Q:  I have only ever done one-on-one coaching sessions where I close people on a $2,000 - $3,000 I am looking to conduct a one-to-many type coaching session via a teleseminar. What is the easiest way to do this? Do you think it will be as effective at closing?

One of the easiest ways for you to conduct one-to-many type coaching sessions is to have people submit their situations ahead of time. Very much like the talk shows do and the radio shows, they have people dial in and they will kind of give their background on the situation, you could do the same thing.

Now here is an example where people would come to an Ask page. Perhaps you asked a specific question about a certain situation to do with your market and they submit their situation. During their teleseminars you are giving feedback and advice to those people but you are doing it based on their submission, so it is not live one on one where you have to talk to people. They are submitting their situation and you are able to prepare answers ahead of time and deliver that response through a teleseminar.

In that way you can do multiple cases and multiple situations during a teleseminar but those people are able to dial in and they get the benefit of being able to hear. Perhaps if the situations are of a private nature, first and/or last names can be omitted so that everybody’s privacy is protected. The key is you are doing it in a way now where people are able to also learn from the case studies and the examples of others and those that do submit their questions are able to get the benefit of getting answers.

The other thing too if they have additional questions, that is a great segway for you if you want to sell back end products and services, so think about that as well. You give away tons of your free time and your content during that teleseminar but if they want further followup and explanation, it might be a great lead into back end products. You might want to think about that as well as far as taking people from the teleseminar to now purchasing your other products and services.

As for closing effectively, I definitely think you can sell high price items but just know it is a number state so it is a different situation. You probably have a much higher closing rate one on one than you would one to many, but with one to many you are able to reach a lot more people, so it is always becomes a number’s game. I think what I would encourage you to do is create and figure out some mid level products. I am talking about like $75 to $100. That is really going to help you identify who your hot prospects are for your high price coaching items because if you sell a mid range product that is $75 to $100 and people are investing in that that is what I would sell from the teleseminar. I

t is a lot easier to get a lot more people purchasing it, and from there you could offer as part of that package a 15-minute or 20-minute consultation and that is where you would then be able to sell them into a much higher price point. At that point you may be doing the selling or you could have somebody else doing the selling.

Those are also different types of models you could incorporate but at least you know that the people that are purchasing that product are very, very interested. Those are hot prospects and the closing ratio is going to be extremely high as far as that goes, so it is a different situation. I would look to use the teleseminar to help you create more qualified leads and help you identify who your prime suspects are that you then do your one-on-one calls with.

Perhaps you do an eBook and audio recordings or couple audio recordings and put together a little package and make it look nice and professional. You could offer that 20-minute consultation that is bundled in with it and then that is your segway into leading them to the higher price point product or service.

Tags: Ask, ask campaign, ask database, Audio, audios, coaching, ebook, one, one-one-one, Q&A, question, recording, teleseminar, Teleseminars