STEP FOUR Learn to Write Great Emails That Close the Deal Flashcards
What is the purpose of an automated email campaign for potential clients?
To nurture relationships and earn trust over time.
Why is familiarity important in sales?
People tend to buy from brands and leaders they feel are familiar.
What is the formula for earning trust in a business relationship?
Value over time.
What are the three stages of relationship with potential clients?
- Curiosity
- Enlightenment
- Commitment
Why do coaching clients typically hire a coach?
Because they encounter a window of problems and frustrations.
What is critical for growing a coaching business?
Ensuring potential clients are familiar with you and your coaching products.
How long should you stay in touch with potential clients?
Six to fifty-two consecutive weeks.
What is a lead generator?
A valuable insight offered in exchange for an email address.
What two things should a lead generator accomplish?
- Qualify potential clients
- Create trust and familiarity
What is an example of a lead generator?
A checklist, worksheet, assessment, interview, or solution article.
What should you give away in your lead generators?
The why, but sell the how.
What is the main benefit of follow-up emails after a lead downloads a lead generator?
They guide the future client further through the enlightenment phase.
What is The Customer Is the Hero Sales Framework?
A formula for structuring emails to nurture clients.
What are the four steps in The Customer Is the Hero Sales Framework?
- Start with the problem
- Position your product as the solution
- Build a bridge to your solution
- Paint the negative stakes
What should you begin your email with in The Customer Is the Hero Sales Framework?
The main problem your coaching service solves.
Why are stakes important in storytelling?
They create urgency and interest.
What should the first step in your email encourage potential clients to do?
Take a small, safe, easy first step toward your solution.
What type of content can help position you as an expert?
Worksheets or assessments that provide tools for future clients.
What is the significance of client engagement after lead generation?
Clients may return to engage your services after receiving nurturing emails.
Fill in the blank: The best way to secure email addresses is to ask for them in exchange for a _______.
valuable insight.
True or False: Clients typically make purchases when they are being sold a service.
False.
What should be included in email copy to create urgency?
Stakes
Including both negative and positive stakes enhances the sense of urgency.
What are negative stakes in the context of client engagement?
Consequences of not hiring you, such as losing to competition or missing promotions
Negative stakes highlight potential losses and motivate clients to act.
What are positive stakes in client engagement?
Vision of a successful future if they hire you
Positive stakes offer hope and a desirable outcome, encouraging clients to engage.
What is the purpose of a call to action in an email?
To prompt the client to take a specific action, such as scheduling a meeting
A clear call to action is essential for converting interest into actual engagement.
What is The Customer Is the Hero Sales Framework?
A guide to writing compelling emails that position the customer as the hero
This framework helps create effective sales pitches in emails.
What are nurture emails?
Emails that offer free value without hard selling
Nurture emails build familiarity and trust over time.
What should the ‘Good to Meet You’ email accomplish?
Honor the client’s story, show empathy, and invite them into a solution
This email should position the coach as a guide and earn trust.
What does the ‘Thank-You and Clarification of Offer’ email do?
Defines problems solved, clarifies products offered, and begins closing the deal
This email reinforces the value of your services.
What is the goal of the ‘Empathy and Competency’ email?
Share your origin story and position yourself as an experienced guide
This email helps the client visualize their potential success.
What is the purpose of the ‘Testimony and Call to Action’ email?
Create social proof and generate urgency for joining a program
Testimonials build credibility and encourage action.
What common objection do clients have about joining a Small Business Community Group?
Feeling they don’t have time for the commitment
Addressing this objection helps overcome barriers to joining.
Fill in the blank: The ‘Overcome Objection’ email helps clients _______.
See the value of joining a community group
This email addresses concerns and provides a vision for potential.
What is the importance of defining a growth plan in email outreach?
It helps organize business priorities and align marketing strategies
A clear plan is essential for small business success.
What are the benefits of joining a Small Business Community Group?
Weekly inspiration, practical advice, and peer support
Community groups foster collaboration and shared learning.
What is the purpose of the Small Business Community Group?
To share challenges, exchange best practices, receive support, and optimize business for revenue and profit.
What action should one take to join the Small Business Community Group?
Schedule a Zoom call.
What is the goal of the ‘Time is Running Out’ email?
Generate urgency, close the sale, and force the reader to make a decision.
What are the benefits of joining a small business community?
- Solve problems faster
- Realize growth opportunities more easily
- Save hours off your workweek
- Reduce stress and improve sleep
- Grow the small business.
True or False: The first meeting of the Small Business Community Group is optional.
False.
What should you do if you have questions about the Small Business Community Group?
Respond to the email to schedule a Zoom call.
What is the consequence of not signing up for the Small Business Community Group soon?
Missing out on six months’ worth of growth opportunity.
What should you do after sending the first six sales emails?
Put future clients in a ‘nurture track’ using your CRM.
What is the purpose of the nurture track?
To share useful content and remind clients of the problems you can help them resolve.
Why is it important to send nurture emails even after a client rejects an offer?
To build familiarity and trust, increasing the likelihood of future purchases.
What does the metaphor about fishing illustrate in the context of email marketing?
The more emails you send, the higher the chance of engaging potential clients.
What kinds of emails should be sent in a nurture campaign?
- Problem/Solution Email
- ‘Here’s How They Did It’ Email
- Step-by-Step Email
- Introduction to an Expert Email
- Sales Email.
What is the focus of the Problem/Solution email?
To define a specific business problem and detail how to solve it.
What does the ‘Here’s How They Did It’ email include?
A case study and testimonial from an existing client.
What is the aim of the Step-by-Step email?
To outline specific steps to solve a business problem.
What is the goal of the Sales Email in a nurture campaign?
To explain the products offered and encourage scheduling an intake call.
What is one of the key meetings to manage a small business effectively?
The All-Staff Meeting.
Fill in the blank: The key to succeeding in business is to install a _______ and operations system.
management.
What is the recommended frequency for sending nurture emails?
One email per week.
What is the importance of the Quarterly Performance Review meeting?
To provide feedback and coaching to team members.
What does the metaphor about fly fishing suggest about building a coaching business?
Continuously engaging with potential clients increases the chance of success.
How long should potential clients receive emails to build familiarity?
Weeks, months, and even years.
What is the primary focus of nurture emails?
To offer value and build trust.
What type of content should be included in nurture emails?
Helpful content that explains how to solve problems.
What is the potential outcome of a successful nurture campaign?
More potential clients thinking of you as a go-to source for help.
What is the first step in hiring a virtual assistant?
Make a list of all the personal and professional tasks that take up the majority of your time.
Include both business and personal tasks to maximize efficiency.
What can a virtual assistant do for a solopreneur?
A virtual assistant can transform your business and life by scaling with you, starting at ten hours per week and increasing as needed.
This approach helps manage payroll costs.
Fill in the blank: A virtual assistant’s perfect week will free you up to have your _______.
perfect week
What is the third step to hiring a virtual assistant?
Make the call and get going.
Consider using companies like BELAY Solutions for assistance.
True or False: Marcus spends most of his time managing his business.
False
He spends half his time fishing or playing golf.
What is a key reason to join a Small Business Community Group?
The community provides support and shared experiences, increasing the likelihood of breakthroughs.
Members share what’s working for them and help solve each other’s problems.
What percentage of growing a small business is know-how?
50 percent
What should you do if you feel overwhelmed by starting a coaching business?
Start small and scale up.
Begin with a few cut-and-paste emails before developing a more complex system.
What is the purpose of a customer journey map in coaching?
To invite clients into deeper levels of coaching with us.
What does Mignon Francois’s story exemplify?
The power of determination and entrepreneurship to overcome adversity.
She turned her life around by starting a cupcake business with minimal resources.
What is a suggested first step after someone expresses interest in your coaching services?
Schedule a Zoom call to understand their business better.
What is the importance of creating systems and processes in a business?
They help manage operations effectively, allowing for business growth and personal freedom.
Fill in the blank: Growing a small business involves _______ percent inspiration.
50
What can help alleviate the loneliness of running a small business?
Joining a Small Business Community Group.
What is one way to express appreciation to potential clients?
Send a ‘thanks for talking’ email that lists your services.
What is an effective approach to generating leads for your coaching business?
Invest about five hours per week into generating, following up, and closing leads.
What does the term ‘CRM’ stand for?
Customer Relationship Management.
What did Mignon Francois achieve through her business?
She made more than $10 million selling cupcakes from two stores.
One store is in Nashville and the other in New Orleans.
