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A lead generation system for coaches?

To develop a lead generation system, try not to sell in the first instance.
But rather to supply helpful information that informs your prospects on how to
potentially solve their problems.

This idea of adding value to your prospects is called education based or
relationship marketing. The effect is achieved by providing prospects with
valuable ideas and helpful information on topics that are most important to
them. The goals are to build trust and establish a dialog that is not just
centred around a sales pitch.

The following steps show you how to implement this system to win new

[i]Step 1: Define your prospects and specialty area

[i]Define the target market Define the biggest problems that your client is

[i]The first step that you should implement is to decide who your prospects are.
This comes back to your original marketing plan and financial modeling. Those
with established businesses will have a good understanding of who their
prospects are, those that are starting a business should think long and hard at
the outset of who they are trying to attract.

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[i]Then you need to get inside the mind of your prospect. Work out every step of
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[i]Step 2: Develop your lead generation material and communication plan

[i]The basis of the communication plan is to continue to refine the prospect
down into ?problem areas? and to match these ?problem areas? with products or
services your practice offers. You need to establish good 'teaser? information.
Make the material catchy and relevant. For example business coaches and
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[i]In the presentation of your information, position yourself as an expert. You
do this by including references to your stature and standing, past clients or
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[i]Step 3: Distribute Material

[i]The goal of this type of marketing is to produce information which you offer
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[i]When I established my consultancy in 1990 we were constrained by seminars,
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material can be broadcast at a very low cost via the internet and through
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[i]Step 4: Follow up and convert

[i]But the education can't just be a one off. You must set up a communication
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