STEP THREE Get Your Website (Sales Pitch) Right

Question 1

What is the primary purpose of a coaching website?

Answer 1

To deliver a sales pitch that gives a potential client the opportunity to accept or reject the challenge of working with you.

Question 2

What are the three main objectives a coaching website should achieve?

Answer 2

• Clearly communicate the value you offer.
• Display your menu of products.
• Explain the steps a potential client can take to engage you as a coach.

Question 3

True or False: Most coaches have a website.

Answer 3

False

Question 4

What are two reasons coaches may not create a website?

Answer 4

• Pride
• Fear

Question 5

What percentage of small businesses fail?

Answer 5

65 percent

Question 6

What is one benefit of having a coaching website?

Answer 6

It builds more confidence in your coaching abilities.

Question 7

What is a wireframe in the context of a coaching website?

Answer 7

A text-only rough draft of your website.

Question 8

How should a coaching website guide potential clients?

Answer 8

Through the three phases of curiosity, enlightenment, and commitment.

Question 9

What should the header of a coaching website clearly communicate?

Answer 9

• What you offer
• How it can make clients’ lives better
• What they need to do to work with you

Question 10

Fill in the blank: The header of a website should pique clients’ _______ about how you can help them grow their business.

Answer 10

curiosity

Question 11

What should be included in the stakes section of the website?

Answer 11

A reminder of the stakes at play if potential clients do not engage your coaching services.

Question 12

What is the purpose of the menu of services section on a coaching website?

Answer 12

To provide a list of products that clients can engage in to solve their problems.

Question 13

What should the proof of value section include?

Answer 13

• Statistics
• Testimonials

Question 14

What is the first phase in the relationship-building process on a coaching website?

Answer 14

Curiosity

Question 15

What happens if you skip a phase in the relationship-building process on a coaching website?

Answer 15

Potential clients may walk away.

Question 16

What should be the overall goal of your coaching website?

Answer 16

To invite customers into a story where their problems can be solved by engaging you as their coach.

Question 17

True or False: The copy on your website is less important than the design elements.

Answer 17

False

Question 18

What is the significance of the stakes section in a coaching website?

Answer 18

It communicates urgency and increases perceived value by describing problems clients face.

Question 19

What should the call to action in the header of a coaching website communicate?

Answer 19

What the potential client needs to do to engage the coach’s services.

Question 20

What is the ideal structure for a coaching website?

Answer 20

• Header
• Stakes
• Menu of Services
• Proof of Value

Question 21

What is the purpose of the Proof of Value section on a coaching website?

Answer 21

To demonstrate that coaching products will work for potential clients through statistics and testimonials.

Question 22

What percentage of clients reportedly double their revenue after joining the flagship mastermind?

Answer 22

47 percent.

Question 23

What additional statistic is mentioned regarding clients’ revenue increase after attending the mastermind?

Answer 23

23 percent experience at least a 50 percent increase in overall revenue.

Question 24

True or False: Testimonials are less valuable than statistics when proving the value of coaching.

Answer 24

False.

Question 25

What types of businesses should be included in testimonials?

Answer 25

* Business to business * Business to consumer * Online businesses * Brick-and-mortar retail stores * Service industry businesses

Question 26

What is the key idea behind the Three-Step Plan section on a coaching website?

Answer 26

To provide potential clients with manageable steps that reduce intimidation in hiring a coach.

Question 27

How many steps should be included in the Three-Step Plan to avoid intimidating potential clients?

Answer 27

No more than three steps.

Question 28

What is the main goal of including a three-step plan on a coaching website?

Answer 28

To build a bridge from the customer's problem to the coaching solution.

Question 29

What is the purpose of the Explanatory Paragraph section on a coaching website?

Answer 29

To provide a long-form, conversational explanation of why working with the coach is important.

Question 30

What sales framework is recommended for the explanatory paragraphs?

Answer 30

The Customer Is the Hero Sales Framework.

Question 31

What is a Lead Generator on a coaching website?

Answer 31

A tool used to gather email addresses from potential clients in exchange for something of value.

Question 32

What percentage of future business is dependent on creating a lead generator and following up via email?

Answer 32

More than 50 percent.

Question 33

What should be customized when creating a lead generator?

Answer 33

It should be customized to fit the kind of coaching being offered.

Question 34

What is the overall benefit of creating a coaching website as mentioned in the text?

Answer 34

To help clients move further into the journey of hiring the coach.

Question 35

What transformative effect can wireframing a coaching website have on the coach?

Answer 35

It can help the coach better understand their value and believe in themselves and their services.

Question 36

Fill in the blank: The process of wireframing your website may prove to be _______.

Answer 36

[transformative].

Question 37

Where can one find examples of effective coaching websites?

Answer 37

CoachBuilder.com.