0 comments0 comments892 ViewsChange Management

How I Helped a Client Double His Income and Lose 30 Pounds

 

  1. Identify Personal and Business Goals
    1. Lose 30 lbs.
    2. Double my income

 

  1. Track Leading Indicators to Accomplish Goals
    1. Weight loss: Exercise 6 days/week and consume less than 100 carbs/day
    2. Income: Number of leads, number of lunches with ideal partners (accountants)

 

  1. Bi-weekly Accountability Calls
    1. Report on Key Performance Indicators (KPIs)
    2. Review lessons learned
    3. Teach new principles

 

  1. Time and Stress Management Coaching
    1. Delegation
      1. Sell the team; set others up to win so you don’t have to do all the work.
    2. Prioritization
    3. Time blocking
    4. Stress management techniques
    5. Weekly planning

 

  1. Teach Sales Principles
    1. Top 20: Identify past or current clients to upsell or cross-sell (or get references or referrals from).
    2. Build Trust: Always do what is best for the client, even if it means making less money or missing quotas. You will “outsell” in the long run.
    3. Sell to Ideal Customer
      1. E.g., Accountant/lawyer partners
      2. Wealthy professionals
  • Develop all your material for them
  1. Fill the funnel: Have at least 3 lead generation activities (1. Top 20, 2. Partnerships, 3. Email or LinkedIn automation).
  2. Seek first to understand: Sales scripts – Introduction, diagnose, pitch, next steps.
  3. Closing Skills: Closing script – Best Practices
  4. Always add value or give value even during follow-up emails
  5. Build a list of ideas: videos, articles, brochures, sales 1-pager, references (written and video), success stories.
  1. Never let me see you sweat: Your quota is not their quota. It’s about them and their needs, not yours.
    1. Deadline selling: Let natural deadlines create urgency. Be the good guy, not the pressure guy.
    2. Confidence Selling: Never assume they are not interested until they tell you so. Assume you haven’t captured their needs/pain points or they are too busy. Make it easy to say yes.
      1. Sell Benefits to their pain points (not just product attributes)

 

Results in 12 months of Coaching

  1. Lost 34 pounds
  2. Doubled income to over $500K usd.