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Featured Child PageStijn van Willigen2013-02-13T17:51:22+00:00


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stijnvanwilligen

🔬 Helping Consult/Coaching businesses grow at @sprintsandsneakers
⛩️ Autonomy Expert by @chivo.opleidingen
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Stijn van Willigen | Business Growth Strategist
Should you be active on all social platforms, star Should you be active on all social platforms, start a blog and also a podcast, or focus on just one or two? Follow these steps to create and maintain focus on doing the right things.
Confused about what content is worth your time cre Confused about what content is worth your time creating? Yes, you may be wasting hours per week creating the wrong things.
Recently I talked to the founder of a coaching/con Recently I talked to the founder of a coaching/consulting business in the (mental) health space. They’re doing quite well, racking up 250k recurring revenue per year. However, the founder struggled to find a new “appointment setter”. Definition from Upwork: “Responsible for identifying potential clients, reaching them on the phone (or over chat), and scheduling an appointment for a(nother) sales representative.” The appointment setter needs to educate the lead and push them to the founder for another “closing conversation” to buy their € 2-4k coaching program. Sounds like a lot of manual labor. Imagine trying to find a person who performs that job with full motivation every single day. The key question: Are we trying to solve the real problem, or the symptom of the real problem? —DIAGNOSING THE REAL PROBLEM— To assess the real problem we need to look at the end goal first: 1. More revenue coming from ideal clients. 2. Freeing up space for the founder to perform the activities to grow the business. The real problem: The potential ideal client is not informed or convinced enough to raise up their hand to buy the coaching program they sell with minimal sales time. A symptom of that real problem: Hiring an expensive appointment setter who is inefficiently educating leads in 1-on-1 conversations. See the image. —MY STRATEGY TO OVERCOMING REAL PROBLEM— I suggest improving your marketing so it gives the leads the education they need to understand you are the expert that can solve their problem. Without spending time with an appointment setter… We call this “Demand Generation” marketing. It is much more efficient (1-to-many ads/posts/podcasts) and supported by research [see 1 and 2 at the bottom]. Result? You get in sales conversations that take 15 minutes, because the lead is already convinced you can help them and very informed about what you offer. Consumed this entire post and want some more? I have 3 spots left this week for a 30 min session to analyze your current strategy. Free. No strings attached. Just Google my name. —RESEARCH— 1) Ehrenberg-bass Institute 2) B2B Institute (Linkedin)
🏄‍♀️ For coaching/consulting businesses, 🏄‍♀️ For coaching/consulting businesses, become a “visible expert” to get a consistent stream of leads (and revenue). At least, according to the data-backed #1 criterion of how potential clients evaluate you: "Do they seem an expert on the main business challenge I face?" I noticed this myself after co-authoring an article with the "Hipthrust" exercise inventor and major influencer @bretcontreras1 back in 2016. My expertise on fitness became visible among his audience. I got thousands of new ideal customer followers in mere days. And 20+ consulting clients in the following years (who said they discovered me via Bret). (Note that being visible is also crucial for more scalable businesses, such as SaaS & Product.) See the video for the 5 most important criteria potential clients use to decide whether they fill out that contact form on your website. And how you can make your meeting of those criteria (especially #1) *visible* to your entire target audience. Claims are backed by research from Hinge Research Institute and @chriswalker171 's pioneering work at Refine Labs. (Video background image by DCStudio on Freepik.) Do you have a coaching business? What is your biggest challenge that I should do a video about?
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