Check out this interview with Natalie Cutler-Welsh of Go-to-Girl. Nat shares the highlights of her coaching journey and tells us why she wished she had taken the leap and gotten help much earlier!
Janine: So, for a lot of people it takes them a while to get to the stage where they are ready to commit to business coaching, whether it is financial or for other reasons. What motivated you to commit to business coaching with us?
Natalie: I probably started coaching with you ladies, Jo and Janine, about a year ago. At this stage things were pretty tight financially and I wanted to be making more money. At the beginning when you start your business, often you try to do everything on your own. I didn’t want to spend money and because I’m a service and did not need a big capital outlay, it was actually kind of easy to fall into that trap.
Go To Girl started making money from day one. I thought, great, I will just keep making money and trying to spend as little as possible. Looking back, I feel like if I had only taken the plunge to get a business coach on board earlier to help me focus on what I am really good at and love doing and to outsource tasks like accounting, which I don’t love doing, things would have catapulted a lot quicker.
I think it’s really easy for people to say, “Oh, you should get a business coach.” But when you finally do, you think, what was I doing beforehand? We fumble along and read a few articles on the Internet, but when you’ve got someone like you, Janine, emailing me, texting me, and basically just checking in and making sure that I am being held accountable to the things I said I was going to do, be they business goals or lifestyle habits, it makes a huge difference!
Now, I’m way more wealthy and abundant than I was before I started working with you ladies. I’ve got a lot more clarity around my offerings. I can help more people. I can make more money.
Janine: So you were struggling with income generation when you first came to us. What were you hoping to achieve from the coaching?
Natalie: I suppose clarity on my packaging, the services that I was offering. I was trying to do too many things and wanted somebody to help me make the money that I wanted to make, without such a confusing array of options for my clients. I also needed to be accountable. I’m an ‘ideas’ person. I would always come up with ideas and you would come back with the rational questions like – “how is that going to help your business?”. You would ensure that I kept focus on my business mission and goals. You kept me on track and I loved that part of the coaching with you!
Janine: OK, so in terms of clarifying your packages and creating new income, did you get the results you wanted?
Natalie: I sure did. We started off looking at the monthly amount I want to earn and then, after a few months, I was running that nicely. Now my goals are even bigger!
An area where you really helped a lot was if I was about to talk to someone on the phone and pitch my new idea, let’s say I had a client that I wanted to join my VIP group. You really helped me with the iteration, the content or the copy of what I was actually going to say on the call and similarly in the email. How to write the email so that I get the desired effect – so they think of course, it’s a no-brainer and then want to join my VIP group. I would draft something out, flick it back to you, you would tweak it or you would send me an example and I would make it my own. I found this type of help was amazing!
Janine: Awesome. Tell us a bit more about the VIP group. What was the idea behind it? What did we set out to achieve and how did we do it?
Natalie: Well, it was really a matter of me shoulder tapping some fabulous women that I have worked with in the past, whose skills I trusted and thought were awesome, and inviting them to be in a select group, so that I could interview them on my podcast and do shout-outs about them on Facebook and that type of thing to create a win-win situation.
With your help I got people to sign on for a six-month period and a big part of that was the discussion, like me pitching the concept to them, which was really great. Whereas I was doing one-off coaching sessions and not really sure what my income was going to be each month, now I have this regular, consistent income that is just one of the streams of things that I am offering. I know I am going to have that money coming in every month and anything else that I do extra is a bonus.
Janine: Cool. What else have you achieved through working with us?
Natalie: Some of the things that you said to me, Janine, in the early days of our coaching together, took me a while to action, things like grow your email list and have a webinar. When I did finally do my first webinar it was awesome and I’m so grateful for the coaching and training that you gave me in the lead-up to that event. I wasn’t nervous about speaking or doing a PowerPoint, that type of thing, but I was really nervous about the technical side of things not working, and also I was a little bit nervous about the sales side of things. I was thinking OK, so when I invite them to buy my upsell, what do I say? How do I say it without sounding like a big cheese ball or too desperate? The conversations we had to help me with this were so much fun! You wrote out a script for me that was such a huge help.
Again, it’s like somebody could say, “Oh, I can talk. I can teach. I will do a webinar on my own.” But you might not make any sales if you don’t go into the sales part naturally. You talked to me about having a metaphor and other things that I would never have thought of before even though I have listened to heaps of webinars myself. Just knowing how to word things when you’re the presenter is a whole different story. So that was huge. Then of course the follow-up, all the time and energy, because when people did say yes, which they did (Yay!) to my upsell, there was so much follow-up work that went into that as well. Having your support was awesome!
Janine: Thank you. How about your client list, has that grown too?
Natalie: For sure. I think I had about 100 clients on my list at the beginning. I was adding to the list slowly with no real plan. Now I tell all of my clients about the importance of growing a list and give them ideas on ways to do it. People think social media is going to be there but you never know what’s going to happen with Facebook tomorrow or LinkedIn or other similar sites. So you need to get people on your list. Your encouragement and ideas around how to grow my client list were crucial. I’ve got over 1000 people now and that’s not really even putting much money into this. Thanks to your help I’m going to be running more webinars this year and that’s a great way to grow your list. I can’t wait to see what happens in 2015!