How to launch a 1-2-1 service (and yes you need to launch!)
April 7, 2022
You DO need a content strategy – even if you sell a 1-2-1 service.
If you’re struggling to sell your services as a coach or consultant it may be because you haven’t actually launched your service.
Because launches aren’t just for internet squillionaires selling digital products/services one-to-many. Every business needs to launch – regardless of what you sell. And you need to launch everything – including 1-2-1 coaching/consulting, done -for-you or done-with-you services.
Which means you need a launch plan and launch content.
In this episode of the Courageous Content podcast I share the five types of content you need to launch and sell a service. These are:
Lead Generation
When you sell a 1-2-1 service, you need to spend time thinking about your hottest leads are typically those who already know, like and trust you i.e. current and previous clients.
Your ‘warm’ leads are those you already have a relationship with but are yet to invest in your products/services.
Your ‘cold’ leads are those who don’t even know about you yet – but would benefit from your service.
This means you need three types of content: an offer outline, an outreach email for your hot/warm leads and one for cold outreach.
There are templates for all three in my Business Basics Content Kit.
Sales Call Onboarding
If you sell a 1-2-1 service, typically your goal will be to book sales calls. And the more successful your sales calls, the more clients you’ll have.
But running successful sales calls isn’t just about what happens during your meeting with a prospective client. The way you prepare your clients for sales calls – and follow up with them afterwards – can make all the difference.
Creating an ‘onboarding’ sequence of emails for prospective clients that includes info on how to prepare for the sales call and reminders – will almost certainly increase your success rate.
There is a template for a sales call onboarding sequence in my Business Basics Content Kit.
The sales call
To run a successful sales call, you need to have a plan. Creating a template/checklist for your sales calls will ensure you make the most of the sales call and get all the information you need.
There is a sales call template/checklist onboarding sequence in my Business Basics Content Kit.
Sales follow up
Following up promptly with prospective clients is vital to boost conversions. But this can be tough when you’re busy running a business – which is why creating templates you can adapt for different clients/scenarios can help a lot.
Typically you’ll need four types of follow up email/sequences.
- A follow up email for prospects you don’t feel are suitable
- A follow up email for prospects who say ‘yes’ on the call
- A follow up email for prospects who ask you to send a proposal
- A follow up email for prospects who say they need time to consider
There are templates for these emails in my Business Basics Content Kit.
Client onboarding
When a prospective client has said ‘yes’ it’s tempting to take your foot off the gas. But the way you ‘onboard’ a new client can make all the difference. And a great onboarding experience can increase the lifetime value of your customers.
To that end it’s worth creating an onboarding sequence that includes: confirmation of their booking/place, information on any action they need to take and when you will next be in touch.
There is a template for a client onboarding sequence in my Business Basics Content Kit.
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