will sign up or can even afford your offer. It means that they want to see your offer. They’re interested in it. They want to hear your offer.

That is when you make the offer that is when you propose. So that’s third and big one, because I see a lot of folks that they try and do. I only have 30 minutes for the sales call. So this all has to happen in 30 minutes. That’s another tip.

Right. Make sure you give yourself enough time on a sales call for fluctuations for it to potentially run 15 or 20 minutes longer than the average. Give yourself buffers between sales calls, if you say, yeah, I have time on Tuesday for a call at 02:00 p.m.. But at 02:30 p.m. You have a meeting.

You’re forcing yourself to move faster than what might be natural for that call. So make sure you have plenty of time for the call to go longer, if need be, so that you only present your offer when you know the answer from the other side is most likely a yes. All right. So those are a couple of amazing sales tips for you, easy to implement, but make a massive, massive difference. So put those into actions relisten to this if you need to write those things down, if you need those extra notes.

But take action on that. Guys, we’re here to get you results. And as always, of course, if you want to move faster, we have an incredible mastermind called Seven Figure Visionary. So quick plug for that. But we have hundreds of client testimonials, and it’s absolutely amazing and it’s growing and our team is growing and it’s so cool and it gets me excited.

So I had to share with you in case you want to. Actually, if you want help implementing all the different things, these are just micro tips and strategies that I can only give you over the audio here, but sitting down together, incredible things happen. We work with our clients both. They get one on one calls with me and with other team members. And we have three times weekly group workshops where we actually workshop with you inside your business.

Those aren’t Q and A calls. Those are actual workshops where we help you do things in your business that you probably are struggling with. So anyways, that’s my quick offer and pitch, guys. And I’m super excited about how our mastermind is performing client results, that it’s growing and all the things. But I hope this training was helpful.

Put those couple of sales tips into practice, and you will see yourself connecting better with your audience with your prospects, and they will be genuinely happy. Right? That you run your calls in that manner, because this is a solution based sales training, not just ram our program down your throat type of sales trading. And so oftentimes people will join our program. And the first thing they say to us is that was such a lovely enrollment conversation we had.

Thank you. They thank us for selling them because we listened to their problems, and we didn’t just immediately pitch them. We understood what they’re coming from was, and we understood we had the solution for it and that we would be able to work with them. And so they’re appreciative of it. And that’s a telltale sign that you’re doing solution based sales, and that’s the way you want to do it.

So that’s all for this episode. Guys, we will see you in the next one.

Hey, Dino Gomez here and if you enjoyed this episode, be sure to head on over to the secretsofcoaching.com for more resources, downloads, videos and cheat sheets to help you grow your online coaching business. Alright, and if you picked up a cool tip or strategy from this particular episode, we would love a five star review where every single month, we choose one lucky winner to win access to one of our coaching programs.

All right, so that is it for this episode. Guys, we will see you in the next one.

Bye bye.

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