Crafting your Captivating Introduction
Never again feel stuck and stumble over your words when someone asks you what you do. After this module you will be able to clearly and powerfully articulate what you do in such a way that your ideal client will hear you loud and clear and want to know more.
Sales is Not a Dirty Word
In this module we explore your attitudes and beliefs around sales, as well as your relationship with money (a big block to sales for many people). By the end of this module you will feel entirely comfortable and congruent about confidently encouraging a potential client to commit to working with you – IF you know that working with you is the right thing for them.
Setting up your Sales Process
This module puts YOU back in control of your business and frees you from the roller coaster of starting each month not knowing where the money is coming from. It will give you a system for measuring how effective your sales conversations are and enable you to plan your marketing activity each month to give you the target number of clients that you need.
The “7 Steps to Yes!” System
The “7 Steps to Yes!” is the core of the programme. It gives you a structure to follow so that you no longer feel lost or awkward during your sales conversations. But don’t worry, this isn’t about following scripts that make you feel clumsy – it’s about a system within which you can be fully authentically you yet feel confident in knowing how to guide a client to make the right decision for them about whether to work with you.
Crafting your Compelling Solution
This is Step 6 of the “7 Steps to Yes!” and we spend a whole module exploring this step more deeply. When you understand the principles behind this step you will know how to communicate what you do and tailor your offer so that your ideal client can clearly see that you are the solution to their problem. Say goodbye to those frustrating times when you know how badly a client needs your help yet somehow you fail to communicate to them and they go elsewhere – or worse still, fail to get help at all.
Value, Pricing and Packaging
Understand why selling your services by the hour isn’t serving your client or for you, and, in this very practical module you will learn how to structure your service into an offer that is irresistible for the client. I also help you get in touch with the true value that you offer a client (this is not the same as what you are worth) – this section is so powerful that most of my clients put their prices up following this module. In this module we also explore how to find the right price – the price that is right for you and your ideal client, that supports your financial goals, yet also feels entirely congruent to you.
Handling Concerns Elegantly
By the end of this module you will no longer end the conversation when a client says “I can’t afford it” or “I need to think about it”. In fact your ideal clients will thank you for guiding them past these areas of resistance. This module will also mean that you are never again left hanging not knowing if a client is interested or not.
Selling in the Real World
The course also covers a number of important related topics including how to go from meeting someone at a networking (or other!) event, to having them become a client naturally - includes how and when to take payment from your client, how and when to use guarantees – and so much more!
Going on Catherine’s course was the best investment I’ve ever made in my business and the best remote course I’ve been on. I particularly liked the way it takes you through every detail you need (including stuff around money and creating a programme), nothing is thrown in just to bulk up the course – everything is useful and relevant. It has made a huge difference to my confidence and paid for itself several times over. Thank you for your support and your programme.Jane A Bennett
What I've observed (this was my personal experience too) is that putting too much emphasis on finding a niche too early can be a real setback for a new business. I do talk about niching within the course, and will help you get clarity about your “ideal client” but you don’t have to have a niche or be clear on a target market in order to get results from the course. In fact, doing this course can be a great way to explore different niches and see which feels like a good fit – in a "playful" way. Many previous students have actually found their niche in the process of putting the course into action!
Yes most definitely. You don’t need a website or online presence to get paying clients. Sometimes believing you need a website first can hold you back from getting started. I will be encouraging you to go out and get paying clients as your main priority – the website can come later when you are clearer about your message and who you serve (which we’ll be covering in the course), and have more spare cash to invest in one.
Absolutely! You don’t need an email list to get paying clients – you just need to know how to communicate what you do in a way that attracts people to want to find out more, and know how to guide them into a comfortable supportive sales conversation. I believe that learning how to sell should be the first step on your business journey because no matter what stage you are at you will always need to be able to attract and enrol paying clients. This isn’t to say that building an email list isn’t important, but you don’t have to wait to have one before you work with clients.
The course was originally designed for selling to individuals. However my own background prior to retraining as a coach & health practitioner was in corporate sales, and what I teach is equally applicable to selling to companies, with a few tweaks. If you sell to companies then I will include an additional (unadvertised) bonus for you. This is a 2 hour module on Selling to Companies which will help you to adapt what you learn in the course to selling to organisations. Also, because my own corporate background is in selling to large companies and non-profits I am well placed to support you with this via the Q&A calls.
This course has been designed for selling services and individual or group programmes, rather than physical products. While I do have students go through the programme who sell products, you may feel that many of the examples I share don’t relate directly to you. Ultimately, if you sell products to individuals or small business owners and have had no prior sales training, or had sales training that feels icky and uncomfortable then you will undoubtedly benefit from this course. If you are selling products wholesale to large retailers this is probably not the best course for you as that is not my personal area of expertise.
First of all, let me reassure you that there no such thing as “falling behind” when learning these skills. It is better to learn how to get clients in a way that feels totally comfortable authentic over 4 months than never learn it at all. Many students to do the course at their own pace and you have lifetime access to the course modules so you can take as long as you like. What I also often see is business owners being very busy doing activity that doesn’t bring results or is ineffective, and generally being quite scattered.
What you will learn through this course is that getting clients is a lot less complicated than you might have come to believe, and you can stop wasting time on things that are not working. Just imagine if you were confident you knew how to hit your financial goals each month through following a simple system, and knew which activities netted you the best results - how much time that could save!
I love that you are impatient to learn these skills! However the course has been designed over 8 weeks for a reason. It's designed so that you learn in stages and have time to implement what you learn in between modules before learning the next piece. The course builds on itself and this is how you will get the best results. If you watch the modules in quick succession without taking the action to apply them you will gain a lot of theoretical knowledge and it will definitely make a difference to your business, but you may not see the really powerful results that are possible from following the programme as it’s designed. For this reason I recommend you follow the programme over the 8 week syllabus, including putting it into practice as you go. However, it’s your course! So if you would like to receive “Fast Track” access we can release all the modules to you in one go. Just let us know at email@example.com. (Note: Fast Track access is only available to you if you have chosen the full payment option).
This is always such a difficult one for me, because I do know how it feels to have no spare cash and feel worried about committing to something with no guarantee of what the outcome will be. What I will say is that if you are in business for yourself and you are not getting all the clients you need for it to be viable and profitable, or are dipping into savings to survive, then your business isn’t working and something needs to change. So often we simply don’t know what we don’t know and it can be the smallest things that make all the difference. If this feels like a stretch financially then remember that I do offer an 8 week satisfaction guarantee so if by the end of the 8 weeks you can’t see how this course will pay for itself I will refund you (but I do ask that you watch the modules and participate in the course).
Honestly – here’s what I think: In my experience we often simply don’t know what we don’t know. If you are not getting the clients that you need regularly enough and they are not paying you enough for your business to be viable and profitable then there is probably something important that you haven’t learned and implemented yet. And in my own personal experience the extra insights and skills are not going to come without further training.
If you know that you need these skills then I would encourage you to take a leap of faith and join me. If it turns out you think I was wrong to give you this advice and you don’t learn anything new that transforms your business just let me know before 30th November and I will refund you in full (but I do ask that you watch the modules and participate in the course).