Andrea Nordling 0:00
My friend, welcome to the profitable nutritionist podcast. On this super special episode, you are not going to be hearing from me. It’ll be a nice change, right? Instead, you are actually getting a peek behind the curtain at what a live coaching call is like inside the profitable nutritionist program, and this coaching call replay that you are about to hear is absolutely fire. But first, let me give you a little bit of context. Every single week inside the TPN program, we have live coaching calls, just like the one that you’re about to hear, and then we also sprinkle extra coaching times and deep dive workshops added throughout the month as well. Coaching is a really central part of the experience in the TPN program. Because, as we know, and this is true for my clients, it’s true for your clients, knowing the information is not enough, actually implementing the information, whether you’re my client or we’re talking about your clients, here is what matters. Okay, coaching the people to do the things that they want to do, is where the magic happens. Because we can all have all of the information, all of the steps, but if we don’t put the steps in action, it does us no good. And so that’s why coaching is so essential in my program, and that’s why I teach you very specific strategies for how to coach your clients, so that they better implement the information you give them and have better results as well. All that to say you might not know what a coaching call looks like or sounds like or feels like, or how you would interact on one of these live calls in a program such as TPN. So I wanted to make sure that you can hear what it is like to get coached, to be a fly on the wall during a coaching call, or to listen to the replays, because once you are in the program, you have access to three plus years of call replays just like this, and all of the gems inside of them. So coaching with me in the program happens on a weekly basis. It’s, I shouldn’t say it’s always with me. It’s either with me our team of TPN support coaches that are thoroughly trained in the TPN process, as well as other industry experts that I bring in to teach and coach on really specific topics, which is what I did by having Olivia come in and do the call that you are about to hear so recently, Olivia vazquero, my friend, personal friend, but also consult guru, hosted a live zoom coaching call, the one that you’re about to hear, where she went really deep on creating demand for client consult calls. How do you actually get people to book the calls? What do you say? What do you not say? How do you do it? And then she taught on how to systematically keep your calendar full of potential clients reaching out and those console calls. But what do you do when you have the calls you ask? Well, that’s where this gets really, really fun, because she also teaches how to overcome the objections of your best future clients on that call when they’re stuck with a money objection, a time objection, or other nuanced objection of any sort, to getting started right away. So this is for your ideal people, where, you know, oh my gosh, you are perfect. We have to work together. I have to help you. But there’s something standing in their way. That’s what I mean by overcoming objections. And Olivia has a gold system for how to overcome those objections, and she teaches that on the coaching call that you’re about to listen to. So if you’ve got a lack of client consult calls on your calendar right now, first of all, or secondly, if you’re not confident with how to broach money objections in particular, when you’re on those calls, this episode is going to be solid gold for you. You’ll probably save it and listen to it multiple times. Here’s what else you need to know. Olivia taught a six part super duper deep dive on her exact framework for how to structure a high converting consult call. And that is a bonus that you get inside the profitable nutritionist program. It is meaty with a workbook for exactly how you structure a high converting consult because, as you can imagine, in the next hour. She cannot teach all of the nuances of that. So just know that when you get done with this episode and you think, oh my gosh, I need more of this, this is exactly what I needed. You are, right? You do? You need the whole consult call framework, and you need weekly coaching and Q and A calls like this one, so that you’re not wasting your time week after week doing the wrong things that aren’t getting results in your business. We want to welcome you in to a much better way and a much more fun way to run your business, and that’s inside the TPN program. So go to the profitablenutritionist.com/join and get into the program. As I am recording this for you right now, September 2024 we are about to open the doors for the final time that TPN will be offered with a lifetime access to the weekly coaching calls and the bonuses, like Olivia’s six part consult intensive workshop that is offered for you when you join the program, which means now is the best time for you to join. Doors are opening September 12 to the 18th, so get it on your calendar if you’re listening to this episode after that enrollment has closed. Don’t worry. You can get on the wait list for the next enrollment at that same page, the profitable nutritionist.com/join, but first, let me give a huge plug for Olivia before I let her take it away, as you are about to learn, she’s an incredible entrepreneur and coach. So if you’re a lawyer, you are the specific type of person that Olivia coaches. And when I say lawyer, I mean either. A practicing or recovering lawyer, and if that is you, you need to check out her podcast and her membership called the less stressed lawyer. I know that there are not a ton of lawyers that listen to my podcast, so it’s more likely that you probably know someone that is an attorney that could really use her help. So send them to the less stressed lawyer.com the less stressed lawyer podcast, the less stressed lawyer membership. We’re going to link that up in the notes for this episode. If you are not a lawyer, though, and you want to get coaching from Olivia in person, you’ve got to check out her obsessed retreat. This is where she hosts an epic three day live coaching event. It’s a personal development event at a swanky hotel that will basically completely change your life. That is guaranteed Olivia’s events are second to none. So if you decide that you want to sign up for her next obsessed retreat in November in Palm Springs, I just might see you there. Hint, hint, so all of the information on the obsessed retreat is also linked up in the show notes for this episode. I think I’ve given you enough homework. Join TPN come to coaching calls just like the one you’re about to hear. Fill up your consult calendar with potential clients and learn how to overcome all of their objections so that you can help all of the people. And if you want to work with Olivia directly, you gotta go and click on her links as well, and maybe I’ll see you in Palm Springs, just saying, all right, my friend, I will let Olivia take it away. Enjoy.
Olivia Vizachero 6:20
So excited to be here with you guys. For those of you who don’t know me, my name is Olivia zacro And I did the consult intensive inside of TPN, and we’re going to talk about consults today, one of my favorite topics to coach on. So I want to go over and teach you three things today, and go ahead and raise your hand if you want to get coached on anything consult related, I’ll get kind of a queue lined up. My absolute favorite part of TPN, I love that. Zoe, so good. I’ll get hands raised, and then, so good. I’m starting to see people raise their hands right now, and I’ll have a queue, and I’ll be able to call on people, but I’m going to dive right into covering what I want to cover, and then we’ll get to coaching. Okay, so we’re going to cover three things today. Number one, I want to talk about clarifying how you create consults. So I want you to do me a favor and rate on a scale of one to 10, and you can drop your answers in the chat, just so I have an understanding of where you guys are at but rate your belief in this statement, I create consults, or creating consults is within my control. Read that your belief in that on a scale of one to 10, because one of the things that I see coaches struggle with, or any service providers struggle with 10. Amazing. Courtney, that’s so good. Four, 910, 945, so good. Susan, 4741,
of the things that I see people struggle with is they don’t believe creating consult is within their control, right? So I want to make sure that you have a really strong belief in this. So what I like to do is make two lists what’s within my control and what’s not right. And you’re going to list out all of the things that you’ve done to create consults before, okay? So in the early stages of my business, that looked like, meet people, okay? And I would list out the specific ways I would do that. So like, in person, networking, right? I connect with people. I literally send a connection request on social media. So connect with people on LinkedIn, and then I would engage with their content. I would like and comment on it, and I would post my own content four times per week, and then I did one monthly webinar. And that’s what I did for a really long time. I take other action now in my business, but in the beginning, that was really what I did consistently, to create consults. And all of this stuff is within my control, okay, how I do it, the belief that I do it with this is what it took for me to create consults, all right, and posting my own content and my one one monthly webinar with how I added value ahead of time. And then we could also list at the end of both of those things I made offers. Okay? So, however you create consults however you market yourself, that’s what you want to list out under what’s within your control. You have the ability to do that as often as you like, right? We want to work on building the requisite belief that you take those actions with what’s not within your control. If one in particular person signs up for consult or decides to work with you, that’s what’s not within your control, and the good news is you don’t need to control that. Okay, if you do this, whatever your actions are that have created consults in the past. List. Maybe it’s networking in a certain group. Maybe it’s sending emails to your list. All right, I do that now. I didn’t do that in the very beginning, but maybe it’s sending emails to your list. Maybe it’s doing things to build your email list. Whatever’s within your control is all that’s needed to create consults. And one of the things that I find people struggle with is they want an exact recipe for, if I take this action, I will create a consult at the end of it. And they want the certainty of that, okay, but what I’ve learned is that if you take these actions repeatedly, you will create consults. It just might not be the exact exchange of like I’m going to be able to do that today, as you build your lists and build your audience and build your demand, you’ll have that ability. I have that ability now, where I can send an email to my list and create a console on demand, but in the beginning stages, I didn’t have that ability. Okay, but I want you to get really clear on all the things that you’ve done to create consults so you can get those numbers up to a nine or a 10. I know exactly what to do to create consults. I might have to do it consistently and frequently enough over a period of time in order for that action to compound. Okay, but I really want you to work on never telling yourself again that you don’t know how to create consults. Okay, so that’s the first thing that I wanted to cover today. Second thing I want to cover, evaluating your consults with specificity. Okay, I teach my clients, and I don’t know if you guys can type in the chat if Andrea teaches this as well, but I teach my clients to evaluate their consultations by answering the questions what worked, what didn’t work, and what would you do differently on the next one, okay, it’s a really simple evaluation process, but one of the mistakes that I watch people make, my clients included, is that when they’re listing what didn’t work And what they would do differently. They’re really vague, okay, they’re really surface level. Now, another thing that I teach my clients, if you resist evaluations, I hear you, I used to resist doing them as well, and I’ve given my clients permission to do really short evaluations. Don’t underestimate the power of a short evaluation. You can list three items for each one of these things. If that feels too onerous, you can list one item for each one of these things, what worked, what didn’t work, what would you do differently? You can, for sure, spend, like, an hour evaluating a consultation and get so much meat out of it. But if that feels too burdensome, and you’re unlikely to evaluate a consultation. If you make the bar that high, you can keep it really simple and just ask yourself, what are three things I could list under each one? However you want to make sure that you’re being really specific. So an example of not being specific enough would be clients said, I can’t afford it. Okay? And you said, okay, and you just let it go. You didn’t go and dig any deeper than that. You didn’t ask questions, you didn’t talk to them. You didn’t work on figuring out what their objection was, finding the truth. You didn’t dig in any of that. Okay? So you might say, what would I do differently next time go deeper, ask more questions. All right, if that’s how you evaluate, you’re not going to leverage the learning that you can get out of every single consultation. All right. Instead, you want to actually figure out, what would you ask instead? Okay, and identify some questions, would you do differently? Right? You might say, tell me more about that, because to get them talking and to gain a little bit more information from them, okay? Or what does that mean? Or I back up, and we’re going to talk about this in the second, but in a second with the third thing that I want to teach you. But like before we talk about money, let’s figure out if you think this is the right fit for you. When you evaluate this specifically, you create a playbook, so that way, the next time you’re doing a consult, you already have these responses in your arsenal. You’ve been able to think through these questions, these situations, outside of the pressure of being on the phone or over zoom with someone. You’re able to work through it. Okay, so that’s what I want you to do. I want you to get really specific, and you can play this out like, five questions into it. If they said this, what would I say next? If they said this, what would I say next? Okay, play it out like your role playing a conversation. That’s how specific you want to be. You want to figure out exactly what you would ask, exactly what you would say differently. If someone’s like, I can’t afford that, like one of the things. That I’ve uncovered and doing evaluations this specifically is I normally say it with a little bit of levity. I’m like, and I’ve only said that on certain consults where I’ve really felt the trust has been established with a client. But I’ll say that, and then like, or is that true? Or like, if they say I need to check my bank account, I’ll say, is that true or do you really just want more time to make this decision? Because if you want more time to make this decision, let’s talk about why that is okay. Let’s talk about what’s causing you to hesitate. That’s a much more meaningful conversation for us to have, and normally that spearheads us having a meteor conversation about what their objection is, okay? So you want to make sure you’re evaluating with enough specificity. And then the third thing I want to teach you is the framework for overcoming objections. Okay? I think overcoming objections can get really overwhelming, and I just want to give you a checklist of things that you want to be establishing in your conversations with your potential clients, okay, this is how I think of it. I have a mathematical brain. I’ve been on Andrea’s podcast. We talk about my flow chart brain. That’s how I think of everything. So this is the flow chart that I use in my head when I’m doing consultation calls with people. Okay, when they are coming up with a little bit of resistance and they’re not sure if they want to move forward, this is what I want to establish. In this order. So the first step is I want to establish before we talk about money. Do they think working with me is the solution to their problem? Okay, there’s no point in talking about money if you haven’t established this yet. So this is where you want to start. Do they think that working with you is the solution to their problem, right? And then second, can they technically Ford it all right? And that’s going to be the most uncomfortable part of the conversation, for sure, right? But just establishing, like, okay, and I’ve talked about this in the consult intensive, of like, people fall into one of two buckets. They absolutely can’t afford it, which is really, really rare if they’ve booked a consultation and they’ve gotten on the phone with you. All right, no one books a sales call if they don’t have money to spend. I promise you. Just like, no one walks into a car dealership to look at cars if they’re if they don’t have money to spend. All right, so can they technically afford it? You want to talk to them about that, and then, once you’ve established they can technically afford it, all right, so it’s either they absolutely can’t, or they can, but they’re hesitating, or the reasons discussed in the consult intensive and then the last one is, do they want to spend their money on working with you? And why or why not? Right? Normally, it’s going to be their fear, their fear that it won’t work and their fear that it won’t work only ties to those three reasons, right? They don’t think you can help them. They don’t think coaching or whatever service you provide will solve their problem, or they don’t believe in themselves that they’re fixable, or that they’ll do the work that they need to do in order to get the results. But it ties into that, okay? So do they want to spend their money on this? So I like to go through and establish each one of these things, one at a time, when I’m talking them through and having those conversations about objections. All right, so that’s what I’ve got for you guys. Courtney, you’re up first. I’m going to bring you up and promote you as a panelist, so we’ll get into the coaching. Okay, hey there. How are you so good? How are you pretty
Speaker 1 18:40
good. So my question, actually, I asked Andrea a few weeks ago, and I just wanted to see if you have any different insight on this. Olivia, what would you recommend, if anything, for getting cold prospects who book a free call to actually show up to the call, other than doing things like morning of reminder text, sending them, you know, multiple text reminders of sessions coming, that type of thing.
Olivia Vizachero 19:04
Yeah, so let’s get into their mindset. What do you think their thoughts are that cause them to not attend the call?
Speaker 1 19:11
I don’t have time for this. Maybe it’s fear that it won’t be worth their time. Maybe they’re afraid they’re going to have to make a big decision right then and there. Okay, maybe they aren’t truly ready to hire somebody to help, and they’re just kind of out there looking for free resources, or do it yourself resources.
Olivia Vizachero 19:32
So what would you want to say to them to get them through these objections? Basically
Speaker 1 19:38
tell them what they’re going to get if they take the time with me on the call, which actually do in my emails, they get automatedly, you know, automatically sent when they they sign up, right? You know, try to this was kind of the advice that Andrea gave to, like, try to call out, like you’re not a good fit for this call. If you’re looking for a really quick fix solution, or you’re looking for a do it yourself. Silver Bullet. It, which I do say to the email, yeah, basically, just try it. I mean, try to take the pressure off, and I try to state it as like, this is just a 15 minute call. Don’t even have to turn your camera on. We’re going to basically talk about what you’ve tried and then see whether or not I can help you. Right? So I, I’m not entirely sure what else to optimize like in my like, either email or text wise, if I do more of a personalized follow up with them to get them to show
Olivia Vizachero 20:24
so I think there are two options. One is the more personalized route. Like, if you’ve done automated stuff already, I would consider getting more personalized that way. It creates because, if you’re thinking about it from the lens of like, in order to get on the console, they need to know like and trust you, right? So there’s something lacking in that department, especially, like the colder the traffic is. Now, this might not be the most scalable thing, so it depends on the volume that you’re doing, but if you’re willing to personalize it, speaking directly to them, like I know Andrea does. She records some videos and sends those to like people on wait lists and things like that. She has, I don’t know the tech that she uses. I bet if you ask her inside TPN, she’ll be able to tell you it’s like a specific program that allows you to record like short form video, and it’s like a two minute video or whatnot, and it sends it to them, but you can say their name and personalize it, so that’s one option if you’re willing to do that. And then the second thing that I where my brain goes is, how can I start a conversation before the main conversation? So like, if you could just ask a question that gets them to respond. Like, it’s really, really easy. They just have to reply to an email. But it’s like, hey, what’s the one thing that you’re struggling with? Or like, what’s the one thing that you’re most looking to answer on this console? Or like, what’s the one problem you’re most looking to solve? But it’s just something where, like, they opt in a little bit more to create a little bit more of a bond or a connection with you,
Unknown Speaker 22:05
yep.
Olivia Vizachero 22:06
How do they need to feel to show up to the console? Like, what’s the one word emotion?
Speaker 1 22:12
I would say, safe, right? Probably like cared for or listened to. I think that’s just a big one our clients Express when they come to, you know, work with us or talk to us for the first time. Like, you took your time, right? You weren’t just like, offering me a med and shoving me out the door,
Olivia Vizachero 22:30
right? Yeah. How can you speak to that in your communication with them? Like, how can you make them feel safer and more cared for?
Speaker 1 22:38
Well, I like your idea of asking them what the one thing is, or looking for help with because I took away my my short form, kind of like, what are the areas you’re struggling? I just took away all barriers to schedule the call, like, there’s they basically just click a link and schedule, and I have no idea what they’re struggling with. So that would make a lot of sense, just for me too, to understand that. I mean, other than just reinforcing, like, my goal is to really understand what you’re dealing with and see if I can help you. I mean, I feel like I try to say that, right, like in the emails too, but I guess that’s, uh, that’s what comes to mind, wow,
Olivia Vizachero 23:11
yeah. And I, I like to use myself as an example sometimes. So it’s like, what emails do I respond to? Or what question like if I get a really long questionnaire, I’m not going to respond to that. I’m like, That’s wait way too much time. One of my coaches earlier this year sent a really simple email. She was like, hey, the title was like, the subject of the email was thoughts about renewing, yep, and the body of the email was like, hey, enrollment is opening, you know, on Tuesday or whatnot. I want to know your thoughts on renewing. How can I make it an easy yes for you? Like, just tell me whatever’s coming up for you, and I’ll respond to your email. And it was just so simple. It was just like, hey, let me. Let me know your thoughts, and I was able to communicate my thoughts. It was one question. That’s all I had to answer. And I was like, Oh, that’s easy enough. So I typed a response, and then she responded to me and we I wanted more time to enroll. That was like my hesitation. I was like, I want to be able to enroll in July instead of in early May, because the program didn’t start until late July. So that one question was a low enough, you know, barrier of entry where I was able to devote time or willing to devote time. So those simple questions can really get at that.
Speaker 1 24:39
Okay? So possibly just asking, like, what is the one health issue you’re struggling the most with right now might break the barrier down for them, yeah,
Olivia Vizachero 24:50
and if you can get them to respond one time, like, now there’s a personal connection, right, right? There’s also a book called. Art of persuasion, I believe, or the art of Influence by Robert caldini. If you YouTube this, you will be able to find like the clip of him explaining this, but he talks about restaurants that had really high no show rates for reservations, and he changes the language and how they communicate. Of like, Hey, if you’re gonna cancel, like, please do this. He switches it just a little bit. And the flip in language made, like, an extreme difference in people actually calling and canceling the reservation, versus just no showing and not showing up for the consultation. And it’s like he flips one thing that he says. So if you google or youtube that you’ll be able to find, I’ll type in the chat his name. Okay, perfect. So sometimes it’s small tweaks like that, but I would just really be thinking about like, what’s their barrier of entry? What do they not feel connected to you? How can you make them feel more connected? How can you create a little bit of a bond or relationship with them before that time for the call comes that way, they feel like a little bit more beholden to you, but also safe to show up to the call knowing that, like the problem that they’re struggling with is what you’re going to address on the call. Okay, awesome. Okay, yep, yeah. And, like, these are fun problems to solve with cold traffic, for sure. So, like, I just like to manage my mind around, what’s my expectation? What am I working towards? Like, one of the things I’ve learned with people no showing on consults, like, never take it as a yes until you’re on the call with them, and they just you haven’t built up enough of no like trust for them to get on the call. So even if people no show for one, it’s like, if they’re still on your list, they might book again, and you’ve just got to keep talking to them, to nurture them, to get them to feel more comfortable showing up and talking to you about whatever it is they’re struggling with. Okay, makes sense? Okay, yep, awesome, cool. Thank you. You’re welcome. All right. Lindsey little, Hey there.
Lindsay Little 27:16
Hi, Olivia, it’s so fun to tell it. I know what’s going on? I was going to ask you something different, but now I think I want to talk about creating consults. Yeah, let’s talk about it. And it feels like like I had to take a little break mid May through June, and it kind of slowed down. You know, my momentum, I guess that was I had going earlier this year, and now I’m having a hard time getting back into it, so I’m running ads, I’m doing LinkedIn, like, I feel like I’m doing all these things, and I still haven’t cracked the code on consistency with it, and I know it’s going to be a bunch of different things, but I’d like to figure out where, like, what’s the best use of my time? Instead of trying to do a million different things, like, where do I optimize? Yeah,
Olivia Vizachero 28:06
that makes sense. You say you haven’t gotten it to, like, a place where it’s consistent. Do you mean results being consistent, or the action being consistent?
Lindsay Little 28:15
The results all right, I feel like I’m I feel like I’m consistent to a fault, almost like I will keep doing something, even if it’s not necessarily getting anything. Because I feel like consistency is key, yeah, and I feel like maybe that’s holding me back, almost Okay,
Olivia Vizachero 28:35
so tell me a little bit about what’s going on with your ads, and then tell me what you’re what else you’re doing?
Lindsay Little 28:40
So I’m running ads. I’m working with, well, I’m working with Emily to work optimize, like my copy, my work with main page and all that, so that I’m sure will kind of work itself out. LinkedIn, I have had success on there. I’ve actually gotten a few clients, and I’ve had a few referral partners based on it, but it’s very sporadic, and quite frankly, I’m don’t know what to like DM people, you know, how do I start that conversation without being a, you know, a weirdo? So LinkedIn, I would say, of all the social media has been the most successful for me, for sure, same like, I
Olivia Vizachero 29:24
know that, and for me and all of my clients, it’s always the case. Yeah, I just like people there by and that you have put in on social media, on LinkedIn, is so much less to produce than on Instagram, Facebook, anything else that’s been my experience. Who are your ideal clients?
Lindsay Little 29:42
I help with people with digestive issues. So mostly women over 40, usually like busy women. They have a career. They might have older kids. That’s who I’m talking who I’m trying to talk to.
Olivia Vizachero 29:56
How are you connecting with them right now?
Lindsay Little 29:59
On LinkedIn?
Andrea Nordling 29:59
Okay, specifically,
Lindsay Little 30:00
I am, well, that’s, I don’t really have a good strategy, to be honest. I mean, I’m searching like, you know, HR, generalists or financial planners, like people who I feel like could afford services. So I’m kind of starting there. But literally anyone could have digestive
Olivia Vizachero 30:19
issues, for sure, and sometimes, like, especially with LinkedIn, because of the search function of LinkedIn, you just have to pick some jobs, yeah. So, like, attorneys would be great for you, okay? Or their digestive systems are a disaster because they probably just consume caffeine and eat, okay. But like partner, partner level people will get you that like 40 plus, okay, okay, so if you typed into the search bar on LinkedIn, like partner attorney, it will return people who are at that level. General Counsel would be a search term that I would use. Okay, you can also so I have four ways of connecting with people on LinkedIn. One is to search their job title. The second one is to go to a business page. So I go to the law firms. If you Google a list of the top 100 law firms, or top 200 law firms. It’s called AMWA 100 AMWA 200 those are people who are making significant amounts of money. They’ll have no problem, problem paying your fees. But you can search so like Kirkland and Ellis is the name of a law firm. So you can go to that law firms page, and then go to people and filter by partner. You would search partner, and then all of the partners that would come up with and you’d send connection requests to the women. Okay, third way that I do it is I it, let’s say one of those women connects with you, they accept your connection request. Then I would go to their profile, and in their bio, it’ll have that 500 plus connections that’s hyperlinked, and I go, like your people, know your people. So if that person is an ideal client, most of their connections will probably also be ideal clients for you. So I’ll go to their connections, and I’ll also send connection requests. And then the fourth way that I do it is if I’m following someone, I’m connected to someone, and their content shows up in my feed I go to who’s ever engaged with that post, because those people are really active on LinkedIn, which is a good way to get in front of people who are active. Are you maxing out 100 connections a week? Not
Lindsay Little 32:37
consistently? I was, and when I am that’s when I get a lot of traction. So I do I need to get better at that. Yeah,
Olivia Vizachero 32:46
that is just low hanging fruit. Okay? And if you do it on your phone, it’s faster. Oh, okay, way faster. So if you do it on your desktop, there’s a double pop up, so you click button, and then it’s like, do you want to send a note? I don’t send a note unless you’re connected. They don’t see it until after you get the connection request. I think it’s not really worthwhile. All I care about is their eyeballs on my content. So I just them. Just want them to accept the connection request. But if you do it on your phone that pop up, doesn’t pop up, and just go down the list, and you’re literally clicking the bubble. It’s like a little human with a plus sign. And you can just go down, and then you scroll, and you’d go down and you hit some more. So you can do it like,
Lindsay Little 33:33
a week. Okay, okay. And how would I start that conversation? Like, how, you know, I can’t just say, Oh, do you have digestive issues?
Olivia Vizachero 33:42
Yeah. Do you ever do a free training?
Lindsay Little 33:47
Yes, I’m working on reviving it. Okay. Oh,
Olivia Vizachero 33:52
I think that’s a massive way for people to come learn from you and get that know, like trust factor, and build it really quickly, just because it’s long form content, they’ve got a full hour with you. You do an hour long workshop where they like see what your personality is like. They see that you’re a real person, not you know, a bot through the internet, because they actually can watch you on Zoom and interact with you. Okay, so I love that. It’s also a great way to build your email list by having people sign up for it. But one of the things I’m not a huge cold DM er, normally I connect with people, and I’m like, All I want is your eyeballs to be on my content, and I’m going to add value through my posts. Make an offer at the end of every post, and I’ll trust that you’ll book a consult. But one of the things that I’ve been doing recently is DMing people with a link to a free training so like, I’m getting ready to do a master class on time management mistakes on Wednesday, and I’ve been DMing people about that. So like, my first thing is, you know, hey, so and so, do you struggle with time management? If you do. Do, I want to invite you to my upcoming masterclass time management mistakes and how to avoid them. And then, like, I give them the Zoom link, and you can create, if you’re using Zoom source tracking links, so you can see how effective something is. So like, I use one link for my general LinkedIn. I use one link for my LinkedIn, DMS. I use one link for Instagram. I use one link for my email list, so I can actually track where people come from, and people are signing up through me DMing them for the masterclass. But how I think of it is, I always want to lead with value before I make an ask. So it’s like, here’s this thing totally for free. If you’re interested in learning more, you can come to it, and then I’m going to make you an offer for a consult at the end of the masterclass or the webinar, but it’s all value to them, so it’s not like you’re coming in asking them to book a consultation without having delivered some value. Okay, okay, is it okay on posts to talk about your consult like to make that as the offer? Because I’ve kind of heard both ways on like, Yeah, I absolutely back when I was mainly selling one on one coaching, that was my offer at the end of every single post. So value in the post? Yep, right. And the more specific you can get into problems. They see themselves in it. So this is the way I think about it. This is kind of like my little outline for posts specific problem, why it’s a problem, what causes it the solution, I explain the solution, and I make sure it’s valuable. So I always check the box. Teach them something they can use right now. All right? Sometimes that’s an A quick action they could take. Sometimes it’s just a change. And I was just talking to a client of mine about this, like, one of the concepts I learned from one of my coaches who’s also one of the Andrea’s coaches, Brooke Castillo, like she has a podcast on hope is a problem. And that concept changed my life. Like thinking about the action that you take from Hope versus the action that you take from, like, determined, committed, convicted, compelled, very, very different action from Hope, it’s very put it in the universe’s hands. Wait and see. Get really passive. You’re not doing a lot to make sure you get a particular result from determined, committed, compelled, convicted, all of that you’re really in the weeds, like doing everything in your power to make sure you produce a particular result. But most people think hope is amazing, that it sounds like a really positive emotion. So just that reframe was life changing for me, but you want to make sure that when you’re creating content, you can identify what’s that one thing that they can take with them? Okay, if you can’t identify it, they won’t be able to identify it. So you want to make sure, like, you check that box, and then the last part is make an offer. And that’s literally as simple as like, if you have this specific problem, I can help you book or consults by clicking this link, by clicking Visit my website or book an appointment at the top of my LinkedIn, you know, at the top of the post, whatever you’re directing them to. And I love that book an appointment feature, because if you put a link in your post, it decreases your reach, so I direct to that instead. Okay, book a consult by clicking book an appointment at the top of this post. Okay, okay,
Lindsay Little 38:50
amazing, okay, okay, I’ll try that. Yeah, yeah.
Olivia Vizachero 38:56
Is there anything you feel like you’re doing that isn’t working right now?
Lindsay Little 39:00
Honestly, I do. I write a weekly blog article. Okay, I’m sending out a newsletter about that blog article to my list, and then I have another weekly newsletter that I send out. Okay, it’s a lot of writing, because I love writing, but it’s not, I don’t know if that like the blog articles are worth it, to be honest.
Olivia Vizachero 39:24
Yeah. Are you able? I mean, one thing you can do, what do you use for consultation, scheduling, to use Calendly, like acuity,
Lindsay Little 39:33
Calendly. Okay,
Olivia Vizachero 39:35
so one thing you can do is create separate links. So if it was like, if you had a blog post and there was an offer at the end of it, it’s like, is this creating, are my blog posts creating consultations, you could have a separate consultation link so you could track where they come from, versus like, Oh, almost all of them come from LinkedIn, just to see. Okay, so I’m guessing you’re doing blog posting for, like, SEO purposes. I I
Lindsay Little 40:06
don’t really know a lot about SEO, to be honest. I’m doing it because I like writing, and I would love to write, you know, publications someday, like for media and whatever that’s like.
Olivia Vizachero 40:17
That way about posting on LinkedIn. Do
Lindsay Little 40:21
I feel that way? No,
Olivia Vizachero 40:25
but we can steal all your thoughts about blog writing and writing content. LinkedIn, okay, because they’re there, right? Like, I think that’s the coolest thing about social media platforms. Like, we don’t have to compete with Coca Cola and buy ad space. It’s free. It just requires our time. And I get that it does require our time. But like, people are already there. They go there. They’ve got an app on their phone or it’s on their desktop, and they log in every single day, and then they scroll through through their feed, and they’re like, what do these people that I follow or I’m connected with, have to say, versus when it’s on your website. Same thing with a podcast, by the way. Like I’m always thinking about, how do people get to the piece of content that I’ve created? Like with my podcast, they either get it because they found me on social media and I promote it on social media or my email list, or they randomly typed in lawyer and stress maybe, and they got sent to my you know, they found my podcast through a search result. So same thing with like blog posts, they have to either type in search that pulls up your post, or they have to already know about you, right where? With social media, people are already there, okay, I like that. Millions of people, yeah, looking to read things that relate to them. And I know you’ve solved problems that people will really relate to, oh, I love that. Okay, okay, yes, yeah, I’d make a list of all your thoughts about writing blogs and then just change the circumstance in the model to writing. So okay, okay, I’ll do that. Awesome. So thank you so much. You’re welcome. Good to talk to you. You too, I think. All right. Lydia Johnson, come on up. Hey. There,
Speaker 2 42:23
hi. Oh, I got my kitty in the background, and my name is said, Lita. Oh, I’m
Unknown Speaker 42:30
sorry, Lita,
Speaker 2 42:32
it’s um, it’s very challenging name. Thank you. So my question is around the monthly webinars, I’m new to this program, and in the past, I had done weekly webinars through Facebook Live. I wouldn’t do that again, meaning the Facebook Live portion. So I’m interested in your thoughts on the length of the session, and it sounds like maybe you support zoom as a platform to do that, and with the model that you still follow in the webinar, sort of get to a specific problem, talk about the solution, and then make an offer. Is that still sort of the
Olivia Vizachero 43:15
Yeah, it is. I have two I’ll give you guys my two frameworks for webinars. So I do use Zoom. I think most people are familiar with Zoom, so it’s a good platform. They probably already have it. It’s easy for them to log in because they probably already have, you know, an email registered to it. So I think it’s pretty simple. You do have to pay for zoom webinar if you don’t want to do the Hollywood Squares meeting, I think it’s worth it. And you can start with it charges you per like you can do like 50 or 100 to start, and then you can go to 500 or 1000 so you can sort of pay based on what your audience attendance is on average. And you can up it over time, so you’re not paying for more than you need. I like an hour long webinar every once in a while when I’m covering a really meaty topic, like I’m doing time management this month, whenever I do time management, I normally do a little bit longer. So I’m doing 90 minutes. Two hours is is a lot. So 90 minutes feels like the right amount of time, and I know that I’m going to need the 90 minutes if I made it. I find it ironic if I do a webinar on time management, and then I go over time, so I want to make sure that I honor it. But these are my two formats for webinars, just because you’re getting a little bit more in depth. So the first one is MINDSET STRATEGY. And this is going to be a really value, focused webinar. Okay, so you’re giving away a lot, but I go through so whatever the topic is, I’m like, What’s the mindset component? I start there. And I figure out what are they currently thinking, and then I show them the impact of that, right? And then what do they need to think instead? And then I show them the impact of that. So for those of you that are familiar with the model, I know I use the model a lot in the consult intensive, but that’s going to look like, a thought download, okay, and then an unintentional model, and then a positive thought download, identifying positive thoughts they need to think, and then an intentional model. So if it was, what do you help? What problems do you help people
Speaker 2 45:38
solve? I’m a transformative health and wellness coach. So I saw a lot of problems, but generally around weight loss, motivation, disease prevention, amazing.
Olivia Vizachero 45:49
So if it was like, if you were talking about weight loss and you were going to get in the mindset component of weight loss, their thoughts might be like, I’ve never been able to do this. This is going to be so hard. Nothing I’ve ever done has worked. I fail every time I try. Like, all of the negative thinking that keeps producing their negative results, right? And then you’re going to have to think like, this doesn’t have to be this doesn’t have to be hard. There’s no shame in this. I just haven’t learned the right thing to do yet, like the mindset that they would need to have to move forward. So I go in and I cover the mindset, and then I’ve sort of set them up for success, to move into the strategy, and I teach them a process for something. So it might be like weight loss. You could do a general overview of your process without getting too much into the weeds, or if it was like holiday related, like how to lose weight even through the holidays, it might be like a specific process for navigating, like Thanksgiving and Christmas, or something like that. Okay, and then in order, so I’m going to make an offer at the end to help with whatever problem we’ve been talking about. And I normally go into I consider this like ancillary skills. So it’s like I taught you something super valuable today, but it’s not everything you need to know. So I highlight when we work together, these are all of the things that you’re going to learn. These are all so if i I’m getting ready to do this for time management on Wednesday. So for me, it’s like, yeah, time management, I’m going to teach you my three step process for managing your time, but you also need to learn how to set boundaries. Say, No, not people, please. Develop discipline. Those are all the things that you learn when you work with me. So I cover that, and then I talk about, like, booking a consult and whatnot. Like, what we’re going to talk about on the consult with the purpose of a consult is I can actually see, I’ll give you guys a little checklist that I use with my clients for making an offer at the end of a consult or at the end of a webinar for a consultation. It’s just a little outline. This is like the a plus version. But if you struggle, like in the beginning, when I was doing webinars, and I would make an offer at the end of a consult that would be like, five seconds long, I’d be like, but you want to learn more, book a consult, and I couldn’t get off fast enough. But these are other things, just to give you ideas of like, what you can talk about at the end to get give a little bit more like meat and potatoes on your offer. Okay, so this is one option, mindset and strategy of whatever it is that you’re whatever the topic is that you’re covering, the one that I’ve been using more recently, because I’ve been answering the question in my mind, how do I still make something super valuable without teaching them the full how. And I think people I know, myself included, it’s like, if I’m not teaching the how, then it’s not valuable. That’s one of the thought errors I’ve thought in the past. So I tried to debunk that thought error with like, Okay, how could I make sure I’m still teaching them stuff, even if I’m not teaching them a full process all right, in the beginning. So for people who are starting out and they’re sort of new at this, I do think the mindset strategy, or like the deep into the strategy, is really valuable to get people to trust you, because they show up and they learn a ton at at the webinar. But once you’ve been selling, you’re gonna for a while, and you’ve been establishing yourself and people do trust you, then you can shift more into the withholding, a little bit of the how, the how is what they get when they work with you, but you’re still gonna teach them stuff when you’re doing a training like This. So this is problem or mistake and solution. And normally for me, these are lists, so like top 10 mistakes or problems. So it’d be like problem number one solution, what to do instead and the solution? That is a valuable tip that they get, or like, mistake number one. So an example like, I’m I’m doing this format this Wednesday, I’m going to go through the 20 top time management mistakes, and it’s really easy for them to follow along and take notes. Thinking about like, when we’re teaching, is it easy for them to extract the information that we’re trying to give them? Do we create a format that makes it easy to learn from us, rather than just like talking for an hour? So this is really easy to take notes and for them to walk away and be like, Oh, this is what I learned. But you’re making sure, like each one of these things the solutions is a win that they can implement, or a lesson they can implement on their own? Yeah,
Speaker 2 50:44
I think I’m a mix of both of those. I don’t always go in with a plan, and I’m more of the interactive type, so I like answering questions that come in, because that’s the way I roll best. So and then I don’t sell myself enough at the end. I feel like I never allow myself enough time. And then I’m like, crunch, so I kind of gloss over like, hey, schedule a consult with me. So I don’t really spend enough time on that. So
Olivia Vizachero 51:13
how much time would you need to reserve at the end for that?
Speaker 2 51:17
Oh, I mean probably few minutes at most. I mean, the sessions I had had before were weekly, but for a half hour, and I would pick a particular topic, and I didn’t have a lot of engagement at the time, I was going live, but I had 75 to 150 reviews afterwards, yeah, and not, and not always, a lot of engagement from that. Occasionally I would get like, oh, you know, like, that was really helpful. I didn’t know this about fasting as a topic or whatever, so there would be a little bit of engagement afterwards, but mostly with people that I’ve already worked with. Okay, wasn’t it? It wasn’t attracting new people. Yeah,
Olivia Vizachero 52:00
I so one of the reasons I like zoom and monthly as a cadence is because you have to be thinking about, how am I promoting this thing, right? So a week in between is a tight turnaround. Also, I’m thinking about if I’m marketing on social media at all, if I’m doing one webinar each week, if you’re marketing to cold traffic and you’re doing a webinar to cold traffic through Facebook ads, that’s different. But if you’re doing a webinar to an organic audience, I like a two week promotion cycle at a minimum. I’ve tested everything. I used to do four social media posts, one email. Then I did seven social media posts, one email, seven social media posts, two emails. Now I do about 10 and four emails is sort of my sweet spot. Every once in a while throughout the year, like when I do time management, I’ll market it for the whole month, and I really go like gangbusters to promote the webinar and send multiple emails throughout. What I’ve learned is, the more you promote it, the more people sign up. There’s never a point where you stop getting a return. But I’m also thinking about, if I’m doing one webinar a month, and that’s not the right answer, you can do one every two months, if that feels right for you. But I’m thinking about, I want to give myself enough of a break in between what I’m promoting to also be able to just promote consults as the offer, right? So you’re using your CTA when you’re promoting a webinar to get people to sign up for the webinar, and if all you’re ever promoting is the webinar, you sort of put all of your eggs in the webinar basket. But I like the monthly cadence and zoom because people tend to show up live. I’m with you. I do a very, very interactive chat with my people. I read the questions as they come in. I don’t just wait to the end, so if I get a question, I stop and I read it. And if there are questions at the end, I’ll go through and answer them, but I’m also engaging with them. So if I was doing problem like, if you map this out ahead of time and you don’t just wing it, you can go through and say, Where would I want to ask a question? Where could I get audience engagement? And I start my webinars by saying, Hey, we’re going to have a super active chat. And I list all the reasons for that. It’s how they get the most out of it. It’s how you connect with other people and feel less alone with this problem that you’re struggling with, and make sure that they switch from two hosts and panelists to everyone, so everyone can read the comments. And then I am promoting that by saying, who struggles with problem one, drop an emoji in the chat, or say, Me, and then I get me, me, and I read them off. I’m like, okay, Abigail, amazing me. Okay. Jessica, hey, Jackie, okay, I see that people are struggling with this, and then I’ll go through the solution. Or if I was doing MINDSET STRATEGY, when I’m going through the mindset component, I know their thoughts. If no one’s going to participate, I can finish a thought to. Download on my own, but I’m like, What are your guys’s thoughts about time? I’m like, type them in the chat. Tell me what they are. And they’re like, there’s never enough time. I’m always running out of it. I waste a lot of it. I’m not in control of it, like all that comes in the chat so it’s active. And I’m like, Okay, what emotions do you feel around time? And they’re like, pressured, stressed, overwhelmed, anxious, behind so I’m asking questions that like, I’m also thinking about, what can they type fast that makes it easy for them to drop in the chat, and the more engaged they are, normally, the more engaged they are at the end, too, when you’re making the offer, another thing you can do is get through your content, ask them to type in their questions if they have additional questions, but make your offer for the consults before you get into the Q and A. So they stay for the Q and A, but they receive the offer. Also make it really easy for them to book a consultation. I dropped the link in the Zoom chat, and you want to make sure it’s hyperlinked, so you have to do the HTTP forward slash, but you can drop it right in the chat that way, they can literally just click it rather than having to go to your website.
Speaker 2 56:12
Yeah, I think you know, when I did this a while ago, I just was trying to get my name out there and to, you know, people know about my business. I wasn’t looking at it as a promotional type thing. So for myself, mentally, I have to switch that gear, and I think that this will give me some structure to do that. So thank you
Olivia Vizachero 56:30
for sure. My pleasure. Awesome. Good luck with that.
Unknown Speaker 56:34
Thank you.
Olivia Vizachero 56:35
Anyone else have anything they want to ask? You can drop it in the chat. We got a few minutes left? Do you do a different webinar each month? At what point do you cycle back through? Great question. I do do a different webinar every month and only repeat something once a year. So I do time management once a year. I do set how to set boundaries once a year, normally, how to set goals once a year. And I used to map out if you struggle with picking content for webinars, make a list of all the topics you want to cover. And I would just make a list of 12. And I’m like, Okay, I’m gonna do these throughout. I do how to develop business once a year, and then I normally switch things up with a couple different topics. When are you doing time management? One, and what is your offer or TPS, I will drop all I think Andrea will mind. It’s free, so I’ll drop my link for you guys. I’m doing the time management webinar on this Wednesday at noon, see if I can get the link for you. I’d love to have you guys talking about the 20 top time management mistakes and how to stop making them. Thank you. Olivia, this has been a really valuable session. So much good info with LinkedIn webinars. I struggle sealing the deal on my consult calls. I send a follow up email. It’s working pretty well, but I would like to shift my mindset around this? Any thoughts? Yeah. So one thing that I like to think of is I want you to really pay attention to what happens with the follow up email. What happens on your follow up calls? Are you leaving things not said on the initial consultation? I tend to find that that is a big area. People don’t want to push someone away or offend them, so they’re not really leaving it all on the field, on the initial consultation, and then the follow up call ends up being like, they either ghost you, or you get on the phone with them and they’re like, Yeah, I thought about it. I’m a No, and it’s a really sort of pointless conversation. So I want you to think of the initial consultation as the only time you have an opportunity to talk to them and be pushing yourself. Am I really seeking the truth? Am I going beyond the No? Am I figuring out what their underlying objections are? Am I figuring out what’s holding them back? Are we having a really honest conversation? Have I said everything that there is to say? Have I asked all of the questions. Those are the things that I really focus on. And it might be saying the really hard, uncomfortable thing, but if you think about it as that’s the only opportunity you’re ever going to have to talk to them, because it probably is. They’re either going to work with you or you’re never going to talk to them again. Thinking about it that way, and leaving it all on the field, the webinar is during time zone, but if you register, you’ll get a link to the replay. Yes, thanks, Olivia. This was great. I hope Andrea brings you back again. I would love to come back in coach. You guys some more on consultations. So good. Thank you so much. The breakdown of how you create content was so helpful. So glad that was valuable. And if anyone has any questions for me, reach out to me on LinkedIn. I’m under my name, Olivia zachro, so that’s the best way to get in touch with me, and I’ll answer any other questions you have about consultations or anything else. Okay, what examples of high value? Oh, my pleasure. I’m glad you guys found this valuable. I hope you have a great week. Get out there. Go create those consults and overcome those objections. See the heart of. Thing, act like you’re talking to a friend. I always act like if I was talking to a friend and they were thinking about hiring someone to do any service, what were the questions that I would ask them and then go through that three step process, is this a solution? Do they think it’s a solution to the problem? Can they technically swing it? And do they want to spend their money on this? Those are the things that you want to establish. All right, guys, how the best day? I’ll see you all soon. Okay, bye.
