- Learn how to get clients without actually selling
- Find out how to turn your sales conversations into sales conversions
- Discover how to make your sales process as easy as turning on your faucet bringing in a steady flow of clients
- Download your Guide to Flawless Free Sessions: http://www.flawlessfreesessions.com/
For some who are allergic to selling, the process seems to be a daunting task that gets complicated than it ever needs to be. One works harder than you should and still ending up not closing the deal.
How do you let go of the pressure of selling and still fill your client pipeline?
Over the last 15 years, Dallas Travers started three six-figure businesses from scratch. Along the way, she’s made a ton of mistakes, had some major successes, and learned precisely how to build a coaching business that makes a real difference in the world and supports the lifestyle she desires.
In this episode, learn how to streamline your sales process to make things simpler for you to convert quality leads to actual clients.
Check out these episode highlights:
- 01:19 – Dallas’ ideal client: “My ideal client is any coach who feels like they work all the time they’ve hit a glass ceiling, and they’re allergic to selling.”
- 01:42 – The problem Dallas helps solves: “A lot of coaches feel like selling goes against who they are as a person. So, they work really, really hard to get a potential client into a discovery session. And then they totally dropped the ball. So, they can never actually convert quality leads because they don’t have a sales process that feels authentic to them.”
- 02:21 – The symptoms evident in the client’s life before they work with Dallas: “A lot of them don’t follow through on their own marketing plans because they’ve got competing intentions. They want more clients but they don’t want to sell and they believe that selling is a part of the client conversion process. So, they often don’t follow through. They work at the last minute and no matter how prepared they are for a sales conversation; they will do something inside of that conversation to sabotage themselves.”
- 03:53 – Common mistakes people commit before finding Dallas’s solution: “When it comes especially to sales conversations and discovery calls, they actually don’t have a process. They hate discovery calls so much that they don’t actually practice until they’re in an actual sales conversation.” “
- 05:08 – Dallas’ Valuable Free Action (VFA): “Number one, get in some discovery sessions, be a client in discovery sessions. And take note, whether that’s practicing or not, take note of the person’s process and take note of when you feel you’ve like lost the connection as the client. From there, write down your own process and practice it 22 times.”
- 06:28 – Dallas’ Valuable Free Resource (VFR): Check out Dallas’ website: http://www.flawlessfreesessions.com/
- 07:04 – Q: What’s your best piece of advice for coaches who ask you, ‘What more should I be doing’? A: You should be doing less if you do not have a process in place to bring in clients that’s as easy to turn on as a water faucet. You’re over complicating things. In order to break the barrier, all you need is a simple process to bring in private clients and to really enroll them without selling. If you’re thinking beyond that you’re making the road harder and longer than needs to be.
Tweetable Takeaways from this Episode:“If you do not have a process in place to bring in clients that's as easy to turn on as a water faucet, you're overcomplicating things.” -Dallas Travers Click To Tweet
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)
Tom Poland 00:10
Hello everyone, and a very warm welcome to another edition of Marketing The Invisible. My name is Tom Poland, joined today by Dallas Travers. Dallas, good day, very warm welcome. Where are you hanging out?
Dallas Travers 00:19
Hi. I’m in Portland, Oregon, today.
Tom Poland 00:21
Portland, Oregon. All hunkered down in a COVID-19 world.
Dallas Travers 00:25
Yeah, it’s true.
Tom Poland 00:26
Folks, if you don’t know Dallas, she helps coaches escape the five-figure chaos cyclone, and is clearly a pretty good copywriter as well, to find the freedom that comes with the six-figure business.
Tom Poland 00:39
There’s no doubt about it. There’s a space when you jump out of the corporate job and you start your own business, then you have the worst of both worlds because you don’t get to go home and turn off. And you’re not making as much money as you’re used to. And you’re working longer and harder. And it’s not until you get through that ceiling that you emerge from the other side and I feel like, “Whew, this is why I jumped out of the corporate cage, is to have this.” So, Dallas helps you to get to this.
Tom Poland 01:06
So, the title is, “How to Say Goodbye to the One Call Close,” and Dallas is going to show us how to do that in just seven minutes. Dallas, our time starts now. Question number one is, who is your ideal client?
Dallas Travers 01:19
My ideal client is any coach who feels like they work all the time, they’ve hit a glass ceiling, and they’re allergic to selling.
Tom Poland 01:27
Perfect, thank you. This is not your first rodeo, obviously, you’ve answered that in 10 seconds.
Dallas Travers 01:32
I got to save as much time as possible for number five.
Tom Poland 01:36
Okay, looking forward to that. Question number two, six and a half minutes left, what is the problem yourself?
Dallas Travers 01:42
A lot of coaches feel like selling goes against who they are as a person. So, they work really, really hard to get a potential client into a discovery session, and then they totally dropped the ball. So, they can never actually convert quality leads because they don’t have a sales process that feels authentic to them.
Tom Poland 02:03
Perfect, thank you. Questions three, six minutes left, we’ve got this person and they’re going to be feeling like something’s not right. They’re going to be experiencing symptoms. So, what are the symptoms that your clients are feeling and noticing in their business, in their life, before they find your solution?
Dallas Travers 02:20
So, a lot of them don’t follow through on their own marketing plans because you’ve got competing intentions. They want more clients but they don’t want to sell. And they believing that selling is a part of the client conversion process. So, they often don’t follow through. They work at the last minute. And no matter how prepared they are for a sales conversation; they will do something inside of that conversation to sabotage themselves.
Tom Poland 02:47
Wow. There’s an old saying, you know, people don’t like to be sold but they love to buy. So just the reverse supply in a way that your clients, before they get to find your solution, actually don’t like selling but they want the sale.
Dallas Travers 03:03
Well, I think that coaches are the first people to invest in themselves, right? So, they’re buying tons of courses. This is part of their problem; they over complicate everything. So, they’re buying tons of courses, they’re looking for any sort of solution to get out of having to sell. But ultimately, if you want clients, you have to be willing to enroll them which requires some form of selling.
Tom Poland 03:23
Okay, and sometimes buying so many courses can actually result in paralysis through confusion. So, let’s go to question four, and I’ll stop trying to derail the whole interview because we’ve only got four and a half minutes left, sorry. What are some of the common mistakes that people tell you?
Tom Poland 03:37
Once they become a client, they tell you, “You know, I had this problem, I had these symptoms. I did these things, and it just didn’t work.” One of them you’ve already mentioned, buying a bucketload of courses and getting paralyzed through confusion. What are some of the other common mistakes that may come before they find you?
Dallas Travers 03:53
When it comes especially to sales conversations and discovery calls, they actually don’t have a process. They hate discovery calls so much that they don’t actually practice until they’re in an actual sales conversation. So, this is the same, my favorite movie, Tom, is The Karate Kid.
Dallas Travers 04:11
So, Karate Kid, he spend the whole summer learning karate by doing chores around Mr. Miyagi’s house, right? And then he shows up to the All Valley Karate Championship, knowing karate so well because it’s in his bones. Wax on, wax off. Painting fence, scrub the floors. In that high-pressure situation, he knows how to perform. Coaches never practice. So, then they show up in this high-pressure situation and they fall on their face.
Tom Poland 04:40
And actors’ practice and singers’ practice, and sports people practice. So why don’t we frickin practice in what could arguably be one of the most important parts of our whole business? Thank you. Three and a half minutes. Any other mistakes you want to add to that or should we move on?
Dallas Travers 04:53
I think that’s the big one.
Tom Poland 04:54
That is a big one. Okay, they don’t have the process and then practice the process. Question five, and we’ve got three minutes left, what’s one valuable free action that we could recommend to someone that’s not going to solve the whole problem but it would take them a step in the right direction?
Dallas Travers 05:08
Yes. So, number one, get in some discovery sessions. Be a client in discovery sessions and take notes. And whether that’s practicing or not, take note of the person’s process and take note of when you feel you’ve like, lost the connection as the client. From there, write down your own process and practice it 22 times.
Tom Poland 05:34
That’s clever. How many times?
Dallas Travers 05:35
Tom Poland 05:36
22, not 21.
Dallas Travers 05:38
That’s way more than anyone thinks they can handle.
Tom Poland 05:42
So, the tip is, folks, this is gold and I’ve never heard this before. And I’ve been in sales and marketing for 40 something years. So, get on some discovery sessions as a prospect. Observe when the person who is conducting the console, the discovery call, loses you. Do what they do well, take notes. Develop your, pure gold. Thank you, Dallas.
Dallas Travers 06:04
And practice 22 times.
Tom Poland 06:07
And practice 22 times, not 21. Not just in your belt or something. Two minutes left. Question number six, one valuable free resource that we could direct it to that’s going to help them even more.
Dallas Travers 06:17
Great. So, my clients, the number one thing I hear from my clients is, can you teach me how to sell because I did not feel like you were selling to me when I hired you.
Tom Poland 06:26
Oh, beautiful. What a compliment.
Dallas Travers 06:28
It really is. And Tom, I also don’t feel like I’m selling when I’m enrolling people. And so, I call this process, Flawless Free Sessions. And I actually put a guide together to help all of your listeners use my template as a roadmap to really clarify their own sales process. It’s called, Flawless Free Sessions, and it really is an outline to get clients without selling.
Tom Poland 06:50
And the URL is flawlessfreesessions.com. I have downloaded it. I’m going to study it with great interest.
Dallas Travers 06:57
Tom Poland 06:58
Final question, and a whopping 70 seconds left, what’s the one question I should have asked you but didn’t?
Dallas Travers 07:04
The question I would love for you to ask would be, what’s your best piece of advice for coaches who asked you, “What more should I be doing?”
Tom Poland 07:12
And the answer?
Dallas Travers 07:13
Yeah. Less. My answer to your question is you should be doing less. If you do not have a process in place to bring in clients, that’s as easy to turn on as a water faucet, you’re overcomplicating things. In order to break your barrier, all you need is a simple process to bring in private clients and to really enroll them without selling. If you’re thinking beyond that, you’re making the road harder and longer than needs to be.
Tom Poland 07:40
Distilled with some often the voice of experience. Dallas Travers, thanks so much for your time.
Dallas Travers 07:45
You’re welcome. Thanks for having me.
Tom Poland: 07:48
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.