Episode 6

Ep #06: The Easy Blueprint You Need to Book Clients

Published on: 16th June, 2022

In this episode I’ll talk to you about your soulmate clients. The important thing to remember is that your ideal client in this season of your life and business may not be the same as a year ago, or a year from now. 

Your soulmate client is someone who is willing to invest in you and your offer. 

The Soulmate Client Process looks like this:

  1. What is your paid offer? What are the deliverables and who are they for? What is the timeline?
  2. What is your free offer?
  3. What is your nurture strategy and how does it move people through your journey?
  4. What is your sales process? 
  5. Have a winning sales call
  6. What is your delivery process? What are the tangible results?

I want to hear what you think of sales calls. DM me @alisakaycoaching and let’s start the conversation.

If you loved this episode, we encourage you to Share, Like, Review, and Subscribe! 

For more copy and content tips and ways to make more money now, join my FREE group here >>> https://alisa-kay.com/group

Music credit: “Ready, Steady, Go!” and “Free Radical” By Gyom

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Transcript
Alisa Kay:

You're listening to the modern coach podcast.

Alisa Kay:

This is episode number six.

Alisa Kay:

Hello, and welcome to episode six of the modern coach podcast.

Alisa Kay:

I am excited to dive into your soulmate client parole assess.

Alisa Kay:

And I think before we get started, let me just explain to you why I

Alisa Kay:

call them soulmate clients, because I think this is a huge misconception

Alisa Kay:

in the coaching space in jail.

Alisa Kay:

And in the business world, I find that lots of people think that when

Alisa Kay:

I say perfect client, ideal clients, so soulmate clients, this is the

Alisa Kay:

client that you're going to be working with for the rest of all eternity.

Alisa Kay:

And this is just not the case.

Alisa Kay:

when I say soulmate client, you know?

Alisa Kay:

Yes, that is a little bit of a plan where.

Alisa Kay:

Finding your soulmate, yada, yada, yada.

Alisa Kay:

But it's more about understanding that in every season of your life, you're

Alisa Kay:

going to have a perfect ideal person for me as so many client is someone who.

Alisa Kay:

Pays in full, someone who is already vibey someone who is really motivated someone

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who is an action taker, someone who is, really excited to implement the work.

Alisa Kay:

Someone is who is very service focused, who wants to help people.

Alisa Kay:

Who's not in it just for the money, right?

Alisa Kay:

Someone who is mission oriented, someone who wants to have more

Alisa Kay:

freedom, like all of those elements.

Alisa Kay:

All of my soulmate client, right.

Alisa Kay:

This very moment, but maybe a year ago, it would have been someone who,

Alisa Kay:

you know, wanted to pay on a payment plan who wanted to just make more

Alisa Kay:

money who wanted to launch a program.

Alisa Kay:

Like there are different seasons of your life where different types of

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clients are going to apply to whatever it is that that you want to do.

Alisa Kay:

And inside of my signature program, the soulmate client accelerator.

Alisa Kay:

I talk about this process called the mirror dimension, where I

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feel like a lot of the time when we're whacking on ourselves.

Alisa Kay:

And when we are going deeper into our coaching work, we will attract

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clients who mirror a set of elements of either our past or a present or

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even a future sometimes depending of where we're at in the journey.

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And I just want you to, to know, and to remind you that.

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Just because you declare today that you know, one client is your quote unquote

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soulmate doesn't mean that you have to stay married to that client for the rest.

Alisa Kay:

All eternity, divorce exists for a reason, and it's okay for you to change your mind.

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And it's okay for you to have different soulmate clients for different

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seasons of your business and for different offers in your business too.

Alisa Kay:

I went to.

Alisa Kay:

Festival yesterday with a really great girlfriend.

Alisa Kay:

And we were talking about like the girl gang tribe.

Alisa Kay:

We moved to this seaside town together basically recently.

Alisa Kay:

And we met by chance.

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We were talking about how, uh, isn't it funny, how we manifest friends and how

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I set an intention last summer to find someone in, in this new town who was.

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very similar to me who, you know, had a business who was

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spiritual, who was a coach, who was all of these different things.

Alisa Kay:

Right.

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And we were having this conversation about how.

Alisa Kay:

Oh, it's great that we found each other, but also like let's set an

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intention to manifest more friends because there are going to be

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different facets of your life that your different friends support you with.

Alisa Kay:

Right.

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And I know that when I lived in London, I had, you know, one type

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of friend for this thing, one of the type of friend for that thing.

Alisa Kay:

And I think it's the same with clients.

Alisa Kay:

And it's the same with offers that you might have a great friend who,

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you know, will be down for like a rooftop bar and we'll be really,

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really, you know, fun to hang out with.

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And then you have another type of friend who is really great with kids and really

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great for going to the park with, and then you maybe have another type of friend

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who is, I've really great, you know, Corolla of all the people who always

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organizes all of these great events.

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And if you need some help with this thing, you go to that friend.

Alisa Kay:

Right.

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And the when we go into more of the emotional side of things,

Alisa Kay:

I know there are different.

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Problems that I have in my life that I would talk to different friends about.

Alisa Kay:

Right.

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And I think it's the same with our clients and with our offers that

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our soulmate clients, quote unquote, the different types of people

Alisa Kay:

for different types of seasons.

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And it's okay for you to not know who your ideal client is.

Alisa Kay:

You're not supposed to.

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it makes a lot more sense to look at what is the problem that I want to solve.

Alisa Kay:

Right.

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This very second.

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What's a tangible outcome I can give to my client.

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And who would the perfect person be for this offer?

Alisa Kay:

And I think that, you know, a lot of the time we forget.

Alisa Kay:

The soulmate client comes from the offer.

Alisa Kay:

The first qualifier of the soulmate client is someone who is

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willing to pay you what you want.

Alisa Kay:

If they are not willing to pay you what you want, then they

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are not the soulmate client.

Alisa Kay:

And I think a lot of coaches get into this catch 22 situation where

Alisa Kay:

they have a problem that they want to solve, but they're, you know,

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the version of the ideal client in their head, isn't willing to do.

Alisa Kay:

For that solution, therefore that they're not the soulmate

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client for that, for that offer.

Alisa Kay:

And I know that's sounds very like simplistic, but I see so many people

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catch themselves out and forget that like you, as the coach, you're providing

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a service, you're providing an outcome, you're providing something and that

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something is exchangeable with money.

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And if we're not getting paid for the work that we're doing, Then

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it's a hobby, an expensive hobby that you're probably overqualified

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for, but a hobby nonetheless.

Alisa Kay:

And I think the first, integral part of your soulmate client, to someone

Alisa Kay:

who is willing to pay you, who is willing to invest in working with you.

Alisa Kay:

And they see it as that, like I know all of my clients see

Alisa Kay:

working with me as an investment.

Alisa Kay:

That's sometimes on negotiable.

Alisa Kay:

Sometimes it is.

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And you know, what do I mean by non-negotiable and then

Alisa Kay:

they, they see coaching.

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paying for their insurance or they see it as paying for their mortgage.

Alisa Kay:

And it's, it's a non-negotiable for them.

Alisa Kay:

It's I know coaching and therapy and all of the mindset work that I do is a

Alisa Kay:

non-negotiable for me, there's just no way that I would ever stop doing it.

Alisa Kay:

and for me, my ideal, so many people are the ones that view it, the exact same.

Alisa Kay:

And your niche in your area.

Alisa Kay:

And we need to think about like, what does make up the ideal person?

Alisa Kay:

What would they be like, how do they make their decisions?

Alisa Kay:

Are they like scared to invest?

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Are they.

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Hesitant, are they excited?

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Are they, you know, do they buy all the things all the time?

Alisa Kay:

What, who is that person?

Alisa Kay:

And I think that when we start thinking about it in those terms,

Alisa Kay:

it becomes much easier to think about, well, what's the process, a

Alisa Kay:

sales process that I want to follow.

Alisa Kay:

With, you know, with my people say, what is the solving client process?

Alisa Kay:

I hear you ask.

Alisa Kay:

And the way that I see it, for me, it always starts with your paid offer.

Alisa Kay:

I don't think you can ever decide on how you're going to sell

Alisa Kay:

something without understanding what you're saying first and to whom.

Alisa Kay:

So step one is always your paid offer.

Alisa Kay:

And what does it look like?

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What are the deliverables?

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What is your essentially minimum viable product?

Alisa Kay:

The MVP is what is cool.

Alisa Kay:

Whereby you decide, what are the inclusions within it?

Alisa Kay:

We do have a 12 step offer test that we go through.

Alisa Kay:

So like the 12 steps to creating an irresistible offer.

Alisa Kay:

But beyond like the 12 steps, the, the cool ones that you need to think about,

Alisa Kay:

it's like, what is the specific outcome?

Alisa Kay:

What do they get the interlocking with you?

Alisa Kay:

What's the timeframe.

Alisa Kay:

How are you delivering it?

Alisa Kay:

What's the investment.

Alisa Kay:

Like, those are the key things that I want you to think about first, before

Alisa Kay:

moving on to any of the other ones.

Alisa Kay:

Right.

Alisa Kay:

So when we look at your soulmate paid offer, you essentially want to think

Alisa Kay:

about what are those things that they're getting and what is the process

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that you're taking someone through?

Alisa Kay:

So I always like to say to my.

Alisa Kay:

When we start working together, can you make it very specific,

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very tight in terms of the time that you'll spending with a client?

Alisa Kay:

There's nothing was in my opinion than signing on a client to work with you for

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months and months when you don't actually know whether the, that, whether they are

Alisa Kay:

the right fit for what you're selling.

Alisa Kay:

I always like to start off any new client in a smaller capacity.

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For a shorter timeframe with a very specific outcome, because here's the

Alisa Kay:

thing as a coach, you're going to go into different segments of someone's life.

Alisa Kay:

When I speak to my clients on a weekly basis, particularly

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ones that I work with long-term.

Alisa Kay:

We go into, you know, the marriages that kids, that the home life, the

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relationship with their parents, like things that are not necessarily in the

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remit of the business coaching space, but we still discuss those because

Alisa Kay:

they affect how someone shows up in the business, how someone creates

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processes, how someone ends up, you know, repeating different cycles.

Alisa Kay:

So those specific, you know, different topics of life.

Alisa Kay:

Then not necessarily something that you can account for in a

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framework when you first start working with someone, those topics.

Alisa Kay:

I find usually the deep dives based on a specific situation that's coming up.

Alisa Kay:

When I start working with a client though, I like to give them a

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very specific, tangible timeline.

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We'd like to set goals.

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And I like to know that there is going to be a win at the

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end of our working relation.

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When you work with a coaching client over a long time, like I've got a few clients

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who I work with over a year long period.

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We set goals in a very similar way, but for the quarter, but within

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that quarter we like deviate.

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So the point being is that step one in your soulmate client process is

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understanding what is the offer?

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When am I offering someone.

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What's the outcome.

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And how long is it going to take them to get to the outcome?

Alisa Kay:

Because I find that a lot of the coaching space is very like vague.

Alisa Kay:

You know, what does freedom mean?

Alisa Kay:

Have more freedom, have more time.

Alisa Kay:

How many hours?

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So I want your offer to be very tangible and specific, no

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matter what niche you're in.

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And that's the point, step two is then what is your free offer?

Alisa Kay:

So if we figured out what our paid offer is, how can we create

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a freebie that links directly.

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To your paid offer.

Alisa Kay:

And the reason we do this second is because your freebie needs to

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be aligned with your paid offer.

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What most people do is they design a freebie and then they start

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thinking about, oh, well, I'm a coach and this should somehow link

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to whatever it is that I'm selling.

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Whereas that's a very backwards way of looking at it, right?

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If you have a free offer that doesn't really link to whatever it is that

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you're selling, you've just spent weeks, if not months, developing something

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for free, that isn't really aligned.

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So what we want to do is step one, look at your paid off us to look at your free

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offer that is aligned to your paid offer.

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So they are interlinked and they are generally.

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One and the same, they're like two sides of the same coin.

Alisa Kay:

So we look at your paid offer.

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We look at your free offer, and then we look at your content strategies.

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So how are you going to get people to take you up on your free offer?

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Because if they're interested in your free offer, chances are they're going

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to be interested in your paid offer.

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So step three in our stormy client process.

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Content do we have a content strategy that we can rely on?

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Do we have a content nurture, strategy in place where we have people coming back

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for more, over a period of time, right?

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We don't want to just hit it and quit it.

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We want to be able to quote our people just like in any relationship in the

Alisa Kay:

dating process, we want to know, right.

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What's what's in it for me.

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Are we going to be in a very fruitful, sexy relationship or are we going

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to be in a, you know, booty Cole?

Alisa Kay:

Does he mistress topper relationship?

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I always want it to be the former.

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I want to be in a long-lasting sexy relations.

Alisa Kay:

That pays off over time.

Alisa Kay:

Your content strategy needs to do a very similar thing.

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So we have your paid offers.

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The one step two, you have your free offer.

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Step three, you have your content strategy.

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Step four.

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I want you to figure out what is your sales process.

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So I usually will advise my coaching clients to get comfortable

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with selling over the phone over a zoom call over a Skype pool.

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If that's your jam.

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Because the uptake rate, as in like your conversion rate for clients is

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so much higher over a phone call.

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And I actually don't understand why people have such a terrible

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relationship with selling.

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Like why.

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Phone calls.

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I get such a bad rep.

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I see so many coaches in line being like, fuck sales calls, sales

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calls are the root of all evil.

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Whereas I'm looking at the history of the said coach, and she's

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done over a hundred sales calls.

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She knows how to sell to people.

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One-to-one and she now wants to find a scalable strategy.

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Beyond those hundred clients.

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Well, the thing is for most coaches, you don't actually need a

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hundred plus people in your offer to make your minimum monthly.

Alisa Kay:

You don't need a hundred clients in a group coaching program to meet your money,

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like minimum, monthly payments on whatever it is that you want to make in your life.

Alisa Kay:

So why on earth would you be using scalable quote unquote strategies?

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To book a handful of clients when the conversion rate on a launch.

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So let's say you're doing a coolest and you're selling it from

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a webinar or from a live video.

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The conversion rate is usually three to 5%.

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Whereas with a phone call it's, it's 50% to 80%.

Alisa Kay:

Like I like those odds better.

Alisa Kay:

So surely it's not necessarily that phone calls are evil or that you don't want

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to be having, you know, useless quote unquote conversations with customers.

Alisa Kay:

I don't think that they're useless.

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I just think that you probably don't know how to sell over the

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phone and that's the problem.

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Like I remember when I first started in this space, I had a two and a half hour

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sales conversation that I didn't sell it.

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It was like went on and on and on forever until I figured out like the

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strategy and the formula for essentially getting a client from, maybe to a, yes.

Alisa Kay:

And I look at sales conversations like this, your, a doctor and your

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patient is coming into you and you're writing them a prescription.

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So if you're, if you have all of the symptoms and you know exactly what they

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need, you're giving them a prescription.

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Sometimes that prescription is not going to see you again,

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is going to someone else.

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On a sales call.

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You're interviewing them to see if they're the right fit for you and for your offer.

Alisa Kay:

And they are interviewing you to see if you are the right coach for them.

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And they want to spend time with you.

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Like, there's nothing wrong with that.

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Particularly when people are investing thousands and thousands

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of dollars, pounds, euros, whatever it may be in working with you.

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Like give the person the benefit of the doubt that maybe they do need

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an hour of your time or 30 minutes or 20 minutes of your time to have

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that conversation, to just be assured that they're the right fit for you.

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And you're the right fit for them.

Alisa Kay:

There is nothing wrong with doing sales calls and I see them demonized

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to high heaven and it's, and for most people I find it's not that they

Alisa Kay:

don't like doing sales calls, is it?

Alisa Kay:

They just don't know how so for me, you know, in.

Alisa Kay:

Uh, for of a framework, it is your sales process.

Alisa Kay:

Now in my signature program, we break that down to profitable conversations

Alisa Kay:

as in like, how can we use DMS?

Alisa Kay:

How can we use social media conversations To actually make them profitable.

Alisa Kay:

Um, and then step two of that process is how can we have profitable sales calls?

Alisa Kay:

Because again, like nowadays my sales calls last 20 minutes, max, sometimes

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we don't even do a sales call.

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Sometimes we just Vox and forth or Facebook messenger, back and forth.

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And that's okay because I don't need.

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People to hit up my website and book me immediately.

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I want to interview people like I only work with a handful of clients,

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and I think that you should only work with a handful of clients too.

Alisa Kay:

And if I'm only doing that with a handful of people at my highest level

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of investment, I want to make sure that they're the right fit for my office.

Alisa Kay:

So rather selfishly, I want them to get on a phone call with me.

Alisa Kay:

I don't want just any Tom, Dick and Harry to come through my

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funnel and be able to sign up.

Alisa Kay:

Like that's again, it's a very intentional barrier to entry.

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And I think that your soulmate clients are going to respect your

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decision to bar the entry right.

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To, to make it hard to work with you.

Alisa Kay:

Um, and I don't think there's anything wrong with that.

Alisa Kay:

I just, I see so many people get lost in confused trying to do

Alisa Kay:

these really complicated loans.

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That they don't need to do that.

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They end up hating in the end when actually what they want is a

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handful of great one-to-one clients that are gonna help them sell that

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business that are going to help them get to that 10 K 20 K per month.

Alisa Kay:

Um, and I just don't think that launches are required.

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For us, it's, you know, step four in our soulmate client process.

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It's what is your sales process and what does that look like?

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Do we start in a Facebook group?

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Do we start on Instagram to be sat on Tech-Talk can we trace that journey and.

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Th the way that I teach it.

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And one of my favorite testimonials I've ever got is that Alyssa

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doesn't make many clones.

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And I, and I really do family stand by that you and your business will

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develop your own sales process based on how you like to show.

Alisa Kay:

I can teach you how to have a DM conversation that leads to a sale.

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I can teach you how to have a really great productive sales school that

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gives people the transformation that they were looking for, and that they

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thank you for the end while also still getting you the sale that you wanted.

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The end, I can teach you how to have a conversation in a Facebook group that

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leads people to wanting to work with you.

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What I can't teach you is what is your specific customer journey,

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because that's what going to be specific to you and to your offer.

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So that's why it's sort of in the, in the middle of the soulmate client

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process, because you will sales.

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It's going to have those fundamental things that every business needs.

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But again, like we like to teach people to customize it to them and

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to how they want to show up because every single client is different and

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that's, I think that's a magical thing.

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So to recap, step one is always going to be your paid offer.

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Step two is always going to be your free offer.

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Step three is your content process.

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Step four is your profitable conversations.

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Step five is how to have a winning sales.

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And then step six last, but definitely not least is your getting results process.

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I E what is your coaching process?

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What does that look like?

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Do you know how to get people results or do you just know how

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to ask really great questions?

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Like, do all your clients have tangible outcomes at the end of working with you?

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Or do they give you really vague testimonials?

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Like, yeah, she helped me.

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She's great.

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That's not a tangible result that people can see themselves in.

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And I find that most coaching certifications, let me just get

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on my little podium for a second.

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Welcome to my Ted talk.

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Most coaching certifications.

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Don't actually teach you how to get clients results.

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festival.

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They never teach you how to sell.

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but secondly, they don't teach you how to have those results oriented conversations.

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In a very succinct manner that I think most coaches are

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missing in their businesses.

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So what I want to know in this specific, you know, step four, the Solomon client

Alisa Kay:

process is, again, it goes back to the paid off, uh, what's the result.

Alisa Kay:

And do you have the skills to keep a client on track throughout the process?

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Do we have the seals to recognize where is the client triggering you and

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where are you triggering the client?

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Do we have the skills to go.

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To, to go beyond the 10 20 questions that every coaching

Alisa Kay:

certification gives you and actually.

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Like, do you have the skills to be okay with your clients hating you?

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Because in my experience, the Goshen process, isn't always,

Alisa Kay:

you know, fun and games.

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It's you pushing your client to sometimes their limits.

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It's sometimes you pushing yourself.

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To embody the coach that you need to be.

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And I think that's a too fast that did the conversation and it's a two faceted step.

Alisa Kay:

It's like the coaching process for you, the coach and the coaching

Alisa Kay:

process for them, the client.

Alisa Kay:

Um, and that's what we go into when we look at the soulmate client process,

Alisa Kay:

because just as much as they need to show up in the coaching relationship,

Alisa Kay:

you need to show up as the coach in that coaching relationship.

Alisa Kay:

And I think sometimes that boundary gets blood.

Alisa Kay:

so this, all my client process, therefore is these six steps and yeah, sometimes

Alisa Kay:

we go deeper underneath each PSAP.

Alisa Kay:

Obviously there are different, ingredients to everything that we

Alisa Kay:

teach, but to give you an overview and to, to make him understand that

Alisa Kay:

in order to be fully booked successful coach, we always start with the offer.

Alisa Kay:

We always look at what's the offer, how do we want to sell it?

Alisa Kay:

What's the process for.

Alisa Kay:

You know, what's the content that goes into that.

Alisa Kay:

And w how, how are we actually going to sell it?

Alisa Kay:

Right.

Alisa Kay:

And how do we get people results?

Alisa Kay:

And I think it's the, how do we get people results step that is almost always missing

Alisa Kay:

from every single digital online program.

Alisa Kay:

And I want you to start thinking about, do I actually know how I get people results?

Alisa Kay:

Can I, is it something that is measurable?

Alisa Kay:

Am I checking in with my clients?

Alisa Kay:

You know, am I monitoring that progress?

Alisa Kay:

Am I getting feedback constantly?

Alisa Kay:

Am I getting testimonials?

Alisa Kay:

Are people really clear when they work with me?

Alisa Kay:

What they're getting, because what most coaches don't do see, or even track is

Alisa Kay:

their results, we recently did the sewing con accelerator of launch and the freebie

Alisa Kay:

quote, unquote, I sent a survey out to my.

Alisa Kay:

And I gave people the testimonial process that we use to collect us the most.

Alisa Kay:

And that process always us such a great feedback because people

Alisa Kay:

just don't know how to ask.

Alisa Kay:

Do I know how to ask for testimonials?

Alisa Kay:

They don't know how to, you know, they don't have processes

Alisa Kay:

in their coaching business.

Alisa Kay:

They sort of just show up for the conversations and hope for the best.

Alisa Kay:

And actually I think that you can systemize your coaching process.

Alisa Kay:

You can systemize your coaching business, and that gives you more freedom.

Alisa Kay:

You know, discipline equals freedom is one of my favorite Katrina, Ruth quotes.

Alisa Kay:

And it's so true when I started implementing more processes at each

Alisa Kay:

stage, ova, soulmate, client coaching process, the processes within the

Alisa Kay:

processes, you know, you're in the matrix.

Alisa Kay:

I started to really experience more levels of freedom, more levels of

Alisa Kay:

growth and more levels of profit too, because everything became

Alisa Kay:

easier and it became easier to track.

Alisa Kay:

It became easier to measure and it became easier to figure out

Alisa Kay:

what do we need to change based on the results that we're getting.

Alisa Kay:

And I think that most people just don't track anything in their businesses

Alisa Kay:

and that's why they end up losing.

Alisa Kay:

And leaving money on the table.

Alisa Kay:

So I hope you loved that breakdown around the soulmate client process and how

Alisa Kay:

we teach it in our signature program.

Alisa Kay:

I would love to know what was your biggest takeaway from today's episode?

Alisa Kay:

Is there an ingredient that you've been missing out on?

Alisa Kay:

Uh, Finally, how do you feel about having sales conversations?

Alisa Kay:

Do you love having sales schools?

Alisa Kay:

Do you hate having sales schools?

Alisa Kay:

It feels like such a controversial topic, but I would love to know

Alisa Kay:

your feedback so you can DM me on Instagram at Elisa K coaching.

Alisa Kay:

And we can have that conversation because honestly there are generally two types

Alisa Kay:

of people, in two different camps.

Alisa Kay:

And I would love to know your perspective, so we can have a deeper conversation about

Alisa Kay:

it over an Instagram, but for now, thank you so much for joining me in today's

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About the Podcast

Own Your Message Podcast
Welcome to the Own Your Message podcast: the place where I teach you how to be consistently authentic online so you can create magnetic content that excites your audience and shows you as the expert that you are.

I’m Alisa Kay, and I’m a business coach who helps hidden experts become in-demand entrepreneurs fast. I’ve spent the last 5 years studying content, copy, marketing and the principles behind coaching psychology. I have helped hundreds of business owners learn how to show up more powerfully, take back their power, and make more money by tapping into the strategies I will be sharing.

In this podcast, you’ll learn how to harness the power of your unique story and use magnetic marketing tools so that you can confidently OWN your place in your industry.

Get ready to transform your marketing to reach more people and finally feel authentically YOU online.

Previously the modern coach podcast.