How to Turbocharge Your Lead Generation with the Power Hour StrategyJan 28, 2022
One of the biggest holes I see every day in coaches' lead gen strategies is that they're having a lot of great conversations with prospective coaching clients...but not managing to get them on a discovery call or strategy session.
In this episode, I show you the #1 strategy for filling your calendar every week with qualified prospects...all in 60 minutes or less.
I talk about...
- How to book qualified coaching clients with the Power Hour Strategy
- Who this strategy works (and doesn't work) for
- How to leverage the relationship you've already built with your future clients
The topic for today's episode is how to book more strategy sessions and discovery calls with the Power Hour strategy. So here's the deal: There are so many marketing gurus out there, who are supposedly teaching how to get clients on social media. I have spent a stupid amount of money working with some of these gurus, and you might have as well. And what I always see is that it seems that when the rubber hits the road, a lot of newer coaches and consultants aren't actually getting much success. They might be having really great conversations with prospective clients on social media, but they're not actually managing to book strategy sessions and discovery calls with their ideal client.
That's exactly what we're going to talk about today, which is how to actually ask for those calls in a way that doesn't feel spammy or sleazy, but in a way that also gets a warm prospect on a phone call or a Zoom call, without tricking them into getting on a sales call. Because the other thing is that a lot of the tactics that these gurus are teaching involve kind of tricking a prospect into getting on a call, thinking it's just a connection call or something, when really, it's a sales call. And that's one of the things we really want to avoid, because honestly, it just pisses people off when we do that.
Today, I am going to give you a glimpse into one of the most powerful strategies that I teach my private clients. Now, unfortunately, I'm not able to go into it too much because of the time restraint and nature of it being a podcast, but I want to at least share the key steps and process, because this is a really big game changer for a lot of people who just aren't managing to book calls with prospective clients.
It's called the Power Hour strategy, and it's a tactic where you can sit down and book a set number of strategy sessions or discovery calls in a single sitting. It's especially valuable when you think about the alternative, which might be what you're doing already, which is spending six hours a day on social media, having these conversations in the DMs that really don't feel like they're going anywhere.
Before we really dive into it, I want to talk about when this strategy works and when it doesn't, because this is not a tactic that works if you want to sit down and book strategy sessions with people you've never talked to before, right with cold leads. This is not a strategy for that. This is a strategy for taking these conversations that you've been having, that haven't felt like they've been going anywhere, and really moving them forward in a rapid, natural way to get them on your calendar. So if you're not having these DM conversations already, and if you haven't been establishing these warm relationships already, then you probably want to take a step back and focus on that before implementing the Power Hour strategy.
With that, let's go ahead and talk about the actual strategy and the process. The beautiful thing about this process is that it's really, really simple. It's not deceptively simple in that once you get started, it's way more complicated. No, it's really just that simple, and there are three main steps to it. The first is to make a list of those conversations you've been having, so the prospective clients you've been talking to where those conversations feel like they've maybe stagnated, or you've gotten off topic, or you're really struggling to figure out how to transition into getting them on call. Go ahead and make a list of those people.
The second step is to decide how many calls you want to book and how long you want to do it in. This could be that you want to book five strategy sessions in 30 minutes; it could be that you want to book five in 60 minutes; it could be that you want to book 20 in 90 minutes. It's really up to you what those numbers are. Once you start doing the Power Hour strategy regularly, you'll be better able to decide what those numbers are.
The third step is to set a timer for whatever that time limit is—whether it's 30 minutes, 60 minutes, 90 minutes—and work through that list one by one, and send each person on that list a personal and really, really focused message explicitly asking to get them on a call. Of course, the big question is okay, what should that message actually look like? So I'm going to share an example directly from my book.
This is from page 189, if you happen to be following along, and here it goes: “Hey, Mark, I've really been enjoying the client success stories that you've been posting. I wanted to check in to see if attracting more clients is a priority for you. If so, I'd love to set up a time to chat and learn a bit more about your business and see if we can pick apart what you could be doing to make that happen. Is that something you'd be interested in?” And that's it. That's the entire message right there. And the reason it works is that it's really direct, it’s really personal, and it's coming from a really good place.
But the real, real reason it works is that I already know Mark. I already have some sort of existing relationship and rapport with him, which means that when I send this message, it's not coming across as spammy. It's not a cold message, and that means that it's going to be significantly better received, because I'm not just some random guy on the internet, who's messaging him and trying to sell him something. It's building upon the rapport that I've already put the work in to build before.
Which is the answer to a question that comes up a lot at this point, which is, well, should I reignite the conversation, say, “Hey, how are you? How’re you doing?” before actually asking for the call like this? The answer is no, you shouldn't do that, for a few reasons. The first is that it usually comes across as a little bit awkward on the other end, because it's,
“Hey, how are you?”
“Good. How are you?”
“Hey, here's my ask,” so there's a little bit more of an agenda to that “Hey, how are you?” that makes things feel, perhaps, a little bit awkward at the beginning.
Of course, if this were an in-person conversation, if you were sitting down for coffee, yeah, you would do that “Hey, how are you?” introduction, have that little bit of small talk. But because the nature of online direct messages is so different that small talk actually becomes potentially harmful instead of useful, because conversations on Facebook, or even text, start and stop all the time. They drift off, they drift on, and there's this thread of continuity underneath, where there's not necessarily this concrete hello and goodbye.
The second reason, which is really closely related to the first, is that, once you've built that initial report, it doesn't just suddenly disappear, so that every time you go back to the conversation, you're starting from square one, trying to build that rapport, establish that trust. All of that that you've already built is still there; it doesn't just disappear. So that's one of the great things about the strategies, that you can use that to your advantage.
Now, like I said, there's a lot more that goes into the Power Hour strategy, but at the end of the day, those three steps are what it really, really boils down to. If you want to really leverage the Power Hour strategy, I definitely recommend picking up a copy of Client Attractor. But if you just want to give it a try, those three steps are really all you need to get started.
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