The need and growth for online knowledge is increasing year after year so does the number of marketing and sales coaches. But one entrepreneur has stood out from the eager masses, Rina Slusnyte. Rina isn’t just a Business Coach, Rina is shaping digital marketing herself by creating strategies and methods to fast-track Coaching Business Success.
Her company Digital Marketing Light offers 3 packages:
- a Library of life changing e-Books
- the WIN academy
- personal coaching ( there is a waiting list)
Rina agreed to answer our questions.
QUESTION: Let’s dive into Your wisdom. Let’s say I am a new start-up business. Where do I start?
RINA: First of all, you need to create Your “Customer Avatar”. A profile of a person, who represents Your ideal Clients. I know, sounds boring, but it is actually quite entertaining and will make your marketing so much more effective.
Think about it- When you know exactly who do you want to help, you will know where they are, what are their problems and how can you help.
Then you create a valuable freebie that gives them a quick win and makes them go wow. If you did it right, they will associate their quick win with you. And guess what happens- they will be frequently checking you out. Then you sell a low-priced “entry-level” product and upsell your high ticket offers.
By just creating a Customer Avatar, you will be attracting high-quality leads! Your life will be so much easier.
EXAMPLE. Let’s say you’re a personal trainer.
If you craft a generic message something like
Do You want to lose weight fast?
You may attract people, but your business will struggle. Only when you build a known brand, you can expand and help different groups of people. It is at this stage that people go and google your business name.
if you are just starting out and want to make big money online- niche down.
Attracting new clients is like going fishing. When you know exactly what fish you want to catch- then you know the best time of the year and day, the hook, the bite, the reel, etc. Instead of going out and hoping to catch any fish. Make sense?
It also will help you to craft Your message in a way, that will speak directly to them. It will make them feel understood. People don’t just buy great products; they need to see you’re an expert and you also understand their position too.
No…not only this…
it will also filter out people you don’t imagine working with. Your life is going to change- imagine working with people you love… all day long…
You are a personal trainer helping people, both in the gym and online. If you use generic language, you can attract different types of clients:
- Women, who are trying to lose baby weight
- Teenagers, who love sports
- Over 40’s who want to tone their body
- Overweight people
- Elderly people, who feel stiff
- People, who need to lose weight for their planned surgery
- People, who suffer from a slow metabolism
- People, who are preparing for marathons etc
Among these people, there is a group of people, that you would love to work with. Somebody, that you prefer. And there is somebody that you just do not imagine working with.
So, what do you do?
Be specific and call out those people. Round up your audience:
Are You a Business Woman looking to lose the baby weight? Want to get back to those pre-baby suits, but the stubborn waist area won’t listen to any exercise you’re doing? You feel tired and frustrated…
I always say to my clients- be specific. Specific is terrific. When you create your buyer personas, your messaging becomes specific to that group of your audience.
when your message is a match to what your audience needs or wants, you get their attention!
Attention is the biggest currency in any Business.
QUESTION: That’s so insightful.
RINA: Yes, but sadly, for many marketers, the demographic profile is the beginning and the end of their dream client identifying process. This is why so many businesses fail. The more you know your ideal client, the more targeted your marketing efforts will be. The more targeted they are, the less likely you are to suffer wasting your time, effort and money.
QUESTION: OK. I have my Customer Avatar Profile. What’s next?
RINA: Identify their problems/needs/wants/dreams/struggles and create a FREE Offer.
Free Offer is a must because services are intangible – they can often not be seen, tasted, felt, heard, or smelled before they are purchased. Plus, it’s a chance to show your area of expertise. You need a Lead Magnet because our brain is addicted to freebies. The word ‘FREE’ itself activates a part of our brain, that grabs attention instantly.
But make sure it’s valuable. If your Lead Magnet will bring them quick wins, your prospects will associate their success with your brand. And… they will be checking you out and look at your paid offers.
Just because it’s FREE, it doesn’t mean it guarantees you success. Do not ignore this.
QUESTION: What kind of lead Magnet work the best?
RINA: a HOW to video tutorial-s is definitely the best option. Video Marketing always works. And you can show what’s behind your business name. Also, if it’s valuable and makes them go wow, your brand will be remembered.
Guides, Blueprints, and cheat sheets also work pretty well. Don’t forget to put your branding there and links to your blog posts, social media profile or paid offers!
In the beginning, you can also coach a few people for free to get testimonials. That’s the fastest way to prove you know your stuff. Another option- to have beta Offers, and offer discounted prices.
The hardest task is to get the first clients. But once you get a few customers and get results, you are off to a successful growth.
QUESTION: I am getting a better picture. But I am not right there. What is the next step?
RINA: Generate Traffic
When you know your ideal client, you know where do they hang out. Be present in those places and provide value.
There are two ways to get traffic:
In the beginning, you can easily get FREE traffic from Facebook groups, LinkedIn, but when you are ready to scale, you will need to invest in Paid Advertising.
Create an Irresistible Lead Magnet. It is one of the most powerful ways to get free traffic.
QUESTION: What are other steps to 10 K a month?
RINA: Create Rejection- Proof High ticket Offers
It’s not possible to cover it all, but here are the 2 must-haves for creating an Irresistible Offer.
The Value of the Offer must be at least 10 x your Special Offer Price.
Just think about it- if I asked you for €997 but you’ve got the value of €39 000, would it be worth investing?
If I made you €500,000 extra this year, would you pay me €997?
Here is the secret.
People love to buy, but they need to see the real value. But don’t forget to back up every claim you make!
If you get lots of Price Objections like “the price is too high”, your targeting is wrong or you are not communicating your value effectively. Go back to your Sales pages and start polishing your copy, because what you say does matter! Just by changing a few words, you could easily 2x or 3x and even more your sales!
Just a few examples, that will make a difference: replace “buy” to “invest”, “cheap” to “bargain”, “payment plan” to “investment plan”.
Make sense, right? Just imagine what you can achieve by optimising your all copy…
QUESTION: WOW. That’s an eye-opening lesson.
RINA: and here are a few more ingredients, to Make Your Offer Irresistible
Highlight how else would your prospects benefit- maybe save time. Show it how they can spend it- family time, me time etc.
And a very important note- You must show the reason WHY should they buy NOW because by default people are skeptical and doubt.
I am sure you can also recall plenty of times coming up with different excuses not to buy.
QUESTION: Yes, I surely can.
RINA: Exactly. You need to add scarcity and urgency. When done right, it’s insanely powerful. It’s the reason to buy NOW, because people love things in life, that have limited access, and are exclusive. Humans have a fear of missing out on good deals.
Remember. Your Offer is a vehicle that solves their problems and better their lives. And when you add scarcity/urgency- it’s like driving your vehicle in the highest gear.
Add Scarcity/ Urgency:
- Price goes up
- Bonus goes away
- Offer Goes away/ portion of the Offer goes away
QUESTION: Wow, that’s awesome. It so valuable
RINA: And let me add some icing on the cake
When you talk about your offers, talk benefits, not features- how exactly your clients are going to benefit. Try to paint visual pictures in their brain. When they imagine using your products/services- this is when the real magic happens.
But that’s not all…
You want success fast, right? Then go ahead and check out : 10 STEPS on How to make 10K a month in Your Coaching Business.
The information you will find will BLOW YOUR MIND.
To Your Online Business Success