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The 8 principles of             

 




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Monday, February 11, 2002



Today's issue describes 8 proven principles of "living" or building a niche within the coaching profession, complete with tips from Coach Ernest F. Oriente.  Thank you, Ernest, for sharing your story with us.  Ernest is a very successful coach with an active practice worldwide encompassing multiple niches.

Also in this issue is an announcement regarding a new technology now available to coaches who are interested in adding their voice to their websites.  A simple and easy to use system, InstantWebAudio.com makes it possible within 10 minutes. Click here for more details...

Happy Reading,

Andrea Lee
GM, CoachVille

 

The 8 principles of             

The idea of living in your niche is a concept we developed in 1996 when we launched our business coaching service. As a result of using this strategy, we have worked with more than 500 clients and their companies in eleven countries around the world, all by telephone. In addition, we found this concept to be so successful for our coaching business that we began to teach our clients how to do the same for/with their own companies and organizations.


To understand the principles of living in your niche for your company, you first need to answer these questions:

  • Who are your best clients/prospects?
  • Will it be fun to work with more of these clients/prospects? Can you easily find/locate more of these clients/prospects?
  • Will these clients/prospects pay full price for your products/services?
  • Can you identify any painful consolidations, shifts or changes within this industry/profession?
  • Can you identify any profitable trends, developments or opportunities within this industry/profession?
  • How well are these clients/prospects served by your competitors within this industry/profession?
  • Can you build powerful strategic alliances?

Once you have answered the above questions, the principles for living in your niche are carefully explained below. Is living in your niche easy? Yes! Just stay focused, follow the principles as explained and watch your sales/profits soar!

Writing industry/professional articles:
A key element and the foundation for living in your niche is to write a free monthly article. This article is designed to position you and your company as experts within the profession/industry of your clients/prospects. This monthly article should be 700-1000 words long and once you getting rolling, a new article will only take an hour or two to complete. This article can now be sent to your clients/prospects by E-mail/fax/mail, inserted into a multi-formatted newsletter, sent to targeted industry/professional publications, placed at specific industry/professional websites, used as a foundation for training, placed into a workbook when making a speech, etc. You see…once you begin writing a new article each month, you can use and re-use this intellectual capital, over and over again.

Tip From The Coach: Have several people within your company proofread each new article. This proofing-reading step will ensure your articles are accurate, timely and communicate a concise message. A word of caution…this article is not designed to be a commercial about you and your company. By sharing industry knowledge, insight, trends and tips your clients/prospects will remember the expertise you provide.

Placing free articles:
The next step for living in your niche is to have these free articles placed where your clients/prospects will see and read them. Here are some examples of where you would want to have your articles
place

  • In the magazines/publications where your client/prospects will read it
  • At four or five of the most popular websites within the industry/profession of your clients/prospects
  • As part of an industry/professional newsletter
  • Mentioned within an industry list-serve or E-zine

When your articles are placed with this kind of industry visibility, the reader {think “your clients/prospects”} will read what you have to share on two levels. On the first level they are going to read your articles, be impressed with what you have to share and will contact you and your company for more information {think “qualified buyers and sales!”}. On a second and deeper level, the people reading your articles will perceive that you and your company must be experts within your field, which is why your article was selected over other authors and companies {think “more sales!”}.

Tip From The Coach: Industry and professional organizations are always looking for quality articles that will speak to their members/readers {think “clients and prospects”}. Call the Executive Director or Publisher for the organization that your clients/prospects belong to and ask for their publication guidelines. In addition, ask for their editorial calendar and preferred methods of submitting articles. Once you have this information, you can then tailor and submit your articles in a timely manner. Remember, because your articles are free for publication, you have a much greater chance of having them printed/placed.

Joining industry/professional committees and the Board of Directors:
To further live in your niche, joining key industry/professional committees is another way to gain increased exposure for you and your company. This form of exposure adds industry/professional credibility and will allow you to further leverage the visibility of your products/services. Once you have participated in several committees, becoming a member of their Board of Directors is another invaluable part of selling in the 21st century. As a Board member you and your company carry added clout, a high level of industry/professional exposure and the ability to see/watch/anticipate future trends. As an added benefit, by being able to spot future trends as an industry Board member, you and your company will be able to better anticipate your strategic plans and will be able to provide better advice/guidance for your clients/prospects. Plus, you can capture these future trends in your next free article, further leveraging the principles of living in your niche.

Tip From The Coach: Industry/professional organizations will always have a variety of committees to join. Ask the Executive Director where you can make the most impact and which committees will have the most clients/prospects as participants. To maximize your time and effort with these committees, attend several committee meetings before deciding which committee to join. Remember, some committees will be much more valuable than others. Find the best committees to participate in and become a significant contributor/leader.

Hosting free teleconference calls:
Technology is making it quick, easy and cost-effective to host teleconference calls for five-100+ participants from around the country or around the world. Invite your clients/prospects to join a free monthly teleconference call led by you and those within your company. Here are some sample topics/ideas for a teleconference call:

  • The information covered in your most recent article
  • An industry-specific focus group
  • Pressing legal issues
  • An invitation to speak with you and other Board members
  • New marketing ideas
  • Internet trends impacting their industry/profession
  • A discussion on how to increase revenue/profits
  • A well-known industry author or speaker

Tip From The Coach: Industry teleconference calls are designed to be highly interactive and must honor the best principles in adult learning. To receive a list of the 30-steps/skills required before, during and after a teleconference call, send an E-mail to ernest@powerhour.com with “Teleconferencing…Train-The-Trainer” in the subject line.

Speaking at industry/professional events:
Another way to live deep within your niche is to be invited to speak at industry/professional trade shows, conventions and executive meetings. These are highly visible and well-attended events where you can further establish the expertise of you and your company. In the traditional model, you will be invited to speak on a particular day and time for this upcoming event. Honoring the principles of 21st century selling, you may be invited to participate as a virtual speaker/presenter, leveraging the technology available today. As a virtual speaker/presenter you will prepare in the exact same manner as you would for a traditional in-person speech/presentation…without the cost/hassle of having to spend hours/days traveling back and forth to this event. Being a virtual speaker/presenter is a high-leverage opportunity to give lots of speeches/presentations to groups of clients/prospects around the world, without the inconvenience of living on an airplane.

Tip From The Coach: Pop quiz…where do industry/professional organizations find world-class speakers/presenters? By reading the free monthly articles sent by people just like you! This is one more reason to author an article specifically written for the clients/prospects you most want to reach.

Creating an E-mail newsletter:
It’s now time to create your E-mail newsletter, to further expand your visibility within your niche. Why should your newsletter be sent by E-mail? Because it’s a free way to be/stay in touch with your clients/prospects on a regular/frequent basis, it’s easy for readers to forward your newsletter to others within their company/profession/industry and nearly-instant delivery means you can share leading-edge information/news…as quickly as it’s happening. Once you decide on the frequency of your newsletter here are some examples of what to include in it:

  • Your free monthly article
  • An update from a recent committee meeting
  • A summary of today’s Board of Directors meeting
  • An invitation to a free teleconference call
  • The location/day/time of where you will be speaking in-person or as a virtual presenter

Do you see the pattern? The power of living in your niche means you can maximize the impact of your newsletter by using it to showcase the steps we discussed earlier in this article.

Tip From The Coach: As the foundation for attracting new coaching clients within our six niche industries/professions, we provide a free newsletter for each group of clients/prospects. As we move from newsletter to newsletter for each of these six niches, these are the minor tweaks we make:

  • We change the title of the newsletter
  • We change the title of the free article
  • We customized the content of the article, specific to their industry/profession
  • We revise the author’s note of each article
  • We include an industry-specific E-mail signature line at the end of each newsletter

Here’s the fun part. Once the newsletter is completed for our first niche, it takes less than 15 minutes per newsletter to make the minor tweaks for our remaining five newsletters.

Tying in your website:
A great deal can be said about the marketing of your website. For the purpose of this article, how will you answer the following website questions as they relate to living in your niche?

  • Does your website instantly speak to your clients/prospects?
  • Can a website visitor find articles that speak to their industry/profession?
  • Does your website mention your involvement with their industry/professional committees and/or their Board of Directors?
  • Can a website visitor register for your next free teleconference call?
  • Can a person easily subscribe to your free industry/professional newsletter?
  • Will a website visitor be able to review your schedule of in-person and virtual presentations?
  • Does your website engage your clients/prospects and require specific steps/forms of action?

Tip From The Coach: Do you again see the pattern? A client/prospect reads your article in this month’s industry/profession magazine and goes to visit your website. They instantly see and read that you live in their world and understand the concerns/issues/problems of their industry/profession. As a result, they contact your company and become a client {think-sales!}. Or, they subscribe to your free newsletter as a result of visiting your website and become a prospect for the future {think-future sales}. Either way, you are honoring the very best of push-pull permission marketing.

Building strategic alliances:
Once all of the steps outlined in this article are in place, building strategic alliances is the last and most important step for living in your niche. Just to clarify, strategic alliances are:

  • Fun
  • Easy to develop
  • Flexible
  • Low cost
  • Win-win
  • Create high-visibility within your niche
  • Are very profitable

Here are some examples of win-win strategic alliances:

  • An alliance with a book publisher within the industry/profession of your clients/prospects
  • An alliance with a non-competing company, who sells to the same clients/prospects you are targeting
  • An alliance with a non-competing E-mail newsletter that has subscribers who are your clients/prospects
  • An alliance with a non-competing website that your clients/prospects visit frequently
  • An alliance with the association/organization that serves the industry/profession of your clients/prospects
  • An alliance with a magazine/publication that is read by your clients/prospects
  • An alliance with a person who is an important center-of-influence within this industry/profession

Tip From The Coach: Remember, the goal of living in your niche is to be very visible within the industry/profession of your clients and prospects. This means you want to select strategic alliance partners that will add more value and visibility to your company/organization. In turn, you must be clear on the value and visibility you bring to your alliance partner. Think high-impact, high-visibility and win-win!

Want to learn more about how to live in your niche or to hear what others are doing around the world? Fax a note on your letterhead to 435-615-8670 or send an E-mail to ernest@powerhour.com and The Coach will fax/E-mail you a free TeleForum invitation. During this call we will discuss how to implement the steps in this article.

Author’s note: Ernest F. Oriente, The Coach, is founder of PowerHourŽ, a professional business coaching/recruiting service and has spent 11,600 hours delivering customized training, by telephone, in leadership, traditional/Internet marketing and sales for fast growing sales companies and entrepreneurial businesses worldwide. We specialize in global distance learning by telephone, using our state-of-the-art conference call system for interactive and dynamic TeleForums. Twice-monthly TeleForums link 10-100 executives/professionals/individuals who are geographically dispersed, in a time efficient and profitable format. PowerHourŽ is based in Olympic-town…Park City, Utah, at 435-615-8486, by E-mail ernest@powerhour.com or visit our TeleForum website: http://www.coachingsuccess.com/. To receive a FREE success newsletter send an E-mail to: subscribe@coachingsuccess.com. Recent PowerHourŽ articles have appeared in 2500+ business/trade publications and websites.

copyright 2002 by Coachville.com Article written by Ernest F. Oriente. All rights reserved.

 


Would you like to add welcome message, in your own voice, for the visitors to your website to hear? If, so, you're at the right place.  For only $19, you can record up to a 3 minute message, using your telephone.

After you complete your recording, our system will email you a link to where the RealAudio file is.  Just add that link to your website and your visitors can hear your welcome!

Our Instant Web Audio system was designed for personal and business coaches given that they do most of their coaching by phone and they "want their voice to do the talking." This service is perfect for any coach who wants to add a personal, warm welcome to their site, in their own voice.  Within minutes.  All by phone.

How does it work?
You simply pick up a telephone, dial a number, record a message that you want visitors to your website to be able to hear and let our system to the rest.

What would you like your site visitors to hear?
A personal welcome from you to them?
An invitation to call or email you?
A special offer on a product or service?
A voice walk-though of a coaching services?
A sample of your voice
A interview of you by a friend or colleague

Wondering what to say?
Sample scripts and recording tips are here: http://www.thomasleonard.com/instantwebaudio/scripts.html 

What could be easier?  
With our fully automated system, you don't have to hassle with computer recordings or converting .wav files into RealAudio or transferring audio files or setting up a RealServer or paying for the bandwidth.

We've taken care of all of these technical steps for you.  We even email you the single line of HTML code to insert into your home page that invites visitors to listen to your message.  Our system handles everything so you don't have to.  Really.

Do I need a website? 
Yes.  You'll need to insert the one line of html code into your home page.   But that's easy to do.  And, we host the RealAudio file itself, so you don't have to.  Your $19 fee covers bandwidth costs for the first year.


Can I record for longer than 3 minutes? 
Yes, of course.  Here is the pricing:

Minutes Fee
up to 3 $19
5 $24
10 $29
15 $34
20 $39


How do I get started?
There are only 4 steps from start to finish:
Step 1. Set up an account (takes just a moment)
Step 2. Prepare your message
Step 3. Call to record your message
Step 4. Add the RealAudio link on your website

To start the process now, visit http://www.instantwebaudio.com to create your account.

NOTE: A three minute welcome message, in your own voice, is now FREE to CoachVille members who list at CoachVilleReferral.com  To become a CoachVille Member and receive your free 3 minute audio clip and CoachVilleReferral listing, visit http://www.coachville.com

Here's an example of a CoachVille Member listing at CoachVilleReferral:

To listen to Robert's message, click here >
or cut and paste link below into your web browser.

http://playstream-real.com:8080/ramgen/thomasleonard/robertculpepper14428.rm
You will need a reasonably recent copy of RealPlayer to hear this audio message.

Remember:
The entire process takes less than 10 minutes from start to finish.
When you're done taping, the system emails you the URL/HTML code of your audio clip so you can add it to your own website and/or email signature if you wish.
You can update your message at anytime, for free.

Record your message now by going directly to InstantWebAudio.com to purchase your 3 minute RealAudio recording for $19.

Or, to receive a free 3-minute audio clip, go to http://www.coachville.com and click one of the "join now" buttons to become a CoachVille member immediately.  
 


 

Testimonials from 
coaches who've used the system in the last few weeks...


Most computer stuff makes me feel illiterate, even the stuff put on by "leaders" Yahoo, Barnes and Noble, Ebay etc.  I have difficulty understanding what I'm to do next.   But your Audio deal was so easy I did it in about three minutes.  

Dave Lambert



Over the weekend I recorded my welcome message and added it to my website and referral listing. It was amazingly easy. The instructions were clear and everything worked beautifully! It's nice to be able to listen and rerecord as many times as you want and I took full advantage of that feature. I already get a lot of business from my website  and I'm sure this will increase it.
In fact, I'm already getting great feedback on it. Here's an e-mail I just received: "I listened to your welcome message on your web site, and really  liked it. Both you and your message are most welcoming, and really encourage people to want to learn more about you and your work. Wonderful!"  I'll be spreading the word about this technology. Thanks so much!

Grace Durfee


 

The hardest part of the whole deal was figuring out what to say. Once I had my message ready, the instructions were easier to do than just about anything I've encountered recently. Easier than installing software. Easier than finding my lost pen. Easier than I expected! Plus, I am convinced that it won't take long until we as coaches wonder what we ever did without this technology. Kudos, this is wonderful!

Nancy Boyd


 

Thanks for developing this new audio clip capability for CoachVille members.  Talking directly to visitors, at our CoachVille Referral listing or coaching practice website, allows for a sampling of what it would be like to engage in a coaching conversation with us.  And since coaching happens on the dance floor of conversation, hearing the music of our words can lead to the next step: inviting
the coach to dance.
 
John Agno