In today's business world, you honestly can't go that far without finding someone preaching about the necessity of hustle in order to grow your business. But is a hustler's mentality really needed in order to grow a business? In my opinion, it's not and I actually believe that it's totally detrimental to your growth. In my video, I'm going to teach you that you don't actually need to hustle to be successful and what you should actually be doing instead.
The reason why I decided to become a health coach is because I was struggling with chronic fatigue and chronic insomnia. I was tired all the time, which meant that I wasn't able to work that long without giving myself a break. And because of this, I always had to be careful about how I managed my time and energy because otherwise I would burn out. So when everyone started glorifying this hustle thing, I called bullshit because I in fact grew a multiple six figure business without hustling because I needed to rest a lot and not overwork.
Personally, I hate the word hustle because it implies that in order to be successful in business, that you have to, well, hustle. Or that you have to work yourself into the ground and stay up late at night and prioritize your own health in order to make money. The problem is that hustle doesn't actually guarantee your success and it doesn't guarantee that you are focusing on the right things. And more than likely, you're just going to burn yourself out. So if this hustling thing does not resonate with you, that's okay. It doesn't resonate with me either, so do not feel guilty about not hustling.
So if you're just hustling and burning yourself out, you're a poor role model for your clients and they are going to see right through you. So in my opinion, you cannot be a hustler health coach and be successful because I don't think anyone will really want to follow a health coach who eats like shit, who stays up late and doesn't take care of themselves. They will see right through that, like I said, and that is inauthentic. And if you want to learn more about how to be authentic in online business, make sure to check out my video, Authenticity Marketing.
Now that we're on the same page about hustling, let's talk about how to grow your business the anti-hustle way.
1) Learn to say no.
aying no and setting boundaries can feel totally crazy at first and it can feel really overwhelming, but saying no is actually the highest form of expression of self love and self respect. So when you are a new health coach, it can be really easy to get hungry for opportunities or get distracted by what I call shiny objects in disguise, which are opportunities that seem totally golden at first, but when you break them down, they don't actually help grow your business. In fact, they're probably helping grow someone else's business. Or it may present itself as an opportunity to make fast money, but in the long run, it doesn't actually lead to your bigger mission.
2) Determine your freedom number.
With hustler mentality, a lot of people will continue to grow their business without taking into consideration what they need for happiness. Grow your business to the point that it is aligned with your lifestyle. So me personally, I love minimalism in business and I don't want to grow a multiple seven figure business unless it's absolutely aligned with my lifestyle. If growing my business bigger means working more and having less time for my self care, for my outdoor time and for my relationships, then that is actually not something that I want and I will cap my growth at the level that it needs to be in order to align with that lifestyle.
3) Focus on cultivating a community.
Instead of going out there and hustling like a maniac, focus on cultivating and building relationships instead. When you build real human relationships with your audience, what you do is actually create return customers and fans. If you have a follower who really buys into your mission and what you do, then they are going to purchase and invest in every single thing you put out there. When you focus on creating a community and building real relationships, you can sell to these people over and over again because they like you, they trust you, and they buy into your mission.
You don't need to hustle when you cultivate real human relationships with your following. And the honest truth is you don't actually have to grow a massive following to be successful when you consider the relationship community connection. If you focus on having a quality and engaged following by building community, by building relationships, then you don't need to hustle and keep seeking new customers because you already have your super engaged, super friend customers who are willing to invest in anything new that you put out there.
Have you been considering running a webinar to bring new clients in the door? Well you're in luck because in my new video I'm going to teach you a webinar format that converts AND will help you turn those prospective clients into paying clients.
I ran my health coaching business for five years, and during that time, I hosted many webinars - some failures and some successes. But what I found when it comes to running a webinar, is that there are five key ingredients for success.
1) Strategic focus
3) Keep them short and sweet
5) Q&A session
Let's start with step number one: strategic focus. Your webinar topic has to be virtually the same as the ultimate product or service that you are going to pitch or sell at the end of the webinar. That means that if you're selling a weight loss program, your webinar actually has to be specific to weight loss and not some other similar topic like body image or mindful eating. Your program or service should actually feel like the natural transition for viewers who want to go deeper after learning from your webinar. So using the example of weight loss, if you are selling a 12-week weight loss program, then maybe the title of your webinar is "Five Shocking Reasons You Can't Lose Weight & What to do About it". In this example, people who are interested in weight loss are going to be very interested in signing up for your webinar. And once you teach them why they aren't having the weight loss success that they desperately want and then you give them a few actionable tips and strategies. Naturally, those who are interested in getting bigger results are going to gravitate or at least be interested in the product or program that you are selling at the end of your webinar.
Number two is bribery. People are pretty distracted these days which means if you don't give people an incentive to stay the course of your webinar, there is a really good chance that they're going to get distracted by their phone, maybe someone coming over, and they're going to drop off and they're never going to get to your pitch at the end of the webinar. So you need to make it worth their while to stay, and nothing works better than what I call ethical bribery. This might be free access into the program you're selling, or maybe it's a free product that they would be interested in like a Vitamix or maybe it's a free 60-minute consultation with you. Whatever it is, you need to make it juicy - something that they're actually really going to want. And you need to make this really clear at the beginning of the webinar. You need to tell them, "Hey, for those of you who stay with me till the end, you can be entered to win this free thing." And usually how I do this, is I say a secret word at the end of the webinar that they can then email to my team to get entered into the contest. But of course, you don't want to give that secret word away until you have finished your pitch. Without bribery, there really just isn't the incentive to stay to the end of the webinar.
Number three is short and sweet. The biggest mistake I see a lot of people doing is that they overwhelm the viewer by giving away way too much information in their webinar. As much as you feel super passionate about the topic you are teaching, if you make it too long and you overwhelm the viewer, it's a sure thing that they're going to just drop off. The content of your webinars should share a maximum of three to five points and it needs to be completely related to your webinar topic and ultimately your product topic. I also recommend that you give them something actionable during your presentation that they can do right now in order to experience a quick win. If you give your viewer a quick win, they're going to be way more interested in potentially entering your program, or if they're not ready to buy it then, they will probably still follow you and potentially they could become a buyer in the future.
The fourth ingredient is urgency. If you want people to take action at the end of your webinar, you need to put just the little bit of pressure on them. Otherwise, they'll get distracted and totally forget to invest in your program even if they had the intention to do so. Some people call this a fast-acting bonus. Trust me, it works. This is where you give them incentive to actually take that urgent action. So this might be a discount code that expires at midnight, or it might be some juicy bonus that they can only get if they sign up in the next 48 hours. And you should always include this urgency or fast-acting bonus. Even if you have your cart open for 10 to 14 days, you want to give them incentive to actually act right away. Remember, you do want to make it juicy enough that they can't help but take that urgent action.
The last tip is the Q&A or the question and answer session. This is your time to shine and you should always include this at the end of your webinar. This allows viewers to connect with you personally and inquire about working with you further. So regardless of who is asking questions in the questions box or if maybe nobody is asking questions in the questions box, that is okay. I recommend coming prepared with a list of questions to pretend to ask that highlight the benefit of your program. And like I said, even if no one actually ask this, you want to fake it because this is actually doing your viewer a favor by giving them more information about your program. So for example, if you have a weight loss program, one objection might be from someone who says, "Hey, I'm plant-based, I'm a vegan. Does this program actually include recipes that I can eat?" And you're going to be like, "Yes, it does actually, all of the recipes can be modified to be vegan or plant-based." Another example would be, "Annie says she has fatigue along with weight loss. Will this program actually help her get more energy and lose weight at the same time?" And your response is going to be, "Yes, Annie, it absolutely will. The information taught in this program actually helps build overall health and people can see a resolution of lots of different symptoms including energy or brain fog or digestive issues." The question and answer is the time to help address questions that you believe your ideal might have when it comes to making that decision to work with you.
Now that you understand the five juicy ingredients of a high-converting webinar, maybe you're hungry for some more delicious tips to optimize your online business?! So make sure to sign up for my weekly business tips here. These are tips that are specific to your health coaching business and things that I saw success with, with running my own health coaching practice.
If you've got a program and you're wondering how to price it, then make sure to check out my video, Pricing Methods and Strategies for Your Signature Coaching Program!
The most common question that I get from health coaches is how to price their programs and services. Luckily I have a simple formula for pricing your programs that is going to help you make money and prevent you from going broke. Watch my video to learn more or continue reading!
I totally understand the struggle and the pain that goes into trying to price your programs and services. I was a health coach for five years and this was by far the biggest struggle that I had. I went over it and over it again in my head....what is my value? Am I charging too much? Not enough?
Money is a pretty tough subject for most health coaches because a lot of us got into this industry because we wanted to help people, not necessarily because we wanted to become rich. The thought of charging higher prices to help people who are desperate and suffering might feel a little bit icky, or maybe even a little bit gross. But what you may not realize is that by undercharging your services or even offering them for free, you are actually preventing those people who are suffering from getting the results that they desperately need.
The exchange of money with your client is a massive part of their connection to actually doing the work and getting a result. As you know, you can't actually do the work for your client. They need to do it for themselves, and they need to really want it for themselves. So, in order for them to succeed and get that results, they need to be committed. And that exchange of money is actually a massive part of that commitment that they make to their health. Your client needs to find enough value in what you are offering that they actually want to give something away of value in exchange for what you are offering. And if they don't, it's pretty unlikely that they are going to be committed to your program and even complete it.
Have you ever offered a discount on your services, or maybe even offered to give your services away for free? And what was the result of that client? Did they actually stick with it? Did they actually get a result? I would say like 9.5 times out of 10, they didn't actually complete it, stay the course, or get the result that they initially wanted to get. And you also might have experienced this personally. Think of something that you were given for free. How likely was it that you actually committed to it?
If people aren't committed to your programs, then it's actually a huge waste of your time, but it's actually a huge waste of their time as well. If you're going to spend the energy working with a client, you actually want them to get a result. You want them to be happy and give you a testimonial after working with you. So their investment should be enough that they stay fully present and fully committed to the process that they are signing up for you with.
When it comes to a pricing formula, the first thing you want to do is you want to determine your hourly rate. Your hourly rate is for your reference only - you should never disclose this with your client. And if you have no idea what to charge for an hourly rate, think of the last job you just had, maybe the highest-paying job you've had up until this date. Take that number and double it, and there's your hourly rate. So, let's say your last job was working as a personal trainer for $50 an hour, so I would start at $100 an hour for your health coaching services.
The next thing you want to determine is, how much time are you going to be spending in session with your client in that specific program? So, your program might include a one-and-a-half-hour intake session followed by a one-hour test results session, and then maybe you do four 30-minute follow-up sessions at the end of the program, so that is a total of 4.5 hours.
Now, we can't stop here. We actually need to determine the time that is spent behind the scenes with each client. And this is a big mistake that I see a lot of health coaches making, is that they charge for the in-session time, but they forget about the time that they actually spend behind the scenes with each client. So, let's say that you need 10 minutes prior to a session to prepare, and maybe you need 10 minutes after a session to log notes and maybe send resources to client. And then let's say you're running labs with your clients; you're probably going to need at least an hour to review those lab results and develop a protocol. So, if we consider all that, that's actually going to equal an additional two hours of your time.
The next thing you want to do is determine how much time you're spending supporting each individual client. So, maybe you offer unlimited email support. How much time on average are you spending answering emails with each client? And if you don't know this, that's okay, just come up with kind of a generic average. And then you want to track this over time with each individual client so in the future, you know exactly what this number should be. Let's pretend that it's one hour per client. The next thing you want to do is add in any extras that you might pay for with each client. So, for example, do you offer a welcome gift? Make sure to include that. Do you pay for your clients' lab tests? You want to include that in the price as well. So, let's pretend that in this example, that total is $300.
Finally, let's do the math. So, you want to total up your hours spent in session, out of session time, and the time to support your clients, so in this example, that's going to be seven and a half hours. Now you want to multiply that 7.5 hours by your hourly rate, which in this example is $100, and that equals $750. Now you want to add your extras to the total, so that's going to be $750 plus $300 of extras. So, the price for this specific package is going to be $1,050. Now, this price shouldn't actually be set in stone. This is not going to be the price you charge for an eternity.
As a new health coach, I actually don't recommend listing your prices on your website, and I actually recommend increasing your prices with every few testimonials that you get. And so, as you get more testimonials and raise your hourly rate, you're just going to complete this formula again. There it is. It's that simple.
Okay, so now that you know how to price your signature program, you might be wondering about scaling it and actually turning it into a group program. So, if you want to know how to do that, make sure to grab my free Launch Your Group Program checklist!