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Guest post by: Rhonda Hess Become an Author

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I know how disappointing it can be after you’ve poured hard work and dollars into your website only to have it sit there collecting cyber dust.

You’ve done everything right so far:

- Your site addresses the top challenges of your target market in a succinct and compelling way.

- Your coaching services are tailor made to benefit that target market.

- You have a contact form with evocative questions that will entice prospects to contact you for sample sessions.

- On every webpage you have a prominently featured web form inviting visitors to sign up for your ezine, blog or other fre*ebie.

- And, you’ve created a follow up autoresponder campaign calling prospects to action.

(Oops! Haven’t done these things yet?

Working Websites for Coaches is a step-by-step guide to show you how.)

So, now what? How do you get prospects to show up?

And once you get them there how do you sell them coaching services?

While it might seem complex, your role as an Internet marketer comes down to three simple things:

1. Generate leads.

2. Convert leads to sales.

3. Upsell the pre-qualified leads.

Wait, you say! All this marketing and sales talk makes me wince!

I understand. Honestly, I only started using those terms a few years ago myself. But it did help me focus my marketing efforts in a more successful way.

So, here it is in plain English:

1. Continuously get the word out that you and your website exist.

Every week post on blogs, submit articles for directories and publications that your target market reads. Always include a crisp bio that references your website. You’ll be amazed how quickly your credibility soars and prospects hit your website in droves.

Remember, only a few people will be compelled to contact you for coaching right away, so keep all the visitors warm by capturing their name and email address through your fre*ebie — ezine, blog, or fre*e report.

2. Weed out the non-ideal prospects.

Offer a low cost ($10 - $49) product that solves a problem for your target market. Fre*e things lose their appeal after a while. When prospects are willing to make a small investment they become ideal prospects. Warmed up to your style, they are more willing to consider your coaching.

We know this — few unqualified leads will actually buy anything. That’s okay. This is a weeding out process. After all, you don’t want to offer your expensive time to just anyone — you want ideal clients.

3. Step up your marketing to these ideal prospects. Offer your one-on-one and group coaching plus higher priced products using high touch approaches such as teleclasses and presentations to this pre-qualified group. Your sales conversion will improve because you’re not wasting time on the individuals who will never buy anything.

With a system like this (called a Marketing Funnel) it’s easier and easier to fill your practice.

*****

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