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P R I C E L E S S W O R K B O O K T H R E E

T H E G E T - R E A D Y - T O - R O C K R I T U A L S

“There is incredible power in leading with research and

leading with relevance.”— K R A I G K L E E M A N

Priceless is an online program designed to help women coaches and

consultants have genuinely soul-fuelled and outrageously effective

selling conversations with prospective clients, so they never again have

to worry about feeling (or sounding) like a used car salesman. This

workbook complements Module 3 of Priceless and should be read and

completed in that context.

Preparation is key. Research indicates that potential clients can tell straight away whether or not you’re prepared, and how valuable the session is likely to be.

Having all the practical details set up IN ADVANCE of your decision-making meeting means you’ll be able to provide a more professional, seamless experience when scheduling and conducting these important conversations, and when you’re following up, booking and onboarding new clients.

Having everything clearly set up in advance

also means you’ll be able to be more centered

and present any time you’re connecting

with prospective clients – which is a crucial

component to truly genuine, soul-fuelled

selling.

Work through the questions and prompts in

this workbook to make sure you’re on top of all

the practical details before hosting your next

decision-making conversation.

Dig in now!

© Copyright 2015 Betty Means Business. All rights reserved.P R I C E L E S S | Workbook Three |

Y O U R P R A C T I C A L P R E - R E Q U I S I T E S

I recommend having the facilities in place

to accept payment immediately during your

decision-making meeting, but whichever

way you go, it’s important to be clear on the

precise steps your new client will take to make

payment.

PAYMENT

Ask yourself: How will I accept payment?

Purchase order number

Paypal

Stripe

Online payment gateway (for example, eWay)

POS machine

Merchant account

Cheque courier collection

Bank deposit

Contract agreement

Other: _________________________________


SCHEDULING

Ask yourself: How will I book in decision-making conversations?

iCal

Google Calendar

Timetrade

Calendly

Doodle

Other: ____________________________

Ask yourself: How much time will I recommend we book for decision-making conversations?Pro Tip: Remember to take into account the service you’re selling, the price point, the needs of

your ideal client, and your confidence in directing the conversation when deciding how long to

book.)

Ask yourself: What days/times will I set aside as a recurring booking in my diary specifically to

host decision-making conversations?

Use this space now to summarize your main goals and write yourself a clear intention to embody

your personal values in all decision-making conversations you host from now on.

Pro Tip: It can be helpful to consider both short and longer-term goals.


Ask yourself: What will I name these types of conversations?

Pro Tip: Looking for some naming inspiration? Here’s some popular beginnings and endings for

decision-making conversations to get you thinking.

Pro Tip: Remember, your name should sell the session to your ideal clients!

Heads up: Check out Workbook #5: After the Big ‘Yes’ for more related info and tips.

BEGINNING ENDING

STRATEGY… … SESSION

DISCOVERY… … CONSULT

INTO ACTION… … CALL

DECISION-MAKING… … ASSESSMENT

END YOUR… … ASS KICKING

YOUR… … READING

VIRTUAL… … ROADMAP

INITIAL… … PLAN

CLARITY… … HEALTH CHECK


Y O U R T O O L K I T C H E A T S H E E T

Getting clear on the main tools you regularly

use to help clients get results can help you:

formulate more thought provoking questions

for your potential client, offer them solid ideas

and insights, communicate with more certainty,

and make more confident recommendations.

Nerves and real time pressure can make it

harder to recall information (even information

we’re normally super familiar with!). I love

creating summary sheets that outline the most

important info and prompts for me to easily

refer to during decision-making conversations

and jog my memory.

Taking the time to create this kind of cheat

sheet in advance means you can be more

present during decision-making sessions

(a critical characteristic of genuine, service-

focused selling!).

The following section includes 2 example

Toolkit Cheat Sheets, and a template for you to

create your own.


EXAMPLE TOOLKIT FOR A COPYWRITER

STRATEGY/TACTIC

PROBLEM THIS HELPS SOLVE

LIKELY RESULTS (MEASURABLE IF POSSIBLE)

YOUR BEST CLIENT AND THEIR SPECIFIC RESULTS

Auto-responder series

Nurture new leads Build trust and connection with you (greater sales conversion – average increase 0.5%)

Position you as an expert (more open to premium pricing – opportunity to make offers $2k and over)

More segmented leads (able to better target communication)

John B. – auto-responder series doubled sales on his evergreen info product (over 6 months this increase represented an extra $12k revenue)

Long form sales page

How to sell online offers (packages/programs/courses etc)

On average, long form sales pages will convert 1% of traffic

Kath P. – generated $77k revenue from a mastermind offer via long form sales page I wrote

Ghost write eBook No lead magnet Well targeted lead magnets can quadruple email subscriber opt-ins (figure based on client feedback)

Sarah K. – added 3000 people to her email subscriber list in 1 month when she introduced the eBook I’d ghost written

EXAMPLE TOOLKIT FOR A CAREER COACH

STRATEGY/TACTIC




Strengths/Personality Testing

Uncover best job role fit

Happier at work and at home. Greater sense of purpose and success at work.

Belinda – sense of purposefulness, went from formal complaint in old role to A+ performance review.

Interview skills Applying for promotionWinning new role

85% of clients win promotion within 3 months.

Alana – won $20k promotion within 1 month.

Resume writing Transition to new fieldApplying for new roles

Professional resume means 70% more likely to be selected for interview.

Denise – got 3 interviews in first month after having no interview invites for 6 months before hand.


STRATEGY/TACTIC




Use the following template to create your own toolkit summary.


Y O U R S U C C E S S S T O R I E S

Success stories are another handy tool to refer

to during decision-making conversations and

in follow-up communication. Done well, they

convey credibility, share valuable lessons and

insights, and help your prospective clients see

that success is possible for them too.

Pro tip: Great success stories tell a story

and provide more context than a straight

testimonial or endorsement.

Pro Tip: Masterful, soul-fuelled salespeople,

instead of talking themselves up and focusing

on their expertise, share peer success stories

with their potential clients.


HERE’S AN EXAMPLE SUCCESS STORY FOR YOU TO MODEL

JANE’S SUCCESS STORY

Jane Smith

Health Coach specializing in soulful wellness for women

Sydney, Australia

janesmithcoachingrules.com

Before working with XYZ Business Coaching“I was stuck and struggling to make beyond $5,000 a month in my business. After 12

months, I had managed to grow my coaching practice from the ground up, but every

day felt like a hard slog. I was doing everything myself, and was making just ok money.

I wanted to experience a thriving 6-figure business, but had no idea how to make the

leap. Just the idea of going it alone for much longer was overwhelming, confusing and

exhausting.“

After working with XYZ Business Coaching“During my time working with XYZ, everything came together for me. Within 2 months,

I experienced my first $10,000 revenue month, and then went on to experience my first

$15,000 and even a $20,000 month. I introduced a brand new day-long workshop that

sold out the first time I ran it, created a new series of meditation audios, and grew my

email subscriber list to almost 4,000 people strong. Now I’m charging $1000 for one off

sessions and feeling excited about the future of my business.”

“My days were already flat out for me, so I was worried I wouldn’t find the time to take

action. XYZ showed me that it really is possible to work smarter, prioritize and leverage

everything I’ve already put into my business. Such an eye opening experience!”


“Now I’ve got some solid systems in place, I’m (gratefully!) working less than I used to,

but still making more. Knowing I’m helping more people experience radiant health

is awesome! These days I work about 25 hours a week. I get to spend Wednesday

mornings walking dogs at the RSPCA, and I’ve just booked our first overseas holiday in 3

years!”

Key Performance Indicators

BEFORE AFTER

Average monthly revenue $5,000 $12,500

Price of single session $249 $997

Email subscribers 750 3,900

Facebook community 1,450 2,670

Jane’s Main Success Factors:· 60 Day goal setting and tracking

· Accountability

· Re-positioning existing offers

· Launching a new 1-day workshop

· Creating a free 30 day challenge

For more info contact Kate at:

[email protected]

Copyright 2015 XYZ Business Consulting


CHECKLIST OF THINGS TO INCLUDE IN

YOUR SUCCESS STORY

When you’re compiling info for your own success story library, be sure to gather and include:

• Photo of your client

• Client contact details

• Description of how things were before working with you

• Description of how things were after working with you

• Reference to a key objection/worry the client had

• Description of some specific results and benefits

• Key Performance Indicators to show clear contrast between before and after states

• Main Success Factors or Themes

• Your business contact and copyright information

• Your logo and/or branding

NAME OF MY SUCCESS STORY CANDIDATE

THEIR BEST CONTACT DETAILS

Your Success Story Candidates


SUCCESS STORY INVITATION TEMPLATE

I’ve included here an example email invitation. Use it as is to invite your success story candidates

with my blessing – or, if you’d prefer, use it as inspiration to personalize your own invitation.

Subject: Can I feature you?

Hi [name],

I’m writing with a request. You see, I’m creating a library of client Success Stories, and if you’re

up for it, I’d love to create one that specifically features you.

If you’re happy to go ahead, I’d love you to complete a short survey. Here’s a link to the survey

for you to check out now, so you can get an idea about the type of information I’m hoping to

gather.

Along with your responses, I’d also need a photo of you, the web address you’d like me to send

readers to, your job title, and the state/country where you live.

If you are happy to participate, just reply to this email with a quick yes and we’ll take it from there.

And of course, if you’d prefer not to, no worries at all. I think you’re great either way!

Thank you!

[Sign off]


EXAMPLE QUESTIONS TO ASK PAST + CURRENT CLIENTS

TO HELP CREATE SUCCESS STORIES

Here’s some questions you might like to ask when gathering information for your own success

stories. Use them exactly as they are or modify them to suit your industry and personality:

What was your health/business/list size/blog traffic/investment plan/visual branding like before

working with me?

Why specifically did you hire me?

How was the experience of working with me?

What specifically changed about your health/business/list size/bog traffic/investment plan/visual

branding since working with me?

What specific outcomes have you experienced as a result of working with me?

What does a regular day look like for you now?

What does this mean for you in the future?

If you could share only 1 key take away lesson from working with me, what would it be?

What would you say to a friend who was on the fence about working with me?


Use the following space to capture any other industry-specific questions you could ask to help

create Success Stories.


Y O U R C L I E N T R E S E A R C H

Half an hour of targeted and considered

prep time can help you almost effortlessly

differentiate yourself during a decision-making

conversation with your prospective client.

Preparation shows and helps you be more

fully in service to your client-to-be during the

decision-making conversation.

Anticipating client needs, and sharing and

facilitating insights and ideas to help them

solve current and emerging challenges, will

position you as a trusted advisor and set you

apart from the crowd.

Remember, Priceless is based on delivering

immense, soul-fuelled value by facilitating

clarity and insight – not through demonstration

or providing a sample of your services for free.

Your expertise is the price of entry, but your

ideas, insights, personality and perspective is

what will distinguish you.

Use the following template (or use it as

inspiration to customize your own template) to

capture your client research and ideas before

the meeting.


YOUR PRE-CONVO CLIENT RESEARCH TEMPLATE

Contact name:

Assistant name:

Business name:

Webiste URL:

Email:

Skype handle:

Meeting date and time:

Meeting venue:

Comments about access to venue:

Tick each one once complete:

Review website

Review Request For Tender or background info

Review responses to qualifying questions

Find and review 3 relevant articles from Google search


What MAIN THEMES do I see?

What GAPS are there in the story?

What QUESTIONS do I have for them?

What STRATEGIES or TOOLS might be helpful to them?


When have I HELPED people in a similar situation before?

What specific CHALLENGES have past similar clients experienced?

What potential OPPORTUNITIES could they explore?

What are some relevant industry TRENDS?


What do we have in COMMON?

How can I RELATE?

What do I think they really WANT?

What’s an article/podcast/resource they might find USEFUL?


What’s a strategy/technique/tool I use/have expertise in that they might find USEFUL?

What other COMMENTS, INSIGHTS AND IDEAS do I have?

Pro Tip: What to do some more research? These resources are a great place to start:

· For latest industry developments: www.googlealerts.com

· For keyword search: www.wordtracker.com

· For blog-specific search engine: www.technorati.com

· To search for scholarly literature: www.googlescholar.com or www.lazyscholar.com

· To find influencers: www.klout.com and www.kred.com


Y O U R P R E - C O N V O R I T U A L

To facilitate a genuinely soul-fuelled decision-

making conversation, step into a leadership

role and really be of service to your prospective

client, it’s important to take a few minutes

before the meeting to set up an environment

that supports calm clarity and intention.

Design a simple 5 minute ritual for yourself that

includes one or more of these suggestions:

• Settle yourself in a quiet, distraction free space;

• Tidy your desk/work space;

• Open a window for fresh air, light a candle or use essential oils with a fresh, energising scent,

or set up a crystal grid;

• Set a clear intention for the meeting (for example, “to be of service, and gift clarity and deci-

sion”);

• Set the intention to see your potential client as a powerful force in their own life (even if they

don’t see themselves that way);

• Welcome in and ask to be a vehicle for universal wisdom/spirit etc;

• Set a timer, or write down when you need to begin wrapping up the session (or perhaps even

jot down a full agenda – including approx. timing for each phase of the convo); and

• Have your road map, cheat sheets and note taking template on hand.


Use the space below to map out your ritual.


Y O U R A C T I O N I T E M SMy action items from this workbook are:

TASK DUE DATE


P R I C E L E S S

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