Hi there and welcome back to our channel. My name is Carolin Soldo. I'm coming to you
from my office, from my home here in Buffalo, New York. And today I want to talk to you
about how to hack your sales. The best ways to sell more, sell more frequently, and also
to increase your prices so that you can have an immediate impact on your revenue and your
bottom line. Make sure you stay all the way until the end of this video because I will
also share with you how to have an immediate impact on your profit margin because your
business is all about profit and what ends up in your bank account. As always, make sure
you hit the bell and you subscribe to our channel. So you are always the first to know
when new episodes become available here on our channel.
All about helping you go from passion to profits in your coaching business.
Over the last several years, really since 2006, I've been building companies. And specifically
I've built two multimillion dollar companies, one in coaching and consulting and one in
manufacturing. So I've learned a lot about what it takes to boost revenue, to impact
your sales process, and to make sure your company's really healthy and growing. And
today I want to share with you my best strategies to sell more, sell more frequently, and also
to raise your prices so that you can impact your bottom line. You can earn more, grow
your company, and therefore impact more people. So let's take a look.
The first strategy I would like to talk to you about today is selling more. Selling more
to more clients really requires you to get more of what? Traffic and leads, right? Because
to me, sales is a numbers game. The more leads and the more traffic you have, the more opportunities
you have to sell and the more chances you have to gain more clients.
So getting more clients and selling more actually comes down to you generating more leads and
working on your marketing efforts. Now, I have several ways for you to boost your leads
and your traffic and I want to go through some of them with you right now. The first
thing I want to talk to you about is prospecting and this is something where most business
owners really have resistance around. They don't like prospecting. They think prospecting
means cold calling and feeling rejected and hearing no, and why are you calling me and
all of that, that salesy stuff, right? That makes us feel awkward. But prospecting can
actually be quite fun. It's all about building relationships, so you can prospect on Linkedin,
on Facebook, you can go out there in the world, you can attend events and conferences and
go to meetups. There's so many ways for you to do prospecting, which really is about you
making valuable relationships with people, right, that you can connect with and you can
find out if you can serve them, if you can add value to them and if so obviously you
can bring them into your company through a sales conversation, through a meeting, through
an email, through all these different ways and then eventually close the sale.
The second way for you to get more traffic and leads is, of course, paid advertising.
There are Facebook ads, there are LinkedIn ads, Instagram ads. There are so many different
ways for you to advertise online. There are Google ads, there are YouTube ads, right?
There's also traditional advertising on radio, on TV, on billboards. You could think about
direct mailing, buying a list and mailing something to that list. So there are a variety
of ways for you to get yourself in front of more prospects, bring them in to you, and
then therefore make more sales. The next idea I have for you is live streaming. Have you
ever gone live on YouTube or on Facebook or on Instagram for example? If not, you should
give it a try. Live streaming requires very little preparation, very little tech, and
it's very easy for you to get started with.
Another thing you should consider is email, right? Of course, an email list is one of
the biggest assets that your business can have because on your email list you will have
potential clients. Those are your best leads. So why not get into the habit of sending a
weekly newsletter, a weekly sales mailer, a weekly, you know, value-based piece that
you can share with your email list. And then from there, bring them into your business.
Book your sales conversations, book your Discovery Calls, book in your meetings where you can
connect with your clients even more and sell them into your business, right, sell them
your products and services. Do you have a referral program? If not, referrals are amazing
at getting you more leads and traffic to your business. Why not create a referral program
where your existing clients or your new clients get the chance to refer other clients to you.
And so with that you're really turning your existing customers into a little bit of an
army for you, a referral army. And it's an easy way for you to reward them as well. So
you could think about running sweepstakes or running little contests or maybe giving
out gift cards or paying them a certain percent of the sale if their referral ends up buying
from you. There are a variety of different ways for you to set this up but referrals
really don't cost you anything and the customers you already have already love you and trust
you. So why not ask them to send you even more traffic and leads? In addition to having
a referral program, you should also think about having an affiliate program where you
could partner with companies or businesses or influencers who are in the same sort of
market as you, not competing with you, but offering complimentary services, and you can
partner with them by sending them traffic and they will send you traffic in return.
You could sponsor each other, you could host interviews where they interview you or you
interview them. And so with that you can tap into each other's market and share leads,
share customers, and share sales. Of course, when we talk about bringing in more leads
or more clients to your business, we also can't forget about your sales process. Maybe
you're selling yourself, maybe you're selling over email, but maybe you also have a sales
team and an actual sales force. Now in my business, I have a sales team. My husband's
business also has a sales team and sales reps that go out there in the world and make those
connections for us. So think about ways that you can help your sales team or yourself become
more effective at selling. Could it be a better script? Could you maybe engage in some training?
Could you bring in a motivator, someone who can train your sales team or you? So look
at the way that you sell right now and the areas that you have for improvement to increase
your close rate and therefore make more sales and get more clients.
The second strategy I want to talk to you about is selling more frequently. Selling
more frequently to me means selling more to existing customers. Now, my husband in manufacturing
does this all the time because he has a handful, maybe 10 existing clients that continue to
send him more work and work and work over time, so he sells a lot more frequently than
I do, and that's also depending on your business type, the industry you're in, but I believe
that every business can look at selling more frequently. In my coaching business, for example,
we have done this very successfully by offering several different types of programs and offerings
to our existing clients. And maybe you can look at implementing some of those for your
business as well. What we have done successfully is offering clients mastermind programs. So
once your clients go through your signature offer and your coaching package, your consulting
offer, you can look at what else they might need.
Maybe they're ready for the next level, maybe they want to graduate to reaching even bigger
goals, whatever that might be for your clients. Think about offering them a next level up
program. We have also successfully offered extension type programs, which we call mastery
programs. So as your clients go through your main signature offer, again, they might need
more time to complete what's already on their plate. With our business, our clients often
say, I need more time, I need more time to complete this. I want more support. I don't
want to leave the community just yet. And that's how we have been able to offer them
an extension program, a mastery program where they can stay with us at the same level for
longer periods of time. Upsells and down sells are also really, really smart ways for you
to sell more frequently. A down sell scenario includes you offering your customer something
of lower expense, maybe lower value, maybe not, but it usually costs less.
It could be a workshop, it could be a book, it could be a one time training, it could
even be an event, something they can buy that compliments what they're already purchasing
from you. An upsell on the other hand could be something that is actually, you know, of
more value that gives them more support that gives them potentially better results while
working with you. In our business, in our coaching programs, we allow customers to purchase
additional coaching sessions, so they might come into Brand Your Passions or the Powerhouse
Coach with one coaching call per month and they might say, I would like more, I would
like a biweekly call or I would like a weekly call even. And we give them the ability to
buy additional coaching. So add more coaching to the programs they already have.
The third strategy is to charge more and raise your prices. Raising your prices can be done
in several different ways. You could just decide that I want to raise my price and not
do anything differently. Just add a different price tag on your programs and your products
and your services and be done with it. Now, I would like for you to consider that doing
that is actually possible for you right now. If you increase your prices slightly, I'm
not talking about doubling your prices or tripling them or doing anything crazy like
that, but think about adding just a 10% margin, just a little bit more. Your customers will
most likely not even notice it and your sales will increase dramatically, so this is something
you can do right away. If you're in a very competitive market or you think that raising
your prices will actually hurt you because customers will go somewhere else, then what
I think you should do is look at how you can add more value.
I remember launching my Brand Your Passions program for brand new coaches. In the beginning
it only had me as a coach and I had my curriculum, my online membership site, my Facebook group,
and my emails, but I didn't have a coaching team and I didn't have some of the bells and
whistles I have in my program today. And then I added coaches, not just mindset coaches,
but systems and marketing coaches, and I also added events. And then I added one to one
coaching to it. So I added all of these different features to add more value to my clients,
but also to be able to charge more with that. My company grew, my clients were happier,
our results skyrocketed, customer results really increased dramatically, and we were
able to increase our sales and our revenue at the same time. So adding more value to
your programs can be a huge win-win for everybody involved.
Now my wish is that right now your mind is spinning a little bit and you have all these
ideas about how you can make more money in your company. And I also hope that you see
that making sales is not hard. If you approach this in a creative and playful way, there
are things you can do right now to make more money to expand your profit margin, right,
and actually grow your business in a way that will allow you to help more people and without
working a whole lot more. Notice that most of the things I told you about will not require
you to work a whole lot more. It's really more about thinking strategically, about putting
the right pieces in place, about being creative, right, about maybe using some new marketing
strategies, but it doesn't require you to change your entire business. So approach this
with a playful, open mind, and you'll see that growing your company can actually be
really effective and fun at the same time.
And now I would love to hear from you. Of course, as always, I would like to make this
a conversation, right? So in the comments below, let me know how you think about sales,
right? What works for you? What strategies are you employing right now to grow your sales?
What problems do you have? How can we help you? Let me know in the comments below what
you think about sales, which ideas resonated with you that I shared with you today, and
let's have a conversation.
And now I have something really exciting for you. Our signature webinar, "How To Get Coaching
or Consulting Clients For Your Business," is now brand new, it's revamped, And it has
the latest strategies in it. I want to invite you to go to coachingbusinesstraining.com
right now, look at the webinar, register your seat, and in this webinar I'm going to give
you my three best strategies and tips for how you can literally get an unlimited number
of coaching and consulting clients for your business. Again, the link is coachingbusinesstraining.com.
Go there right now, register. And I can't wait to see you in the training.
As always, stay focused on your goals because I believe that you are meant to bring your
passions to the world. There's so many amazing ways for you to sell more, serve more people,
sell more, sell more frequently, and sell at higher prices, right? So now go out there
and make it happen. I believe in you. I believe you can do this and I want to be there to
support you. If you feel like you need support and you don't know what to do, I want to invite
you to book a call with my team. Go to Carolinsoldo.com/booknow. Select the time that's best for you and then
speak with my team and together we'll make a plan, an action plan that's tailored to
your business to help you grow and scale with elegance and ease. I can't wait to support
you.
From Passion to Profits Live, our big annual event for coaches and consultants, is happening
this October in New York City. Discover the insider secrets of the millionaire coaches,
network with the stars, and learn from the best. Do you want a ticket? For more info,
go to frompassiontoprofitslive.com - you don't want to miss it.