TF #001: Here is how you can serve 10, 20 or even 50 clients a week in the same time it takes you to serve 2-3 clients right now!Apr 11, 2022
This article aims to help you add a new offer to your existing offer suite that will enable you to transition from 1:1 to 1:Many to accelerate your impact, income and lifestyle without sacrificing the fantastic results for your clients.
If you are an expert, coach, consultant or thought leader, this will be an essential article you will ever read, period.
In this short straight to the point no BS article, I will show you a simple way to:
Design an offer that is easier to sell than 1:1 consulting or coaching
Automate client acquisition so that you have a steady stream of clients on autopilot
Understand all the tech needed to deliver a high-end client experience
Serve 10,20 or even 100 clients in the same amount of time it takes you to serve two or three right now
Free up your calendar so that you have more time to enjoy life.
If you are reading this, you are probably like me: someone who is always thinking about ways to take their business to the next level.
Unfortunately, many of you will read the article and do nothing about it. That's okay! Still read it—just so that when you see others around you scaling to the moon at a rapid pace, at least you'll understand how they're doing it so fast.
Now, if you are excited and ready to scale your business in a week, read on…
First, let's take a look at the keys to burnout hell:
You're probably familiar with the term "burnout," but if you're not, it's when you've worked too hard, and your body literally can't take it anymore. The stress of work hangs over your head like a heavy cloud, and you start to feel like there's no way out—no matter what you do. Many coaches, consultants, experts and thought leaders are stuck in this loop of serving 1:1 clients, which leaves them no time to focus on marketing activities and the stress of wondering where the next client is!
Here are a few key reasons why most the coaches, consultants, experts and thought leaders burn out while doing one on one gigs and massively limit their earning potential and sacrifice time with their loved ones:
Selling your time is a dangerous game. If you're not careful, it's easy to get sucked into the trap of trading your precious hours for dollars. And while that's a great way to make some money and necessary at the beginning of your journey, it's also a dangerous game—because time is the only resource you can't replenish. You're either working or you're not; if you're not, you can't charge for it. Even if you charge $5,000 per hour, you can book yourself for the whole week and make a lot of money. But let's say if someone else wants to work with you simultaneously and is ready to offer the money, you can't take that client, and that client will go to someone else. Then there is the stress of when your current gig is over and where you will get the next client. The biggest issue with selling time is that you are not left with any time to focus your efforts on the marketing of your business—you are just running on a treadmill of client service all the time and hoping that there will always be a new client at the end of the road.
Working one-on-one is a great way to deepen the relationship between you and your clients. You can get to know each other, understand where they're coming from, and ensure that you're meeting their needs. But it can be exhausting! It's very common for coaches to work extra hours for their clients because they're so invested in their client's success. And while it's important to ensure that your clients get everything they need from you, taking care of yourself is also essential. But what if there was a way to make this process easier on you and them? Here is so keep reading :)
Not charging enough: Okay, this has to be the fastest way to the burnout hell, and it's not your fault. See, the thing with pricing is that you can only increase prices to what you truly deserve if you have tons of leads in the pipeline wanting to work with you, and you are in a position to reject clients because you only want to work with a particular type of people. Having a queue of people outside your door allows you to raise your prices. But if you are working with clients 1:1 and selling time, you don't have time to focus on marketing activities to fill your leads pipeline, and it's a vicious cycle. The only way out is to stop or minimise selling 1:1 time!
Limited marketing knowledge: If you're a consultant, coach, expert or thought leader, the chances are that you know your business inside out. You're an expert in your field, so people come to you for advice. But this isn't always the case when it comes to marketing and selling your services. Most consultants don't have much experience in marketing or sales—and as a result, they're easy to influence by simple persuasive tactics like ads. They join hundreds of Facebook groups and buy courses without seeing results—consistent leads to their businesses. Inconsistent leads mean you are always stressed about not knowing where your next client will come from.
Lack of Systems: So you want to serve 1:1? Great. But let's say you want to help 1:1 because you don't believe in any other opportunity—however, even if that's the case, you still need systems that bring you consistent, qualified leads. Automated systems and processes are your only saviour if you're hell-bent on serving 1:1. I do group coaching, run a program, and have 1:1 clients—but I also have time to spend with my family and friends. I spend 80% of the time in my business optimising systems, creating new products and living a life where nobody in my family needs to work for anyone anymore. It has only been possible because of the business model I share in this article.
Leveraged offers: When you are working 1:1, you pretty much have no leverage. Let's say you want to give more to your clients so that you can potentially raise prices, but that does not help because that means you have to spend more time doing something or delivering something. To have leveraged offers so that you can raise your prices and make your offers irresistible, you need to have something that does not rely on your time!
Fret not; here is a solution, and if you stick to the steps I am going to lay out for you, I am sure you can clock an extra 10-20K this month without increasing your workload. But before getting into the nitty-gritty of steps, let's look at
How I discovered this opportunity and what it has done to my life!
So, I'm going to be honest: I don't have much time for this newsletter. But I want to share some of the things I've learned from my experience as an entrepreneur—especially as a digital marketing entrepreneur. So, here is a quick snapshot of how I came across this model that I will share with you in this article.
During the first lockdowns in New Zealand, I worked with the top marketing agency as an executive digital producer and innovator. I worked with teams worldwide and had a 2-year-old at home, and my wife was pregnant. It was a total disaster!
So I decided to quit my job, start my own business, and leverage my digital experience.
I took on one-on-one clients and realised quickly that it wasn't giving me what I wanted! More time with my family—it did give me more income than my executive job, but I wanted time more. The biggest obstacle was that I was busy with 1:1 clients, and there wasn't time to think about anything else.
I was kind of stuck!
So I decided to write down a Wishlist of what I wanted from life:
1. Whatever I started needed to be easy to start and should not take much time from my side because I was still serving 1:1 clients.
2. Once up and running, I wanted this business model not to take more than 20 hours a week to fulfil so that I could spend the rest of the 20 hours learning and experimenting with offering better outcomes to my clients.
3. I have helped many experts and thought leaders explode their businesses using online courses, but I did not have time to record the courses, so I needed to develop something I could create with my first founding members.
4. I wanted to make sure that I could still get the best outcomes for all my clients, so it needed to be something that still preserved my integrity in terms of outcomes and service.
Finally, one day, I was having lunch with Amy and Dan, two of my favourite people, and we discussed how to make sure that our clients are always getting the most out of their coaching experience. We started talking about how different people need different types of support, and then it hit me: why not just offer everything? Why not provide a comprehensive package that offers everything a client could need?
So that's what I did! I created a business accelerator for coaches, consultants and thought-leaders - Evergreen Momentum™️. It has components of 1:1, group coaching, implementation, outsourcing and strategy help. It is packaged in a way that makes it bulletproof to failure for clients.
Here is how my offer is structured. Every client that joins the Evergreen Momentum business accelerator gets the following:
1:1 personalised strategy time with Abhi
Access to the implementation team to set up your funnel so you don't need to worry about implementation.
One year of 2 weekly group coaching calls with Abhi.
Instant 12 months access to the Evergreen Momentum Program
Videos, templates, swipe files & direct examples of how to grow your audience and launch a profitable online business
Access to the inner circle community group for ongoing support and Live Q&A calls
And Much More
Running this accelerator requires around 20 hours of weekly work from me and generates a highly healthy profit. To give you an example, since I started this model, my wife quit her job, and we have all the time to spend with our kids and live a life that we always dreamt of.
Okay, if you have read this newsletter this far, you are screaming in your mind... 'Abhi, just tell me how to get this started!!!
Okay, Here is how you can launch a new Evergreen Hybrid Coaching Offer to your existing clients or new clients within a week.
These steps assume that you are an expert in your field and have already delivered excellent outcomes to your 1:1 clients. I have omitted a few steps from this process to simplify your launch.
Step 1: Turn your exiting process into a framework and give it a name so that it becomes your IP
To turn your exiting process into a framework, you first need to reflect on your case studies and write down the steps you take to bring about outcomes for your clients. Then, turn it into a process and give it a name. Giving your process a name is crucial because it will make it stand out and position it as a new opportunity in your potential clients' minds. When you position it as something completely new, it makes your potential client think, "hmm I have tried everything but haven't tried this new thing that you are offering" and because it is a new thing, there is no price comparison! You dictate the price. Your potential clients cannot compare it to something else. Use the following template to get clarity about your Framework.
______________________________: (your framework name) My ________-step framework (or system, process) for _______________________________ (insert result) without_______________________(the roadblock)
Evergreen Momentum: My 6-step Framework to help coaches, consultants, experts, and thought leaders accelerate their income, impact and lifestyle without the tech overwhelm.
Step 2: Create an outline of your program
Now that you have your Framework, it's time to create an outline of your program.
Your program should have no more than 7 modules! Why? Because our brain can only handle so much information at once, we've found that 7 modules are the most people can take in before they feel overwhelmed.
Each module should have chapters within it, with each chapter focused on one subject.
Ensure you are clear of the outcomes from each module and chapter within it. Doing so eliminates fluff from your program. If you cannot justify clear outcomes for any module or chapter, remove it.
Use this structure as an example:
- Chapter 1(Outcome?)
- Chapter 2(Outcome)
- Chapter 1(Outcome?)
- Chapter 2(Outcome)
Step 3: Create an Offer
Now my favourite part - Create an offer so good that people feel stupid saying no to it.
Remember that the three key elements that make your offer irresistible are
Your potential client's likelihood of achieving their outcome with you - Your testimonials will do magic here.
How long will it take to achieve their outcome? - Your clients want results fast. If your product needs 6 months to achieve results, then make sure you embed small wins throughout the program. My program, Evergreen Momentum, is 1 year long, but most of my clients have achieved a positive ROI in around 6 weeks. After that, we are just working on scaling the opportunity.
How much effort does your client need to put in to get results? - Ideally, you should be able to snap your fingers and get your client's outcomes, but until that is possible, focus on structuring your program to minimise your clients' effort. For example, in my program, I have implementation included in my Evergreen Momentum Business Accelerator so that clients feel reassured that they will get the results and don't have to learn something new like web development to set everything up.
Step 4: Pre-validate the offer
Now take your offer document and send it to at least 20 people in your network who fit the client's definition for this new offer and ask them for their genuine opinion. Ideally, you want to send out the pre-validation letter and then get on a quick call to hear their views. Take notes and then tweak the offer till you have answered all the objections from this test group.
If you do it right, you will get a few clients at this stage. At least, that is what has happened with all my students. Andy, a doctor, sent out his pre-validation letter, and he got a paying client based on his pre-validation letter. So you know Andy has not even started his program or set up any website or anything. The only thing that he has at this moment is an offer! And same has happened to another client in Melbourne, so stick to the process, and you will get the results.
Step 5- Founding Members Pre-Launch
Once your offer is pre-validated, the next step is to send out an offer to all your clients and networks stating that you will offer a founding members discount on this new opportunity and that the first 20 people will get 50% off on total price.
Price your program around $5K-$7K if this is your first time launching something like this, and start counting the new members in your program.
If you point all your marketing efforts towards this offer, you can easily hit 5-10 clients a month, equating to 50-100K months.
You can do all of this organically without any ads.
If you need help designing your evergreen hybrid program, join me on Friday for my free live workshop - Scalable Groups Workshop, where I will take you through the detailed process of developing a solid program and offer.
Learn more about this FREE and LIVE workshop here.
Note: This article focuses on the Design of your Evergreen Hybrid Program based on my Evergreen Momentum Business Accelerator. The incremental steps that my clients go through in the program are:
2- Build | Delegate
3- Setup an Authority Hub
4- Do a Beta Launch
And this article details the Step 1-Design
You can learn more about the Evergreen Business Accelerator here.
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