As consultants and coaches, we know how we work and what solutions we provide.
But for our potential clients, it can all seem like some kind of mysterious, intangible thing.
So, how do we make it more concrete? Something that our potential clients can look at be like “HELL, YEAH! I want to buy that thing!”?
YOU NEED VISUAL MODELS.
Models that visually represent information are so powerful when it comes to educating your clients on what it is you actually do.
Unlike say, a physical product that a buyer can pick up and at least know is ‘real’, selling your services or your expertise can feel a little less tangible.
That’s where having a visual Educate model comes in handy.
An Educate model shows your prospect exactly how you take them from point A to point B. It’s a model that is often linear (although, not always).
WHAT DOES AN EDUCATE MODEL LOOK LIKE?
Whenever I have a conversation with someone who is interested in working with me, inevitably, they want to know how I extract the mess of information in their head, the decades of experience and chunk it down into a visual model.
Instead of asking them to just trust that I know what I’m doing, I have a simple visual model that walks them briefly through my steps:
With this in hand, it shifts the conversation from selling myself and my abilities to selling my proven system (with me as the facilitator). While I can’t hand them a physical product to look at, shake and squeeze as they ponder buying, I can show them this.
Which is the next best thing!
VISUAL = REAL
Your prospective clients can shift from just trusting that you know what you’re doing, to knowing that you have a real, tangible process that you’re going to take them through. Your Educate model is so powerful as it gives your clients structure and certainty every step of the way.
CLARITY FOR POTENTIAL CLIENTS
It can be hard for a client to fully understand the journey ahead of them. And if they’re going to invest a significant amount of money with you as their coach, not knowing what the journey looks like can scare them away from buying. By showing them your Educate model, they can feel empowered and informed about the decision that they’re making.
YOU’RE SELLING THE SYSTEM, NOT YOURSELF.
When you’re in conversation with a potential client, it can feel like all the pressure is on you to sell yourself. But, when you can show them your Educate model, suddenly you’re talking about a ‘system’, a ‘thing’ rather than yourself. This alleviates the pressure on you and can make you feel more confident.
As can be seen above, having your own educate model can alleviate a lot of the problems that coaches and thought leaders have with selling their services to prospective clients.
I’m curious, do you already have an Educate model? Has this post inspired you to create one for yourself?