See what's new with COACHING WORLD

5 Powerful Email Marketing Tactics to Convert Leads into Paying Clients

Posted by Davis Lin | October 12, 2018 | Comments (0)

One of the most effective ways of turning leads into paying clients is by conducting free coaching sessions. However, many coaches struggle to close their leads through these free sessions and find themselves having to explain their own value, justifying to their prospects why to hire them.

If you find yourself in this situation, then chances are it’s because your prospects don’t feel the urgency or importance of getting your help.

So how do you make your prospects eager to sign up for your coaching services by the time they get on the call with you?

A well-crafted strategic email sequence can help build excitement in your prospects. Here are five powerful email marketing tactics that will help you do just that:

Relate to Them

The biggest objective of your email sequence is to build rapport with your prospects because people only do business with people they know, like and trust. And one of the most effective ways to build rapport through your email is to let your prospects know that you understand their situation.

The way to do that is to describe their situation in your email sequence to let them see that you know what they are going through. When you describe their situation vividly, you will capture their attention and that will get them to read your emails even more intently.

Now you have their attention, the next step let them feel that staying as they are right now is going to cause more pain to them if they don’t do anything about it. This is where you want to point out the painful experiences they’re going through now in a way that lets them feel that they need to change their current situation.

The bigger the pain they feel, the stronger their urge would be to want to resolve it, and ultimately get your coaching services. And this brings us to the next tactic.

Let Them Imagine a Better Version of Themselves

Now that you have identified their real pain points, you want to paint a picture of how their life will be like once they have resolved it. This is where the use of the powerful word “imagine” comes into play:

“Imagine a year from now where you are earning more than you’ve ever earned in your business, and getting more clients than you’ve ever thought possible. How would that make you feel? What would your life be like? What would that mean for your family?”

When you read the above paragraph, how did it make you feel? If you’re like most people, then you would likely be feeling more hopeful and excited for the future.

This is because people do not buy products or services. Ultimately, people buy a better version of themselves. When you paint a picture of their future which is better than where they are right now, they will feel hopeful and start to pay more attention to what you have to say.

Give Them a Roadmap

After you give them an idea of what their future could be, the next step is to show how you can help them get there. You can do that by giving them a step-by-step roadmap of how they can get from where they are now to the end result they want to achieve.

By breaking it down into steps, people can easily follow and feel confident that you have an actual plan that can help them achieve their goals.

Share Case Studies

Just showing them the roadmap is not enough. You also want to back it up with proof and case studies to show how your coaching has worked for other people in similar situations.

Case studies and testimonials not only provide social proof but also validate the fact that your services work. By providing case studies of your past clients or your own case study on how you got the desired results, you will position yourself as credible and as the right person to partner with.

Pre-frame Objections

Finally, no matter how good of a coaching program you have, people will have objections. The best way to tackle them is to pre-frame it through your email sequence.

If you have properly handled the objections your prospects have before getting them on the phone with you, then you will find that they will have lesser resistance to take up your coaching offer and be more likely to sign on as a paying client.

When you implement these five email marketing tactics in your coaching business, you will find that it becomes much easier to convert prospects into paying clients.

davis lin headshot

Davis Lin

Davis Lin is a client acquisition strategist and the founder of Client Acquisition Lab. He specializes in helping coaches and consultants upgrade and automate their client acquisition process, so they can get more highly targeted leads and premium paying clients, without having to manually chase prospects one-on-one. You can get his 3-Step Client Acquisition System by downloading the free Client Acquisition Blueprint.

The views and opinions expressed in guest posts featured on this blog are those of the author and do not necessarily reflect the opinions and views of the International Coach Federation (ICF). The publication of a guest post on the ICF Blog does not equate to an ICF endorsement or guarantee of the products or services provided by the author.

Leave a Reply

Not a member?

Sign up now to become a member and receive all of our wonderful benefits.

Learn more