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How Do I Introduce People Around Me To Scale My Coaching Business?

 

Is the business going to be bigger than you?

Here’s what is covered:

Who you should plug in around you to help sustain your growth

Whether you need a sales team at all

The importance of understanding the rule of 3 thirds

If face to face networking is worth the time it takes

The power of getting your core provision right

About this video

This video will take you through what it takes for you to grow your business as the only driver or if you need to plug-in people/associates/teams around you.

If you are comfortable with how your business is currently preforming, you have no ambition for growth then there is nothing wrong with this – working for yourself allows the freedom to do just that. But, if you have a burning desire for your dreams to flourish and see the business to be bigger than yourself, this video will give you a wealth of knowledge as to where to turn next.

Transcript:

 

ALEX:                    

Hello everyone, I’m Alex Smith, this is Rupert Hollywood from Business Growth Bureau. Today we’re gonna be focusing on if you’re a sole consultant mentored coach trainer, what you, who you need to really plug in around you to kind of get a the best from your sales team or whether you actually need a sales team at all so I suppose Rupert where do we start with so we start looking at whether you need a sales team or what part of this to be really started? (00:22)

 

 RUPERT:

Yeah, I think one very good place to start with this is really this whole issue around the rule of three thirds. So for example let’s say you’ve got typically 260 working days in a year and it may be after you’ve taken your holidays out so you lied for a bit of sickness or other things you’re doing on doing with the family that reduces down to about 220 working days.

As a rough guide the average consultant, coach, trainer, mentor will find they have about 70-75 working days a year so you’ve got the rule of three thirds and the reason is  to a lot of coaches, mentors, consultants need to go out there networking to try and find clients. They’ll also be putting together proposals. They’d also be doing quite a bit for themselves for self-development so you’ve only got about a third of the term 220 days or so as billable time and that’s really important that people understand that because what you then need to do is to think okay how can I bring the amount of billable time up to go from 70 days possibly to 90 or 100 days and there’s lots things people pay for that. (01:28)

 

ALEX:                    

Do you think like networking days and things that are a dying thing so in terms of taking time out to go to networking events and so on and so forth with the power of social media and internet now is that a dying thing or? (01:40)

 

RUPERT:

No, I wouldn’t, I’d say a lot of the old skills still very much apply and obviously it does depend where you’re located as well but that tends to be a very good choice of different networking orders they should go up there. And of course if you build up relationships in the right way you will find you can get some really good businesses through networking and through referrals and the big plus there is that people to some extent will be a little bit pre-qualified before you move things on to the next stage but the big minus with it is incredibly time consuming can be a little bit soul destroying.

And also it’s not scalable and obviously if you if you see the business ultimately being bigger than yourself then or you want to build up an associate network around you then you may want to do some of that still but as you want to be looking lots of other things in place to really leverage your time. (02:31)

 

ALEX:                    

Yeah and also said moving then on so if I say I’m a sole kind of consultant or amateur coach, mentor, trainer who do I plug around me do I have a sales team behind me? Do I do it myself? Am I the salesperson or things are virtual PA’s what do I do in that respect? (02:47)

 

RUPERT:

Yeah, well again obviously. It’s nice if you’re in the position where you can afford to have a salesperson or sales team behind you typically what happens a lot of the time especially when fairly early stages in your business development is you may end up by bringing in a very good virtual PA so and it’s really important you bring the right person in but there is a really good supply of people like that now who are well trained who can represent you and your brand and the big thing about them is that they can really help you to leave rich time. (03:19)

 

ALEX:                    

I supposed to be a good point to mention this, this time it you should have a great understanding of why you do what you do so you can convey that message to people that work around you right the sales team only as good as around you so if they believe in the message like you do or they believe in the product or service like you do so it’s a really good time to manage. (03:34)

  

RUPERT:

Yeah in fact that’s it’s a great a great point because actually what we found through experiences that people can be really struggle to get their core proposition across to potential clients if they have trouble getting their proposition across the potential clients how would you expect a really good virtual PA to be able to do that work for you. (03:54)

 

ALEX:                    

Well in one of the previous videos we made a great point in terms of actually, what do I sell against also what are people buying and I suppose it’s the way you convey your message, it’s the way you talk about the product or services that you actually do, especially if it’s yourself the way you talk about yourself and then you believe in yourself if that’s true and you genuinely think when you have to talk about what you have to share or sell is truly a value, you should easily be able to convey that message right. (04:17)

  

RUPERT:

Yeah and that that’s very important of course the proof in the pudding is if you actually have already got a number of clients and you’ve been in the market for a little while then you probably are going to be pretty confident in conveying that message but it’s much more a challenge to new people in this space because they haven’t got things as well rehearsed and but you know the good thing is if you can get that right what you can then do is you can start to really leverage time by using a number of differences. (04:45)

 

ALEX:                    

And I suppose it’d be a good time to mention this for things like about sales people should just be selling in terms of that’s really a basic thing to say quite an obvious thing to say but a lot of people get wrapped up with sales people making outbound calls or doing a lot of the donkey work essentially to kind of get them to the right client but you should really have two separate departments in terms of one selling the lead generation side of it and people that are just actually closing. Would that be a good point to make? (05:10)

 

RUPERT:

Yes it would obviously if a business or a bit more established you’d probably have the luxury of having that. As a one-person business typically, what be more a case of as you need to position yourself particularly well where you’re getting leads from a number of different sources and obviously we share a lot of valuable content around about how to go about that but if you can create a lead flow where people are actually putting their hands up and asking to have a conversation the trick then is be able to actually find a really good wave following those people through.

And for example there’s a number of clients that we have ourselves where they are after some quite high-value clients and but they’re very time challenged like most people. So what they’ve done for example is bought in a really good virtual PA so when people express interest but it hasn’t so want some for conversation the virtual PA will initially do some of the qualification ask the right questions that the virtual PA there and that scenario isn’t there to sell is to make sure there’s a good fit for both sides if it looks if there’s a good fit then that virtual PA will tend a book in appointments and with that coach, trainer, mentor, consultant. (06:17)

 

ALEX:                    

And is there any, is there anything we can plug in either side of the process in terms of to help prequalify people now obviously I know that what we do internally but what for people watching whether you’re running a larger company where you’ve actually employ a team of this behind your whether you’re working on your own is there anything you can plug in before the process begins in terms of to help prequalify people. (06:36)

 

RUPERT:

Yeah there’s something that can work very well as for example you could develop your own form of scorecards so with that or diagnostic and if you get that right then the good thing is you could then train your virtual PA again to ask the right questions or you even can make a web link available and that helps people to help prospects or potential clients to rule themselves in and that will go through this process so that can work very well but in order to do that of course you have to understand what questions are gonna be asked, what really motivates people what’s driving people to make a decision to use your service. (07:12)

 

ALEX:                    

In a general way I notice is quite harden it’s going to be specific to each business but what kind of questions are they so for people, people watching right now what may be some crucial questions to ask potential clients to help qualify them in now. (07:25)

  

RUPERT:

Right okay. Well this is a bit general because obviously these questions could be very specific but for example if you’ve got a product mix which may have start from £1 or £2,000 up to £5, £10,000 going up to £50,000 whatever it may be so you’ve got a number of different product propositions to suit different types of client then it may well be that you need to plug things in around that in terms of the questionnaire to try and establish people’s affordability so and also you need to try and ask questions like, what is your top three challenges what are the top three things which working particularly well for you so you ask the person in effect to think about three or four key sentences around that because that then enables your virtual PA to be able to ask the right questions and you’re getting people to it. (08:16)

 

ALEX:                    

In terms of getting the best kind out of your sales in and so on and so forth what more can we cover what else can kind of help just to share some value around this for the people watching. (08:25)

  

RUPERT:

Yeah well the good thing is that once you’ve got the virtual PA to just do that for you that virtual PA can then book in either a videoconference for you a video call in or a meeting and obviously you knowing your product or service is probably gonna be the best person to close that piece of business but what we talked about here will really help you to leverage some of the opportunities that come in through and get to the closest that $80, $90, $100 days of billable time over a 12-month period. (08:56)

 

ALEX:                    

Perfect! Well hopefully you’ve enjoyed this video. So far obviously this is just a bit of an insight in terms of how to maybe get the most out of your team, this is just our perception and thank you so much for watching now. My name’s Alex Smith and this is anyone from Business Growth Bureau. Thank you. (09:08)

 

RUPERT:

Thank you. (09:09)