In today’s episode, I am sharing a past episode all about making offers. One of the most important actions to take as a coach is to make offers, yet so many coaches overcomplicate this process or feel unsure about the best approach.
Listen in to learn how to effectively make offers and attract your dream clients.
Get on the waitlist for Show Up & Lead Mastermind. Doors open early for the waitlist in November 2023. Show Up & Lead is a 6-month mastermind serving WOC Coaches, Course Creators, and Online Educators to master marketing that actually converts so you can get fully booked and become the CEO your business needs.
Get on the waitlist for Show Up Real. Show Up Real is a 12-month content marketing group program designed to help you up-level or jumpstart your content as a coach or service provider.
Transcript:
EP 222: Re-Release: How to Make More Offers
We show up, we introduce ourselves, we make offers, we create content we want to watch. We make offers all the time. We thread it into what we do and we don’t go get clients like that is the thinking that’s going to not work for us.
My name is Catalina Del Carmen and I’m on a mission to put more cash in the hands of women of color. I’m a wife, mom, amiga, prima, and I happen to run a multiple six figure coaching business. On this show, I share sales and marketing strategies that keep your business simple, your mindset focused, your bank account big, and your.
impact even bigger. So if you are on a mission to create generational change [00:01:00] and you want to make a lot of money doing it, welcome to the Latinas Booked Out Podcast.
What is up y’all? Welcome back to Latinas Booked Out Podcast. I hope you are having a great day. Today I’m doing well, things are moving and shaking. We are preparing for a lot of different changes and movement in my business. So I’m excited about that. But before we get started on talking about anything, I want to invite you to work with me.
So here’s the deal. I am prepping for my launch for my mastermind show up. And lead. And then in 2024, when the new year comes, I’m also prepping for the second launch of Show Up Real. But [00:02:00] that being said, I am drastically slowing down my one on one coaching offers. So So for the last time this year, I want to invite you to work with me one on one.
I don’t know how long I will be working with people one on one, but if you find yourself one really committed to transforming the way you think about your business and really ready to level up whatever that looks like for you. Number one, number two, you know, you want to work with me, but both of my programs don’t feel like the right fit at this moment in time.
And you know, you want that one on one support. If that is you, I want to invite you to work with me one on one in my coaching, my one on one private coaching container. This program is soon going to go away completely. And I just wanted to extend an invite for those of you who have [00:03:00] already been thinking about this.
If for more information, you can DM me on Instagram or you can reach out to my email, catalina@catdelcarmen.com or @catdelcarmen on Instagram, you can DM me and we can talk. Just send me a message saying, I’m interested in one on one. Can I get the details? And we can just get the conversation going. So I wanted to start with that because it’s just a very short period that I’m going to be offering one on one.
And if you’ve been thinking about it, I want to invite you. All right. So that’s that. Number two. I want to invite you to an event that I am speaking at that I’m so excited about. So October 28th, that’s just in a couple of weeks. I want to invite you to Scottsdale, Arizona. I am speaking at the Mujeron Movement and Mujeron Movement.
It is a day of community empowerment and purpose to [00:04:00] start showing up as the Mujeron of your dreams. This event is founded by my friend, Sonia Saunders, and she owns Mujeron. and does tons of events. She has, um, a coaching program. She does a lot of things, but I am so excited to be a part of this really, really special event.
So if you are in the Arizona area, if you feel like taking a road trip to Scottsdale on October 28th, That’s a Saturday, 2023. I invite you to come. I have a discount code. It’s Catalina 100. And if you use that code, you will get a discount. If you have any questions about the event, feel free to reach out to me on Instagram as well @catdelcarmen.
But I invite you to join. It is going to be a full, full day of empowerment and learning. A lot of my good friends are also [00:05:00] speaking and it’s just going to be a really, really amazing event to network, to learn, to be inspired, to strategize all of the things. Okay. So I invite you to that and I think that’s it for right now.
All right. So today’s episode is a re release. That I recorded in 2021, right before my first. Like before I made my first six figures in business, this was one of the episodes that I recorded. And I look back at that time and I’m really like proud of that chapter of Cat because she was really learning in progress.
And this episode is a really simple one, honestly. We’re talking about offers today, how to make more offers. I think people struggle with making more offers for a variety of reasons. Not only is it like, am I saying the right thing? I don’t want to be awkward because the truth is an offer is the salesy part of your copy or your [00:06:00] content, right?
So I want you to think about it differently. And on today’s episode, I give you some ideas on how how to make more offers. And also remember that like, You selling, you inviting someone to work with you, that is your obligation. It’s the right thing to do when you’re giving someone value. You want people to feel like they are invited to work with you.
They don’t have to reach out like to, you don’t want to put them in an awkward spot and like reach out. You want to be the person that invites them in. So we’re talking all about offers on today’s episode. You will love it. So if you have any questions, feel free to reach out to us, but we will see you on the other side.
What is up, y’all? Welcome back to the podcast. I’m so grateful you are here. It has been a kind of wild week for me. I’ve been super emo, right? Like just because I have been doing this for just a little, I’ve been in the podcasting game for a little over a year [00:07:00] now. I have my business, things are moving and shaking.
But I still have weeks y’all and this week is I’m in a little bit of a, I don’t want to say I’m in a funk, but I am a lot less motivated to show up for my business. That being said, I’m still showing up. I’m still doing what I got to do because this is who I am. I make money moves all the time. I always show up for my audience.
I’m always thinking about my clients. That’s who I am. So. Today’s episode, I want to talk about making offers. I feel like a lot of people overthink making offers and I want to share my approach and what I am constantly doing to make sure people know that I’m a life coach or a business coach or a coach at all.
And also how I make offers. So that’s what I’m going to talk about today. Um, I also am super excited on a personal note. [00:08:00] Um, we have been in an apartment for about, I don’t know, seven months, maybe seven, eight months. And we left our home in Oakland, California, um, our home that we renovated to live in LA for a job opportunity for my husband.
And we have really been over apartment living because our neighbors upstairs are super loud. And today we just got the go that we got the house that we wanted to rent. So we’re going to rent a home here in Los Angeles. And I’m just so excited because My son and my dog are gonna have a big, big backyard, and I’m just so grateful.
Paul and I keep telling each other, lately, we have just been in this vibe of like, Everything, like, we always get what we want. We keep saying that to ourselves. We’re like, we always get what we want. And it’s been this, like, really, really nice thought, because things just happen and move, right? Like, when we actually believe that we [00:09:00] get what we want always, um, it’s such an interesting…
Interesting feeling that that thought gives me. Um, so God is good. Um, I’m so grateful that we got this apartment. We’re going to move soon and we’re probably going to stay there for at least a couple of years until we buy our dream home in the Bay area. Um, so anyways, that’s a little life update. Let me know if you like these life updates.
Cause I always feel like nobody gives an F what my life is like, but, um, if you guys are into them, DM me on Instagram and let me know, like, yes, I like these little updates. It’s fun. It’s a little interesting. Okay, but now let’s get into the meat of this. Um, also screenshot this episode if you are already feeling it, or if you have enjoyed any episodes in the past and you haven’t shared, um, it would mean so much to me if you could share this on your Instagram stories or on in Facebook or wherever you hang out socially.
All right. [00:10:00] So let’s talk about making offers, making offers as a coach, I should say, right? So if you’re in the coach realm, if you are in the knowledge based business and you sell digitally, I’m not exactly talking about, um, courses, right? Because courses and digital products, we typically in the digital, you know, marketing field.
There’s a very basic launch plan that kind of happens, and then every single digital marketer does things differently. So, in a typical launch plan, there is, um, the pre launch, there’s the during launch, and then there’s the post launch, and there’s a lot of strategy in the middle. But what I’m talking about is one on one coaching.
And I’m talking about making offers all the time. And that approach is a lot different because I came from the launch side of things. And personally, it wasn’t for me. I’m going to launch in the future. So I’m not [00:11:00] saying I’m not going to do that again, but, um, I really needed to take a break and I wanted to focus on one on one.
And now that I’m doing it, I’m realizing like, this is my jam. I really, really enjoy this. And I think what I love most is I. I get to work with some really incredible women and these women are people that I would want to surround myself with, like in my day to day, like these are women that I actually enjoy, um, not only mentoring as a coach, but also just like hanging out with.
So it’s such a blessing. Um, that being said. How did I get to work with such amazing women? Right? Like what exactly is the recipe to actually make offers, get on sales calls, sell, right? Like actually offer up some value and then, um, get the, get the sale, right? It’s, it’s a process. So I want to talk to you about today is [00:12:00] making offers and making sure we’re doing them.
And I want to share my approach. And what has worked for me, I’m sure this is going to grow and evolve, but let’s get into it. Okay. So number one, something pivotal that I’m always doing is I’m always introducing myself as a life coach. I’m always introducing myself as a business coach. Um, life coach, business coach, if you’re a coach or a life coach.
I buckle, I bucket them all in one. Okay. So I’m always introducing myself that way when I meet people, when I get on stories, IG stories, occasionally, um, I’m always, if you take a look at my Instagram and you go to the IGTVs, right? Like the video. If you look back at almost the majority of them, I All of them, I’m always introducing myself as a coach.
I’m always saying, Hey guys, my name’s Cat. I’m a business coach and I’m [00:13:00] also the host of the follow that for your podcast. And I remember when I started doing that, it was kind of uncomfortable. I was like, Oh, I feel so professional. It doesn’t feel this or this or that. Well, that’s because I wasn’t really stepping into the CEO version of me or the real business owner.
Right. At that time, I was worried of like, Oh, how am I going to be perceived? But here’s the thing, the important piece about you introducing yourself as a coach, right? And I’m talking to coaches here, but the important piece of you introducing yourself as the title you claim is that you start believing it.
Honestly, when I started introducing myself as a coach, it was much more about how I wanted to show up. I wanted to believe that I could be a coach and that I am a coach. And the more I said it, the more I believed it, the more I just [00:14:00] came out of my mouth easily. And when we believe that we are coaches, when we believe that we can help people, we walk a little different.
We talk a little different. We show up a little different. So it’s super important. Number one here is. Introduce yourself as a coach. Make sure you’re introducing, if you meet someone new, if you are in a zoom call with other women, if you’re women, it could be men too. Um, if you’re showing up in new places, say you’re a coach, say you’re a photographer, say you’re a podcaster, claim what you are.
Okay. That is step one. And the reason I’m bringing this up when I talk about making offers. It’s because we make way better offers when we believe that we can help people, when we [00:15:00] believe that we say we are who we say we are. So step one of making really great offers is tell people who you are. Tell them all the time, all the time.
Every single IG live I do, I introduce myself the same way. The real truth is one time I was looking at Jasmine Star’s Instagram and I was looking at her IGTVs. This was maybe like Six, seven, eight months ago, and I looked at hers and she always introduces herself. And I thought to myself, hold on, this woman is like super badass.
I’m sure everyone who logs into her live knows exactly who she is, but she’s still introducing herself because there are people out there who are going to check us out for the first time. And we need to remind them every single time. It also makes us. It makes us just look professional, right? So introduce yourself as [00:16:00] your, as your title, you know?
Okay. Number two of making offers, create content you want to watch always. I’m going to underline always, okay? Always invite conversation, DM, or an invitation to talk about how you can help someone. The way that I have gained leads and have gained sales calls from those leads is I’m constantly, constantly, constantly making offers.
So if you look at my IG lives, You’ll see that I make offers there at the end, typically, sometimes at the beginning. If you check out my posts on Instagram, and I mainly, mainly hang out on Instagram. But if you look at those posts, not the Twitter posts, not my, my [00:17:00] quote posts, but the other ones, the pictures or things like that, you’ll see that I’m always ending it with like, Hey, if this is you, if you’re interested in working with a coach, if you need help.
I got you. I got you. I got you. I got you. I’m ending it that way. If you check out my emails, if you’re on my email list, I send emails, I share stories, I share aha moments and I will wrap it up with, Hey, if you are ready to work with me, hit me up. Let’s work together. Apply using this application always, always, always threading in my offers in any content that I create.
Look, I’m not saying every single piece of content you need to make an offer. If you look at my Instagram page, it’s typically right now, it’s a mix of my Twitter, right? Like little Twitter posts and then pictures or some type of graphic. [00:18:00] On the Twitter posts, those are my easy content that really helped me build my brand, really solidifies my voice of my brand.
And it’s just like a show of who I am. Right. So I use those to extend my brand, but I don’t make offers in those posts. You’ll, you’ll see those maybe once in a while, but typically I will not offer up any offers on those posts. But all the other ones I typically will, so I try to mix it up and make sure that I am making offers in different ways, whether it’s my email, whether it’s my Instagram, whether it’s Facebook, even look, and you don’t have to be everywhere.
I like to be everywhere because I like social media. Like, I’ve always been an early adopter of social media. I really love clubhouse. Clubhouse is a new social media app that’s audio based and I love it. But like, I’ve always been an early [00:19:00] adopter and that’s why I’m kind of everywhere on social media. I don’t show up consistently everywhere.
I show up consistently on Instagram, my email list and my podcast. Those are my forms of marketing, but we have to make offers. All right. Number three, I actually kind of just repeated this, but number three is actually make offers all the time. Make offers all the time and make offers anywhere. Here’s the thing.
I don’t want you to be pushy. I don’t want you to feel like you are promoting yourself too much or selling yourself too much. But here’s the thing. If you’re not used to making offers, it’s going to feel uncomfortable in the beginning. Like that’s just normal, right? Anything we start is going to be a little awkward in the beginning.
So what I want you to do is Where that title so well, right? Like if I’m a life [00:20:00] coach, I have to one, believe that I’m going to be a life coach or that I am a life coach. And then. When I actually believe it and I start walking and talking that way, offers are always just oozing out at me, right? Like if someone tells me how frustrated they are about why their business isn’t going this way or that way, and if I truly believe I can help them, I’m like, girl, I can help you.
Let me know if, if, if you want to talk about how I can help you, just DM me, email me, reply, whatever. But like it naturally comes out because. I actually believe that I am the coach that can help them. It doesn’t have to be pushy. I don’t have to share my prices. I don’t have to share anything outside of like, Hey girl, I can help you.
You need help. I can help you. I don’t want you to feel like you actually making offers all the time and everywhere. That doesn’t mean that you’re like [00:21:00] trying desperately to sell, sell, sell, sell, sell. That’s not what I’m saying. But when we embody, When we embody who we are as a coach or as a, you know, whatever you do, we can make offers all the time because if we, if we put ourselves in, um, different communities or conversations that are around what we do, right?
So for example, I’m constantly on different clubhouses. Clubhouse rooms on the on, on the Clubhouse app, and I will, I, I know I’m a life coach, like I know I’m a coach, so I will easily make an offer. If someone, if I, if I truly believe that I can help someone, but we have to, we have to first embody who we really are as a coach or as whatever you are, and then learn to thread offers in all the time and we don’t want to do it, you know, if [00:22:00] it’s not feeling authentic, right?
Like I’m not trying to like mess up your energy, but I do want you to get used to you making offers. I hope that makes sense. Like it, it doesn’t have to feel forceful. It could feel easy. All right. Number four, number four, this is a big one, actually. Number four is stop trying to get, I’m going to put quotes next to the get stop trying to get offers the, the thinking around, I need to go get clients.
Is, is like the opposite way of thinking. We don’t need to go get clients. Clients will come to us if we make offers, we introduce ourselves, and we [00:23:00] show up in different places. Like, that’s how we get clients, but we don’t get them, right? Like the actual, like, if you actually go get something, it’s like we’re picking them out of a crowd.
And I’m going to like, I’m going to get, I’m going to go get that apple I saw. In the lunchroom or something like you don’t get clients like that. And I think a lot of us, when we aren’t, when we don’t have the demands coming in, or when we don’t have people reaching out to us as a coach, it’s super easy for us to have this feeling of like, Oh, I need to go get them.
I need to go get, get, get, get, get. But the honest truth is you don’t need to go get them. There are other ways that you can attract them that you can show up for them. But what I’ve You don’t go get clients and we need to get rid of that thinking. Instead, I would say that energy of like getting clients for me and in my [00:24:00] experience, that energy is way better used in how can I help my current clients get results, like get even more results.
So I will sometimes do like an IgE live just for one specific client in mind. And the whole live is all for them. And it’s like win win, right? Because one, my current client gets additional value, which is amazing. But two, I’m attracting people like my client, right? And my client gave me money. So of course I want to, I want to attract more of her.
I don’t want to attract more followers. I don’t want to attract everyone. I, I want to attract people like my current clients who actually already have invested in me, right? [00:25:00] So when I show up and I just over deliver with my current clients. The eyes and ears of your future clients are opening because you’re actually serving them too.
And then when you show up for your current clients, but then again, like I said, you’re always making offers regardless of if the live I do is for my current client, I’m always going to end it with like, Hey, and if you’re listening to this and. You think I can help you? DM me. Go to the link in my bio.
Apply. Let’s chat. Let’s figure out if this is a good mix. This is why I say it’s so important to always make offers because regardless of where you’re showing up, you just want people to know, right? Like, Hey, I’m a life coach. This is what I do. And if you need help, I’m here. I think it’s so easy to overcomplicate things and think, think of all the right [00:26:00] ways to create content and all the right ways to do everything.
But in all reality, there, there’s a lot more behind your thoughts and beliefs that are going to get you more clients than anything. Cause remember I said, We don’t get clients. And I know I just said, you know what I mean? The thing about getting clients, like actually going to get them, it messes with our brain because it.
Makes us start believing that we have control of all the clients that we want. Like we, that person should be my client and that person should be my client. Well, no, we have to earn that first of all. And second of all, we don’t even know people’s situation. So we actually don’t even know, like, even if you think you can help someone, you don’t know the behind the story.
What I’ve learned is there are some clients of mine who. We’re dream customers before I started working with them and I love [00:27:00] working with them now, but I realize now how much I didn’t know about their whole story and how much I maybe maybe assumed. So now I realize that. Although I wanted my intentions when I created content before was to serve people and to serve my audience.
I now realize that I was picking and choosing people thinking that I kind of knew so much about them. And I was putting almost too much on that. And that gave me the thinking of like, Oh, I have to go get them. But remember, we don’t go get them. We show up, we introduce ourselves, we make offers, we create content we want to watch.
We make offers all the time. We thread it into what we do and we don’t go get clients like that is the thinking that’s going to not [00:28:00] work for us. And then last but not least, number five, make it easy for your clients, for your future clients. Make it easy for them to work with you. Don’t let them jump through hoops.
Look, I have an application process, so I’m not saying make it super easy. But what I am saying is give them clear direction. So I’ll give you a little background on my process. I make offers all the time in my content on Instagram, in my emails. And then when they go to the link in my bio and it says, work with me one on one, first I make it super clear, right?
Work with me one on one. That’s the button I need to press. I don’t have 20 zillion buttons in my link tree. I have a handful. I honestly want to make less of them, but I make it super easy for them. They click on that. And when they click on that, it says private one on one coaching. I go into a spiel on who this is right for.[00:29:00]
And I kind of pre qualify them there. I know a lot of people want to work with me, but when they read. My one on one coaching, it can come off a little intimidating because I’m making it really clear on my page on my private coaching application that I want to work with people who are serious about their growth because this is a big investment and honestly, I don’t want to, whether you have the money or not, I only want to work with people who are going to do the work.
So I have an application. I make it super clear and easy. about on how to get there. And when you get there, it’s pretty clear who this application is for and where their mind needs to be at. Then I ask them questions. I tell them what’s going to happen. I say, if you, once you fill out this form, I’ll send you an email after I tell them what’s going to happen.
And they send the form. I email them after we schedule a call and we get on the call and we talk. We have [00:30:00] the consultation call, but I try to make it as easy as possible. And That’s, I’m not saying be insanely accessible, but I am saying make it clear and concise. You don’t want them to jump through hoops and they shouldn’t be clicking on button, button, button to figure out what you do or to figure out how to work with you.
How do we make it more simple? Right? How do we make it more simple? All right, guys, I hope this was helpful. That’s all I had for you today. I had been DMing with a handful of folks and They were like, should I be making offers like on my lives or in my reels or, you know, on TikTok? Yes. You should always be making offers.
Here’s the thing. I think depending on the content that you create, you could get a little bit creative, right? [00:31:00] Like I wouldn’t want you to all like every single TikTok make an offer, right? That would be a little silly. But like, think about it. You should be all, you should absolutely be threading in offers, but sometimes you don’t even need to, like, actually do a direct offer, right?
You don’t need to be like, oh yeah, and then DM me, blah, blah, blah. You can also, like, even just talking about your clients. And giving them exposure to what you do throughout your content makes it very clear who you help and how you help people. I’m not saying that counts as an offer, but what I’m saying is you can still thread in that background information and get Potential clients or future customers get them excited to work with you because you share what’s happening with your current audience.
All right, so I hope this is helpful. Um, here are the top five takeaways. I want you to remember [00:32:00] number one, introduce yourself as a life coach, introduce yourself as what you are. Number two, create content you want to watch and always, always, always. Number three, make offers all the time, everywhere, email, IG, LinkedIn, Facebook, everywhere, all the time.
Not all, all the time, but you know what I mean. I already went over this. If you listen to the episode, not every single time, but all the time. All right. Number four, don’t try to get, get, get clients. Remember, we don’t need to go get them. We need to make offers and we need to be visible and we need to meet new people.
Um, but we, we don’t, we don’t get to just pick them from a, from a tree, you know, let’s just trust that they’re going to come our way. If we are constantly making offers. All right. Number five, number five, make it easy [00:33:00] for them. Make it easy for someone to figure out how to work with you. Tell them. Give them call to actions.
Tell them what to do, but make it easy for them. You don’t want to make it difficult for them to figure out what button they need to press to work with you. All right, guys, I hope this was helpful. If you enjoyed this episode, if you learned anything in this episode, do me a solid screenshot this episode and post it on your IG stories or, or and, if you can do both, I mean, I would love you forever, but you can also leave a message on Apple Podcasts.
Let me know if you learned anything. Let me know if you’re feeling this podcast. You guys, I’m so grateful to, honestly, I’m so grateful that anyone listens to me.
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