The Cost of Inaction
Apr 8 in Product Feedback
The Cost of Inaction
The coaching industry has taught prospects a bad habit:
INACTION.
Prospects know that there is no urgency for not acting quickly.
They know you will still be there tomorrow and the day after.
They know they can take their time and respond when they feel like it
And when or if they are finally ready the coach will welcome them with open arms because he/she needs them more than they need them.
This coach is alsways nice, always available, he / she might even give a discount for finally joining their program.
He/ she is always available for a free chat.
The audience knows that they can come whenever they want.
He/ she is liked by everyone and keeps giving free stuff away.
But you don't get paid for being nice.
You get paid for being good at what you do.
Then enter the coach who does things a little bit differently.
While the industry has unlimited spots and unlimited availability,
He/she has limited client spots and close doors.
They are clear on their numbers and how many clients it takes to get there.
As a result, they are not afraid to say no.
Ironically, this makes them more money.
Like Maya, who had a prospect who was "thinking" about her program but decided to jump in on a package twice as expensive when she filled her spots.
Here’s why this worked:
1 They get clear on how many clients they need to sign up in order to reach their freedom number.
2 Sets a monthly client limit.
3 Lets their audience know they won’t work with everyone anymore.
4 Has real scarcity (which increases lead speed).
5 Scarcity raises the value of the offer.
6 Gets more clients because people know they won’t be there forever.
Getting clear on your Freedom Number makes people move faster because it sends a signal into the market:
You're willing to help.
But you're not willing to wait forever.
This is not anything new.
It’s a common supply / demand principle that somehow the industry forgot about:
Power goes to the most limited resource.
And while everyone has more supply than they have demand,
they have more demand than they have supply.
That’s how economy gets created.
Which coach would you rather be?
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