The Magical Art of Messaging: A Non-Salesy Strategy for ALL Coaches

A lot of us assume that first getting into this business is gonna be relatively easy, but it’s important to understand there’s always a sales cycle. There are certain months you’ll be swimming with a particular current, and other months you just won’t. There will be a natural phase where people are coming to you, and others where you’ll have to be more proactive. We can’t control the way the tide’s going, but we CAN control how we adjust our sales. Our messaging is one thing we have full control over!

Common pitfalls I hear when it comes to messaging:

“I don’t want to be sleezy, or for anyone to feel like I’m being salesy.” No, you don’t want your approach to be slimy! It’s all about our intentions. Instead of starting off with a cold message you send to everyone, it’s important to start with a warm connection.
Lack of confidence. It’s hard to feel confident at the beginning if you haven’t seen a lot of success in the past, but the more you test and try it, the more success you’ll find. If someone says no, it typically has nothing to do with you. They just self-selected themselves as not one of your ideal customers, so don’t allow it to filter through your mindset. (They actually helped you out!)
Fear of rejection or hearing no. “No” often just means not right now, or they don’t need your solution. No one is rejecting you personally. It likely means they’re not your ideal customer, or not your people. It’s extremely important to know who you are truly meant to work with, and be ok with people self-selecting if they’re not for you. (Sometimes the wrong people prove to be more work for you in the end!) The most successful people are the ones who’ve faced rejection the most. It’s a matter of figuring out who your people are and who they aren’t.

It can be hard to balance all of this! Messaging and inviting means the difference between your business growing on its own, or putting steps in place to make it grow quickly. You CAN fall in love with the process and I want to help you understand that it’s about the daily discipline, and letting go of the end result. It doesn’t actually matter what people say when you reach out to them- it’s about fine-tuning your process and getting comfy with testing things (how you approach people), and knowing your goal for the month, year, etc. If you’ve set a goal of a certain number of conversations, make sure you do it. It’s about committing to a daily discipline. Detach yourself from the end result, and just commit to doing what you say you’re gonna do.

When I’ve done surveys to see what’s working in social sellers’ businesses, they always find out that their customers say “well no one else messaged me.”

If you want results like never before, you have to be willing to look at inviting like never before. Being salesy comes from an intention of trying to sell something. In reality, you’re selling nothing… Everything you’re doing is free. You’re offering advice, you’re educating people. You’re the expert providing value! You’re guiding people. That’s how I want you to think about this process! You’re not selling at all.

5 Steps to a Non-Salesy Invite:

Step #1

Choose Your Mantra.

Decide how you’re gonna get yourself into the zone each day before you get into any work-related activities! This doesn’t have to be complicated.

Step #2

Build Commonalities.

Identify what you have in common with that person before having a convo with them. Do your homework: Use their name, compliment them, tell them something you have in common. Always end with a question.

Step #3

Define Goals & Timeframes.

If you’re not trying to help someone, it’ll always feel like you’re selling something. What are their goals, when do they want it to happen, and how can you help them? Ask about their current routines, etc. You need to know what the gap is in their products or routine before you can provide a solution! (They have to open up to you and tell you they have a problem!) Ask them about their goals (and when they want to see them by.) Be open to alternative measures (Video/Audio: Where do you perform best?) Don’t send rapid-fire questions. It needs to be conversational!

Step #4

Provide solutions using EXACTLY what they’ve told you!

Providing a solution is how you can reframe it for them. You can use their verbiage to explain how your solution will provide the solutions they want. Anyone in the market to buy something is looking to solve a problem, so it’s up to us to really understand that problem. Use their language and verbiage. It builds rapport and confirmation of understanding. Repeat their goals and benefits they told you they’re looking for.

Step #5

Ask for commitment.

60% of people don’t take this step! (It’s the most important!) It’s not that scary if you do one of my favorite approaches- the “Option Close.” Something like “Do you want to start with ____, or _____?” “Which is better for you?”
And Make sure you have a “soft option” close too, where you send samples or have them try something with no commitment. It takes pressure off!

Remember: Everything you’re doing is free here. There’s no selling- just educating!

This perspective will ease some of the pressure and help you come from a more authentic and genuine place.

Key Takeaways From This Episode:

“Stop selling and start helping.” - Zig Ziglar
“No matter how knowledgeable and enthusiastic you are, if you do not solve the problem, you won’t satisfy the customer.” - Step Hyken
Anyone in the market to buy something is looking to solve a problem, so it’s up to us to really understand that problem.