# ImpactfulnessLab > Impacftulness Lab - where coaches and consultants landing high-paying corporate clients ## Posts - [Part 3 - Mistaking who will buy your offer](https://impactfulnesslab.com/mistake-2-who-will-actually-buy-your-offer/): I’ve been talking about the 3 mistakes people make that make it hard for them to land corporate clients: #1 They don’t understand (and apply) the 3-dimensional aspect of niching for corporates#2 They mistake who in corporates will buy their offers#3 They miscommunicate the outcome their work provides (and often do that on TWO levels) I went into quite a bit of detail on #1 but that makes tackling #2 much easier – because you already understand why you should never limit yourself to just one contact e.g. HR to sell your services… (if you don’t know – please comment […] - [Part 2 - Not niching from all three angles](https://impactfulnesslab.com/how-to-niche-from-all-three-angles/): I told you in my latest post that there is another aspect of how to niche when you want to work with corporates and that is this; inside of corporates you don’t just have ONE person who has a particular challenge that you could help with, but several others – and they all have challenges on different levels. I have written elsewhere about why you should contact more than one person when approaching corporates (comment if you want to be tagged). The first level – Operational But in a nutshell, it’s that you have one type of person who has […] - [The top 3 Mistakes People Make When Trying To Land Corporate Clients - Part 1](https://impactfulnesslab.com/3-mistakes-people-make-when-trying-to-land-corporate-clients-part-one/): Corporate clients present a huge income and impact opportunity for coaches, consultants, speakers and other small business experts, but I frequently see people make mistakes in these 3 areas that make it hard for them to land corporate clients: 1 – They don’t understand (and apply) the 3-dimensional aspect of niching for corporates 2- They mistake who inside of corporates will buy their offers 3 – They miscommunicate the outcome their work provides (and often do that on TWO levels) Let’s start with the most common stumbling block: In-depth niching for corporates When you are working with individuals or very […] - [Be specific about the impact of your work](https://impactfulnesslab.com/be-specific-about-the-impact-of-your-work/): Someone asked me recently: “What are the key areas of value that corporates are looking for and will pay multiple 5 and 6-figures for consulting or coaching?” Actually, this question kinda jumps in at the middle of the corporate decision-making process and to answer it, you need first to understand a few things about how corporates think. Understanding your prospect’s specific problem To start with, corporates will NOT buy consulting or coaching for the sake of it – they will not hire you as a stress coach or leadership consultant because it’s a nice thing to do. Even those who […] - [Painkiller or Vitamin? Part 3](https://impactfulnesslab.com/painkiller-or-vitamin-part-3/): I recently posted about why you should NOT work with companies that have the biggest need for your help as a consultant or expert in improving working conditions and environments. I know it’s counterintuitive, but those companies generally suffer from a toxic leadership culture. In that situation, it is incredibly hard for an individual consultant or a small group of experts to achieve a shift unless there is a real change in the leadership. A reminder of what type of companies you should target So save your energy for the “good” ones – the companies that are genuinely interested in […] - [Painkiller or Vitamin? Part 2](https://impactfulnesslab.com/vitamin-or-pain-killer-part-2/): I recently talked about why the advice to push the “pain” of an issue is often NOT a good idea when you are talking to corporate prospects. And I want to build on this. What I noticed is that many expert consultants and coaches who see their solution as a “painkiller” (and position themselves as such) try to go after those corporates who seem to be in the biggest need of their offer. E.g. If you are a stress coach, you might target companies that are among the “100 most stressful organizations to work for”. Or if (like me) you […] - [Why landing corporates are a great opportunity for you and your business](https://impactfulnesslab.com/why-landing-corporates-are-a-great-opportunity-for-you-and-your-business/): I get it, I really do. As a small business, it can seem near impossible that you could ever work with corporate clients. I mean, they seem so polished, in their glitzy offices and so accomplished in what they do – why would they even need you? They (can) appear so inaccessible! And even when you know they do need what you offer, the effort required to work with them can feel daunting. Even when you come from a corporate background, it can still feel overwhelming… But think, the opportunity is massive. It is massive in 3 ways: Opportunity 1 […] - [Painkiller or Vitamin? Part 1](https://impactfulnesslab.com/painkiller-or-vitamin-part-1/): This post is about the massive popular marketing *wisdom* that also happens to backfire spectacularly when applied to corporate clients. I’m talking about the advice to frame your offer as a “painkiller” to get a client to buy. In the online marketing space, it’s commonly said that people are more likely to take a painkiller than a vitamin, meaning you should make sure your offer is pitched as a painkiller, marketing to the pain your customer is feeling. But when it comes to corporate clients, this strategy is rarely a good idea. So why doesn’t this strategy work? Because, when […] - [Out with the old, and in with the new!](https://impactfulnesslab.com/out-with-the-old-and-in-with-the-new/): “The greatest danger in times of turbulence is not the turbulence; it is to act with yesterday’s logic.” (Peter Drucker) But this is exactly what many, MANY businesses do – every day. A recent example – working from the office vs from home See all that debate about calling people back into the office? This comes straight from the times when work could not be done elsewhere other than at “work”. Like back in the 1960s… One of the most popular arguments for returning to the office is about collaboration; Employees need to be physically together, so we’re told, to […] - [Why your current marketing strategies don't work when selling to corporates](https://impactfulnesslab.com/why-your-current-marketing-strategies-dont-work-when-selling-to-corporates/): NOPE Sorry… at least not at the moment. Your standard online lead gen (you, the conversation-starting posts, all the “get to know you better” posts, and even freebies like lead magnets and webinars) don’t work when you’re selling to corporate clients. You might as well put your automated funnel away now… I have written extensively about what works instead (I even have a little post series, comment if you want to be tagged), but in this post, I’m going to explain the behavioural psychology of WHY those marketing strategies don’t work when selling to corporates. How we view social media […] - [Let's #rehumanizework](https://impactfulnesslab.com/lets-rehumanizework/): “Well, at this level, I still have control over my schedule.So, for example, every day, I block out 2 hrs from 5pm-7pm to spend time with my family”. 😐 Seriously? Is that what people consider to “be in control of their diary”? Don’t get me wrong, I don’t blame the person writing this. It’s just very obviously her (yes, it’s a she) reality. What I do blame, however, is the corporate culture stereotypes that normalize the idea of working 24/7 so much that scheduling 2 hours a day for family time is seen as “control”. Stories like this deeply sadden […] - [Changing corporate cultures for the better](https://impactfulnesslab.com/changing-corporate-cultures-for-the-better/): So this young woman (28) is asking what a good time in her career is to have a baby on an anonymous online forum. She’s currently doing well, in a secure mid-level job with a Fortune 500 company and I’m assuming in a happy relationship. Her concern is that she’ll be penalized for taking time off and not getting promoted – yet with a promotion, she won’t have any time in her schedule to bring up a child. What advice did she get? **She received TONS of replies from others, the overwhelming message that yes, in 2022, these are all […] - [Let go of any assumptions!](https://impactfulnesslab.com/let-go-of-any-assumptions/): Here’s a MUST do for your sales conversations – especially when you want to work with corporate clients… (I got this wrong for a really long time 🙈) Firstly, let go of any assumptions! I follow this marketer Josh Braun and in one of his emails, he just nailed the top mistake people make when they are pitching their offer. They ASSUME they know what their prospects want and need. An example from Josh Braun Here’s the story he shared: Prospect: “Does your condo have a pool?”​Salesperson Matt: “It does! It’s the most beautiful and stylish pool in Boca Raton. […] - [Wanna know a secret or two?](https://impactfulnesslab.com/wanna-know-a-secret-or-two/): My secret sauce is focusing entirely on helping experts get corporate clients using genuine buyer psychology and BEHAVIORAL insights. Say what?! As a corporate consultant with over 20 years of experience as a senior decision-maker, I know how corporate buyers think. And as a former CFO who approved BIG spends on coaching, consulting, and other experts, I know how to get them to say YES to your offer. So why is my experience relevant? My experience means I know what goes into a premium corporate offer that has customers wanting to go through their budget with you (even if they […] - [Don't forget these two important points when marketing](https://impactfulnesslab.com/dont-forget-these-two-important-points-when-marketing/): Want to know the killer moves that make reaching out to corporate prospects so much easier? I’ve been talking about your value proposition (i.e. how you deliver value to your clients) and how to build trust in the last few posts, but in this one, I’ll talk about the one (actually, two) things that far too few people mention in their marketing. And yet, when you talk about this, not only does marketing become more joyful but you also stand out from the crowd AND you attract people who are your dream clients. These two things are: 1) Your values2) […] - [Confidence is the key](https://impactfulnesslab.com/confidence-is-the-key/): I frequently see discussions about what makes someone appear *professional*. And I can understand how that kind of chat really puts people off even thinking about working with corporate clients. But the discussion did get me thinking: >We *know* that corporates hire professionals, right?>Therefore, if you want to work with corporates as a coach or consultant, it is vital to be seen as a professional, right?>Therefore, we need to look and sound the part, right?**But in reality, this isn’t really true…** Unpacking the myth behind needing to “look” professional I have seen plenty of people who fit the typical image […] - [Three ways to show corporates they can trust you](https://impactfulnesslab.com/three-ways-to-show-corporates-they-can-trust-you/): Many experts don’t know how to build trust with their corporate prospects and as a result, miss out on 5-figure contracts! Yesterday I wrote about how I design my Value Proposition – the framework that describes (in non-marketing language) *how* I deliver value for my clients. And today, I’m going to share 3 more aspects that you should define BEFORE you craft your marketing and outreach messages. You see, before corporate prospects are willing to even talk to you, you need to give them reasons to *trust* you – at least enough for 3 minutes of their attention. 1) Trust […] - [Essentials you need to land high-paying corporate clients](https://impactfulnesslab.com/essentials-you-need-to-land-high-paying-corporate-clients/): Here are the two things you need if you want to land 4, 5, and 6-figure contracts with corporate clients. No, they’re not a fancy website, glossy marketing materials, the perfect LinkedIn profile, or even tons of connections. Number 1 – Expertise The first is EXPERTISE in your topic. Meaning, that you need to be clear on what results you can help people achieve and HOW (note, I said *people*, not corporates!). This expertise can be your business – if you are currently making 5-10k, you most likely know & already have a process for getting results. Or you may […] - [A layered approach to lead generation](https://impactfulnesslab.com/a-layered-approach-to-lead-generation/): I know a lot of people don’t like the idea of reaching out to corporate clients and hope there are ways to get clients to come to them. The most effective ways to do this are via thought-leadership posting, speaking/participating at events and conferences and publishing in industry publications. Benefits to inbound marketing There are a number of benefits to inbound marketing: 1) You don’t need to be “always-on” – e.g. you can write articles in your own timeframe2) You can reach many prospects in one go3) If you are the speaker at an industry conference or author of an […] - [Finding the right corporate contacts - Part Four](https://impactfulnesslab.com/finding-corporate-contacts-part-4/): I have previously shared with you the people in corporates who are the keenest to hire you (it’s not who you might think, but check out yesterday’s post to know more!) 👉The second group of people you should reach out to in a corporate organization also feel the pain but on a different level. They are one (or more) steps removed from the impact of the challenge, but they have strategic goals and targets they cannot meet because of the issue. This means they are still stressed about the challenges faced, they are still worried on both professional and personal […] - [Finding the right corporate contacts - Part Three](https://impactfulnesslab.com/finding-the-right-corporate-contacts-part-three/): So by now, you know that you don’t have to worry about finding THE ONE decision-maker when selling to corporates. Because you now understand how corporates make buying decisions. And you now know that there is a RANGE of types of people you can contact. So who are they? I am going to dive into each one and give you some behavioural science nuggets you don’t get elsewhere! (And yes, you should contact all of them 😉) The first and most important person to approach 👉The first and most important is the person with the pain at a tactical level. […] - [Finding the right corporate contacts - Part Two](https://impactfulnesslab.com/finding-the-right-corporate-contact-part-two/): I talked about letting go of the idea that you need to find the ONE person who can make the decision to hire you. Because this is not how large companies buy services from independent consultants or coaches. Let me explain in more detail. For example, notionally, HR or Learning & Development departments are in charge of people strategies and people development. And they are likely to hold the budget for those activities. So they would qualify as the decision-maker. Yet, it is very rare, that those departments are the only ones who buy certain services. And they are certainly […] - [Finding the right corporate contacts - Part One](https://impactfulnesslab.com/finding-the-right-corporate-contact-part-1/): “I waste hours scouring LinkedIn because I don’t know how to find the right person to talk to about my corporate offer“ Sound familiar? You’re not alone with that… This has gotta be one of the top hurdles that coaches come to me with when they want to sell to larger organizations but are not having much luck. Maybe they have tried the HR route and hit a wall; “We already have this in house”, “This is not a priority for us right now”, “We’ll be in touch when we need something like this” are typical responses from many HR […] - [Remember, you also get to choose your clients!](https://impactfulnesslab.com/remember-you-also-get-to-choose-your-clients/): I often talk about how as a consultant, coach, or independent expert, you get to choose the corporate clients you work with. You don’t have to work with the ones that don’t respect people. You don’t have to work with the ones that have toxic work environments. And you don’t have to work with the ones that are only interested in things like wellness, DEI, communication, leadership, etc because they want to go through a tick-box exercise of being *seen* to do the right things. But how do you identify the wrong ones? A common misconception It seems that many […] - [Some practical examples of helping your clients' pains](https://impactfulnesslab.com/some-practical-examples-of-helping-your-clients-pains/): Building on yesterday’s post on how coaches who work with leaders and managers can land 5-figure contracts with corporate clients, I’m going to give you some super practical examples As a mindset coach, you can work with leaders and managers to resolve challenges in multiple ways: 👉 E.g leaders find themselves in too many meetings – this indicates that they need to delegate more. Holding back from delegating illustrates that they might have limiting beliefs about their team or their own ability to get results if they don’t do everything themselves. Your approach to an organization could be:“Improve your team’s […] - [Showing your value to corporates - The emotional level](https://impactfulnesslab.com/showing-your-value-to-corporates-the-emotional-level/): Calling all leaders and mindset coaches Want to know how you can land a 5-figure contract with corporate clients? Many brilliant, talented coaches know how to help individuals break through limiting beliefs, overcome mental blocks and achieve big goals. Such results are also very valuable to corporates! And in the next few posts, I will share with you the two points to cover in your offer so that you can win e.g a $15k contract for 3 days of work or a $35k contract for a few weeks of engagements. 🐣The trick lies in helping corporates see the value to […] - [Two examples, but only one is valuable when presenting your offer](https://impactfulnesslab.com/two-examples-but-only-one-is-valuable-when-presenting-your-offer/): Yesterday I talked about how you don’t need fancy materials, print-outs, tech, or other props to sell 5-figure contracts to corporate clients as a coach or expert. Today, let me give you two scenarios using the example of a wellness coach – and I’ll let you decide which one is more appealing (and if you read on, I will tell you). Scenario A) You offer a standard approach that gives employees some advice about nutrition, some tips for exercising, and maybe a few ideas about using mindfulness. Packaged this way, you will be competing with all the other wellness coaches […] - [Lead Generation Part 3 - Outbound Activities](https://impactfulnesslab.com/lead-generation-part-3/): We’ve been talking about how to ask for referrals that can successfully get you corporate clients.But relying on referrals alone is not enough if you want to grow your business or don’t already have an extensive network. So we need to look at other forms of getting leads, specifically: Outbound and inbound activities. Outbound Reaching Outbound efforts include outreach, either by email & calls, attending industry events, making introductory offers such as free lunch & learns (things like advertising and trade show exhibitions are less effective for small coaching or consulting businesses and therefore I don’t focus on them here). […] - [Lead Generation Part 2 - Referrals](https://impactfulnesslab.com/lead-generation-part-2/): Yesterday I talked about the fact that no ONE method is guaranteed to get you corporate clients. The best way I have found to consistently attract corporate clients for my business without burn-out is to *layer* these three approaches: 1) reaching out to a prospect (outbound),2) getting prospects to get in touch with you (inbound) and3) referrals/introductions. And I will be talking about each of these in turn. So which is the best approach? There is no doubt that being referred to or introduced to a prospect by a mutual acquaintance who can vouch for you gives the best results. […] - [Selling your program to corporates](https://impactfulnesslab.com/creating-your-corporate-program/): Want to sell your services to corporates? If you have never packaged the awesome work you do with your 1:1 clients as a corporate program, it is easy to think that you need to create all kinds of **extra** things. Things you don’t actually need to include ->A ton of new **mindblowing** information and insights ->Loads of **snazzy** materials to use in your delivery like presentations, handouts, tech for participants to use… ->**Special** marketing materials like fancy new websites, brochures, logos No surprise you might feel overwhelmed, I’m getting exhausted just writing this! In reality, a lot of the really […] - [Lead Generation - Part 1](https://impactfulnesslab.com/lead-generation-part-1/): Here’s a bit of truth about corporate clients and lead generation: As a coach or consultant, if you want to make reliable 6+ figures from corporate clients, you need to talk to enough prospects. Obvious, right? 🤷‍♀️ Yet there is much confusion and even contradiction about HOW you get in front of these potential clients – it can be overwhelming and exhausting! But actually, you can avoid both overwhelm and exhaustion when you strategically “layer” a number of ways to generate leads. Strangely, this is something that is rarely taught in-depth in sales and marketing training. 🤔 People will try […] - [Why I should be your business mentor](https://impactfulnesslab.com/why-i-should-be-your-business-mentor/): If you are more turned on by the thought of someone doing the laundry for you than the romantic advances of your partner, then why are you surprised that you don’t finish the templated, cookie-cutter courses and coaching (and aren’t getting results)? I’m kidding, of course. Someone doing the laundry IS super sexy, but let’s be real; if the cookie-cutter, one-size-fits-all approach worked, we’d all be swimming in money in Scrooge McDuck fashion 🦆⁣But we’re not – and no, cookie-cutter solutions don’t work, especially not when it comes to landing CORPORATE CLIENTS. Let me introduce myself I’m Miriam, the Queen […] - [How to choose the right clients](https://impactfulnesslab.com/how-to-choose-the-right-clients/): The ultra-toxic ones might make the headlines, but in my 20+ years of experience with corporates and 9+ years running my own consulting business, I have only come across one case of truly hideous office politics. In fact, all my other clients have been an utter delight to work with. To ensure you work with dreamboat (and not nightmare) corporate clients, you need a solid system to identify and approach only those companies YOU want to work with. Most business development and sales training tell you to identify your ideal clients by looking at the industry, the size and the […] - [No - you don't need to play office politics!](https://impactfulnesslab.com/no-you-dont-need-to-play-office-politics/): A lot of people tell me that they would like to work with corporate clients but they don’t want to play office politics. This always puzzles me because there is a simple answer to this; you don’t need to! What you do need is a robust process to find and convert only those types of clients that are a joy to work with. One time a student on my course asked me how I would deal with a corporate client who had a culture of back-stabbing and rumour-mongering. My short answer was that I wouldn’t deal with them full stop. […] - [Summary of what to include in your proposal](https://impactfulnesslab.com/summary-of-what-to-include-in-your-proposal/): When you prepare a proposal to corporate clients, 4 key components will make a huge difference in how many and how fast clients will accept your proposal: #1 Overview (summarizing the challenge this proposal addresses – from the client’s point of view)#2 Objectives (translating the client’s requests into outcomes of your work)#3 Opportunities (the immediate and long-term value of resolving your client’s challenge)#4 Recommendation (giving them 2-3 options of how they can work with you) (There are a few more components but they carry less psychological impact and are more self-explanatory) Over the next 4 days, I will dive deeper […] - [Part 4 of 4 - What to include in your proposal](https://impactfulnesslab.com/part-4-of-4-what-to-include-in-your-proposal/): Ready to create high-converting corporate proposals? I have been posting about the 3 other vital components that allow you to convert up to 8 out of 10 proposals (that’s my current experience). Today we talk about creating a rejection-proof Recommendations Section.✅ This is where you outline how you can work with the client. Recommending a solution – Give your clients a variety of options Here you provide at least 2 options (ideally 3) of the best ways for your client to resolve their issue/achieve their goal. Always make sure to provide more than one option because you want your client […] - [Part 3 of 4 - What to include in your proposal](https://impactfulnesslab.com/part-3-of-4-what-to-include-in-your-proposal/): When creating proposals for corporate clients, most coaches and experts use the same templates as providers of technical or transaction-based services. This is a massive mistake because it actually makes it HARDER for your prospects to say YES to your offer. Over the course of the last 2 days, I have shared two vital components of highly successful proposals for coaches and consultants working with leadership, mindset, wellness and similar offers. Today I share another part, including the common traps many fall into (and of course, how to avoid them) – Connect the Dots! Breaking down the specific outcomes of […] - [Part 2 of 4 - What to include in your proposal](https://impactfulnesslab.com/part-2-of-4-what-to-include-in-your-proposal/): In yesterday’s post, I talked in detail about the first vital component you need to include in your proposal to corporate clients if you want a conversion rate of above average (8 out of 10 is my current rate). Today I will share the next part which is often a big stumbling block for coaches and experts: Objectives ✅ This part is called the objectives section and it is all about translating the client’s requests into a series of outcomes from your work. Here you outline the results they can expect from working with you. By the way, this is […] - [Part 1 of 4 - What to include in your proposal](https://impactfulnesslab.com/part-1-of-4-what-to-include-in-your-proposal/): A lot of coaches are unclear about what they should include in their proposal for corporate prospects. As a result, they spend a lot of time (and worry) on writing a document that ends up not getting them a quick YES! Proposals that have a higher than average chance of converting (i.e. over 50%, mine convert approx. 82%) all contain seven must-have components and in a series of 4 posts, I will set out the four most vital ones and what to include in each (the other ones are useful but more self-explanatory). The 4 vital components are:#1 Overview (summarizing […] - [Let me tell you about a revelation I had](https://impactfulnesslab.com/let-me-tell-you-about-a-revelation-i-had/): There’s been some stuff going on in my personal and business life recently. Nothing life-threatening – just some people being asshats and trying to take advantage of situations… I know it will all be sorted and fine, but it’s still draining my energy (and time). And while no one wishes to have to deal with stuff like that, I did find out some things about myself that took me by surprise. Issues I needed to confront It really made me confront my relationship with money. I never thought I had a money issue. We didn’t have much when I grew […] - [I've got a confession...](https://impactfulnesslab.com/ive-got-a-confession/): Confession time…I haven’t written my book. Eeeek!Back in 2021, I announced it full of energy and excitement. I launched myself into finding out what it takes to write a book.Not any book, but a (business) bestseller. ‘Cause that’s the only one worthwhile, right? I was then told exactly HOW to do that, WHAT steps to take, in WHICH order, and … crucially… that most of my thoughts and ideas would NOT work. It felt overwhelming, confusing and expensive. And in the midst of all of that, I lost my passion. The excitement. And motivation… so, here we are in 2022 […] - [Comparison is the thief of joy](https://impactfulnesslab.com/comparison-is-the-thief-of-joy/): Confession time. In the first few years of my consulting business, I wasted a lot of time comparing myself to people I admired. Other consultants, experts who seemed to be doing everything I dreamed of doing — working with supercool clients, public speaking, and taking their expertise to make a real contribution to organizations and society.If you’ve ever compared yourself like that, you know how miserable it can make you feel.I was making up excuses. Pretty lame excuses actually. Like:>>I need to get my website perfect (I didn’t)>>I need to charge less because I am new (I wasn’t)>>Organizations don’t need […] - [YOU are the only person that can make it happen!](https://impactfulnesslab.com/you-are-the-only-person-that-can-make-it-happen/): Newsflash: It’s not your coach or someone’s *system* that gets you results for your business. The only person who can get you results is, Drum roll… **YOU!** And that’s great news!Because do you really want to have put your business in the hands of others??? A *good* system will teach you the steps and actions that have worked for others and can work for you. And a good coach will guide you, share their experience, challenge you, cheer for you and support you along the way. And that’s exactly what happens when you work with me in my Launch Codes […] - [What others charge for their work](https://impactfulnesslab.com/what-others-charge-for-their-work/): I often get asked if it really IS possible to charge multiple 4-figures for just a couple of hours of work with corporate clients. And I often do share the examples of my students who:– landed a contract for 15k for 3x90min coaching sessions (mindset coaching)– got paid 4k for 1/2 online workshops (intro to DEI)– tripled their prices with an existing client who then asked to book MORE work with them (manufacturing client)And these are not the exceptions.Here is some market research I did in another group (details anonymized to protect privacy):– 15k for 3months engagement of 4hrs/month working […] - [No - you don't need to fit in to work with corporates!](https://impactfulnesslab.com/no-you-dont-need-to-fit-in-to-work-with-corporates/): I was reading a lovely post on LinkedIn about encouraging people to be true to themselves by Kathrin Sebo (https://tinyurl.com/4cc5f8t8)I don’t see many posts in German so the words really touched me in their beautiful simplicity:Trau Dich.DU passt einfach wunderbar zu Dir. (meaning): Dare it.YOU suit you beautiful “You need to lose your originality to work with corporates” – wrong! So many people think that if you work with corporate clients, you need to stop being yourself. That you need to check your personality at reception (figuratively). Wear the clothes, speak the language. FIT IN. Whereas the reality is that […] - [The ripple effect of high job satisfaction](https://impactfulnesslab.com/the-ripple-effect-of-high-job-satisfaction/): Did you know there is statistical evidence to support that when people are happy in their job, they make more ethical decisions? That means, if a senior leader in a big corporate is happy in their job, they are more likely to treat their people better, put humans before profit, show more concern for the environment, reject dodgy dealings or exploitative contracts with suppliers in other countries… the list goes on! That means as an expert in your topic, if you can help corporate employees (including their leaders) to have **happier** work lives, you are actually changing the world for […] - [Who is the right person to approach about your offer?](https://impactfulnesslab.com/who-is-the-right-person-to-approach-about-your-offer/): Finding the right person to speak to about your corporate offer has gotta be one of the top hurdles that coaches come to me with when they want to sell to larger organizations. Maybe they have tried the HR route and hit a wall (“We have this in house”, “This is not a priority for us right now”, “We’ll be in touch when we need something like this”). These are all typical responses from many HR departments – that’s if you hear anything at all. Or maybe they’ve sent a bunch of messages to their network and on LinkedIn but […] - [Be clear in your messaging and your "how" with corporates](https://impactfulnesslab.com/be-clear-in-your-messaging-and-your-how-with-corporates/): The reason why you hear crickets when you reach out to corporate prospects might have little to do with your offer, your credentials, or even that claim that “it’s hard to sell to corporates”. => The more likely reason is that you are not clear in your message of what challenges you can help them with and HOW. <= Yes, I know, it’s an unpopular opinion… Because everyone tells you that it’s the results (aka the WHAT) that sells and that clients don’t care about HOW you achieve those results. The problem with focussing on the “what” But this actually […] - [Make sure your corporates know HOW you can help them achieve great results](https://impactfulnesslab.com/make-sure-your-corporates-know-how-you-can-help-them-achieve-great-results/): “Talk about the results, not the **how** is the mantra in the marketing world” But it’s a bit different when working with corporate clients – you actually have to give them some idea of HOW you’ll help them achieve results. The concept vs the features of your program There is a difference between the concept and approach you use vs the detailed features of your program (which, by the way, should be tailored to your specific prospects’ needs). The concept might for example say that you use a modular approach, where each element builds on the previous one and gives […] - [Things you need to land a corporate client in as little as 2-4 weeks](https://impactfulnesslab.com/things-you-need-to-land-a-corporate-client-in-as-little-as-2-4-weeks/): I came across this post earlier and felt a tiny bit called out. It was all about business coaches talking about their clients’ massive successes, making it look like their clients had started from scratch, and – POOF – after working with them for 2 weeks, the clients were raking in the millions… (ok, that IS slightly exaggerated, but you get my drift) But surely that is possible? Now I know that it IS theoretically possible for some to go from zero to the big bucks, but the reality is that most of the people with great results have certain […] - [What NOT to say to a corporate prospect](https://impactfulnesslab.com/what-not-to-say-to-a-corporate-prospect/): Don’t say this 1 thing when sending a follow-up message to a corporate prospect: “Following up on my previous email…” aka **why the heck are you not responding, have you even read it???** Why is this so bad? It’s passive-aggressive and will likely rub your prospect up the wrong way (i.e. them thinking “who the hell is this person and why should I care about their email”) – not a great start to a business relationship… It can also make your prospect feel bad for not reading/responding (not too likely, but possible). At worst, even if they feel none of […] - [What you can expect from joining my latest program](https://impactfulnesslab.com/what-you-can-expect-from-joining-my-latest-program/): A short timeline of how the current cohort in **The Launch Codes to Corporate Clients**, a 6-week program with hybrid 1:1 and small group learning (max 4 participants) is SMASHING it in just 4 weeks! Week 1:Explored how to create corporate offers that demand high-ticket fees & intro to corporate lead generation Week 2:Created a sparkling corporate offer based on deep buyer psychology>> NETWORKING & OUTREACH MESSAGES ARE SENT Week 3: Designed their customized lead generation strategy and sales messaging approachRESULTS: FIRST MEETINGS IN THE DIARY Week 4: PROSPECTS ARE ASKING FOR PROPOSALSFor multiple 4-figure programs that didn’t exist 3 […] - [Not every high-paying opportunity is always the right one](https://impactfulnesslab.com/not-every-high-paying-opportunity-is-always-the-right-one/): That time when someone wanted to pay me high-ticket fees but I turned them down. As you know, my focus is all about showing coaches and consultants how to land multiple 4 and 5-figure corporate contracts. And I love what I do because I get to work with awesome people who don’t just want to make a quick $$$ but actually want to make the corporate world (and the whole world) a better place. An experience I recently had So when this apparently experienced coach approached me for 1:1 coaching, I was rearing to go – they seemed to have […] - [How NOT to approach a prospective client](https://impactfulnesslab.com/how-not-to-approach-a-prospective-client/): This just landed in my LinkedIn inbox: “Hi Miriam, I love what you do. You are so passionate!Can we have a call this week or next? I’d love to know more about you and find ways to collaborate.” Now I don’t really do calls without knowing what it’s about, so I asked what type of collaboration they had in mind… I’m sure you guessed, the answer was “oh I want to work with you, my service can really grow your business”.That’s not collaborating. That’s selling under the guise of something else. To be clear. I don’t blame the person, they […] - [Get your prospects to believe these 3 things before buying from you](https://impactfulnesslab.com/get-your-prospects-to-believe-these-3-things-before-buying-from-you/): If you are a coach trying to sell 5-figure contracts for mindset, leadership, empowerment, or mental & physical wellness to corporate clients, there are some things that your prospects must believe before they can buy from you. I call it the belief ladder. It is your job to help them believe:#1 That what you offer is a solution to their challenge or will help them achieve their goal.That means being really clear on the benefits of your offer – not using vague terms like “better leadership” or “more productivity” but explaining HOW your work helps them get the results they […] - [Sales calls aren't necessarily 'a must' before pitching your offer](https://impactfulnesslab.com/sales-calls-arent-necessarily-a-must-before-pitching-your-offer/): It really surprises me how many coaches insist on getting me on a sales call before they will tell me more about their program. Just the other day, I had a chat with someone over DM, whose high-ticket offer I was definitely interested in. But instead of answering my questions, they kept insisting on “jumping” on a Zoom call. Which I don’t enjoy. Leaving aside the timezone differences, I simply don’t want to add another fixed time commitment into my diary – I use the time I have to show up for my clients 100%. (And I will gladly “hop” […] - [Sharing my secrets](https://impactfulnesslab.com/sharing-my-secrets/): It’s the rule, right? You must **hint** that you have a “secret“. And you’ll only share it with people who buy from you… Well, you know that I like to break the rules.(after all, I did have rainbow-coloured hair while consulting for a major global tax firm…)So I’m gonna break the rules and share with you the full system of how to sell to corporate clients. —————————- It literally consists of only 6 steps: Step #1: Select an industry niche that you have a connection with. Maybe because you worked there, or because you know lots of people. Or because […] - [Stop undercharging for your work - Remember your value](https://impactfulnesslab.com/stop-undercharging-for-your-work-remember-your-value/): I used to undercharge until I worked out the value I bring to my corporate clients. When I first started my own corporate consultancy, I fell right into the trap of thinking I cannot charge too much. ‘Cause I was new, right? I had only just started, right?(forgetting my 2 decades worth of relevant experience as an employee, but that’s another story…) So I **thought** I’d better go in low. And I resented working so much for so little – but felt I could not charge more than lower-end market prices (or so I thought). ‘Till one day, I sat […] - [Introducing my new program "Launch Codes for Corporate Clients"](https://impactfulnesslab.com/introducing-my-new-program-launch-codes-for-corporate-clients/): Me, asking a senior corporate decision-maker in charge of £1.4bn worth contracts: Me: Does it annoy you when someone you don’t know contacts you at work about a service they are offering? Decision-maker: No, why should it? If the offer is relevant, I’ll have a chat. If not, I might tell them who else to contact. Me: So you don’t expect them to build a relationship with you BEFORE they tell you about their offer? Decision-maker: Good grief, no, I don’t have time for that stuff. If we work together, we’ll build a relationship, but not before then. ————————— Want […] - [Create your corporate offer using the exact format I use to land multiple 4 & 5 figure clients without fancy websites, complicated lead gen, or tons of cringe-worthy networking.](https://impactfulnesslab.com/create-your-corporate-offer-using-the-exact-format-i-use-to-land-multiple-4-5-figure-clients-without-fancy-websites-complicated-lead-gen-or-tons-of-cringe-worthy-networking/): When you want to start selling to corporate clients in addition to individual ones, it is super important to create your **Value Proposition**. Your value proposition is the framework for HOW you deliver value to clients and WHAT makes you different. Think of it as the “I help” statement that many coaches and consultants use to describe what they do. But to create your value proposition effectively, you need to go beyond the “I help” + what you do. What to incldude This is the template I use & teach to all my students – state clearly: >> WHAT is […] - [What do corporates need from you?](https://impactfulnesslab.com/what-do-corporates-need-from-you/): A lot of people worry that they cannot sell to large companies because they look for certain results, such as financial ones.​ And the test is here: are you currently earning 5-10k a month or more working with individuals? Or do you have a strong corporate experience where you got results as an employee? Because if either of those is true, you KNOW you can create results for individuals, right? And if these results are SPECIFIC and TANGIBLE, you can create the kind of results that corporates are looking for. Why is being specific and tangiable important? The point about […] - [Is there a standard rate I need to charge for my work?](https://impactfulnesslab.com/is-there-a-standard-rate-i-need-to-charge-for-my-work/): There is no standard rate for experts. Please don’t think you have to fit into a **market rate** if you want to work with corporate clients as a coach or consultant. I know that a lot of people think that you can only charge $XXX for a workshop or $YYY for a piece of training, but candidly speaking – that’s a load of rubbish. A lovely, fabulous lady asked about this just the other day, thinking there is a market standard for what you can charge as a coach or consultant. Two key factors to determine pricing Let me tell […] - [Your clients' everyday pain points](https://impactfulnesslab.com/your-clients-everyday-pain-points/): You already KNOW that when creating your 4 & 5-figure corporate offer as a coach or consultant, you gotta be *superclear* on the type of challenges you can help your prospects with, right? Some challenges you may want to help tackle Maybe you want to help empower professional women. Or help employees experience less stress and have a better work/life balance. Potentially, you want to develop more emotionally intelligent leaders. Or help teams deliver projects faster. These are all AWESOME goals. But they are also a bit vague. When you make such offers, you are essentially asking the prospect to […] - [HR Directors - Yes, they actually need your help](https://impactfulnesslab.com/hr-directors-yes-they-actually-need-your-help/): Here is the reason why an HR director might want to hire you as a coach for their corporate business. Because working with corporates **does not** have to be all about strategy, leadership, or sales. In fact, things like mindset work, helping people gain more emotional intelligence, breaking down limiting beliefs or reducing stress are topics that corporates are ALWAYS looking for help with… For example, business surveys are full of how difficult it is for companies to attract and retain top talent. This is a **huge** problem for HR directors! So a common scenario is that they want to […] - [Land a 5-figure corporate contract as a mindset coach](https://impactfulnesslab.com/land-a-5-figure-corporate-contract-as-a-mindset-coach/): If you can help people break through limiting beliefs, overcome mental blocks and achieve big goals, you can totally land a 5-figure contract with corporate clients. Yes, **mindset** & **life** coaches – I am talking to you! If you’d like to make between $5k to $15k for 1-3 days of work with just one client, read on 😉 Corporates are **constantly** looking for ways to improve their people’s work situations (the good ones do this primarily because they care – they are the ones you’d want to work with). So they WILL hire you if you can show them the […] - [SLICE](https://impactfulnesslab.com/slice/): Here is the **simplest** way to find out if you can work with corporate clients:  If you are a coach or consultant, you can land 4 & 5 figure corporate contracts if what you do can help them: **Improve work realities** for their employees (reduce stress, improve productivity, increase engagement) **Increase revenues** (more sales, better customer service) **Reduce costs** (better performance, high employee retention, lower sickness and of course, much much more!) How do I know this is true?  Aside from my own experience as a corporate consultant for the last 9 years? Aside from my own experience as a […] - [How can you understand your audience without personal experience or connections?](https://impactfulnesslab.com/how-can-you-understand-your-audience-without-personal-experience-or-connections/): This question just came up (again): “I know how important it is to hone in on what exact problems your target audience is going through, but I could never really do that for corporates because I’ve worked in corporate for only 8 months and don’t have a ton of people in management positions within corporate now.” This is a super common question and I wanted to share my answer with the wider group too. Because there are actually 3 elements hiding in the answer to this question: Being tactical  #1 The first is the tactical element – this is about […] - [Sales objections? Great!](https://impactfulnesslab.com/sales-objections-great/): This is for you if you have tried selling to corporates but only got objections (or if you fear objections keep you from trying to sell to corporates in the first place). Three reasons for sales objections There are really only **three reasons** why you come across sales objections when speaking to corporate prospects: >>Your offer and messaging don’t clearly define the value, ROI, and *why* they should buy from YOU. >>Your message is targeted at the WRONG person. >>You are making it more difficult for them to buy by not scaling your offer But actually, the objection itself will […] - [The truth about your offer...](https://impactfulnesslab.com/the-truth-about-your-offer/): So here is the thing that stops many coaches from selling their offers to corporates for multiple 4 and 5-figures… (this will confuse some people…but fear not, I will explain!) Your **OFFER** is NOT your coaching, your services or expert advice.  It’s not your price either!  It is easy to jump to the conclusion that your offer is that “thing” that you do. Because on the face of it, that is what people pay you money for, right?  But actually, your offer, especially your corporate offer is a LOT more than that.  And you need to be clear about ALL […] - [Why you should never offer discounts to corporate buyers](https://impactfulnesslab.com/why-you-should-never-offer-discounts-to-corporate-buyers/): Discounts and special offers?…no, no-ooo, JUST NO! Not when you want to land 5-figure contracts with corporate clients as a coach (or consultant or another expert advisor). Because when you do, you set off a series of thoughts in their brains that can only ever leave you on the losing side. Why are corporates sceptical about discounts? First, they wonder: “Why is this expert giving us a discount? Our accountant doesn’t do that. Neither do our lawyers give us discounts?” Then they question: “Is this person really an *expert*?”  And then they decide: “Well better ask for… other quotes / […] - [Fill your diary - Business Development](https://impactfulnesslab.com/fill-your-diary-business-development/): The best way I know to consistently land 5-figure contracts with corporate clients is to have one strategy for reaching out to prospects and one strategy for getting them to come to you. And to work both simultaneously. This post focuses on the outreach side of the equation because it is vital to get your corporate client business rolling.  One of the simplest and fastest ways to reach out to potential corporate buyers is via email.  (Actually, if you sell to individuals you shouldn’t ignore emails either, but the technique for this is very different!) So how should I structure […] - [How to know when corporates are ready to buy your offer](https://impactfulnesslab.com/how-to-know-when-corporates-are-ready-to-buy-your-offer/): It’s time to chat about how you can find corporate clients who are actually ready to buy. You know, the kind who are looking at letting a 5-figure contract for the right individual help with their challenge.  We all know that sending cold spam emails to unresearched prospects not only feels bad but is also not very effective.  Of course, when you research your niche and your prospect, you can send emails that are targeted and specific. I have had great success with smart emails (as do my students – you can read more about how to research your prospects […] - [How to get paid WELL by corporate (and other) clients](https://impactfulnesslab.com/how-to-get-paid-well-by-corporate-and-other-clients/): Interviewer: “How do you get the London Symphony Orchestra to take part in the project?” Frank Zappa: “You pay them”. Interviewer: “But aren’t they a very prestigious organization”? Frank Zappa: “You just pay them a lot!”* *(Quote from a BBC program about Frank Zappa (if you don’t know who Frank Zappa was, omg, we need to have another conversation!) What on earth has that got to do with landing 5-figure corporate contracts?  EVERYTHING! Position yourself as not only an expert, but a unique one  🔥 Because when a professional wants certain results, they are willing to PAY for experts and […] - [How to charge more for your corporate contracts](https://impactfulnesslab.com/how-to-charge-more-for-your-corporate-contracts/): If you want to land 5-figure corporate contracts, you cannot be bottom-shelf, supermarket bread.  You have to be a fancy artisan loaf instead! (No I haven’t lost my marbles, just craving carbs as it’s so cold here!) Let me explain my analogy.. as a German, I ADORE good bread! In the supermarkets, they put generic bread on the bottom shelves. It’s the kind of bread that is fairly tasteless, has low nutritional value and is dirt cheap.  It’s a commodity!  And that means it’s interchangeable, almost indistinguishable from other loaves of bread on the shelves. So it’s a bit of […] - [Do you need testimonials to sell to corporates?](https://impactfulnesslab.com/do-you-need-testimonials-to-sell-to-corporates/): Do you need testimonials to sell to corporates? Short answer… NO!…absolutely not. And here is why…(get ready to receive some **real** buyer psychology diamond dust): Corporates believe they are special Decision-makers and buyers inside corporate organizations believe that *their* business is UNIQUE. *Different from all others *Unquestionably different from businesses in other industries *And certainly different from businesses even IN their own industry And because of their **deep** conviction that they are different, they are less interested in things like testimonials.  Meaning, they don’t see a testimonial and think “wow, if this worked for ABC corp., it’s bound to work […] - [Corporate offers that SELL](https://impactfulnesslab.com/corporate-offers-that-sell/): Want to sell your services to corporates? If you have never packaged the awesome work you do with your 1:1 clients as a corporate program, it is easy to think that you need to create all kinds of **extra** things, like: A ton of new **mind blowing** information and insights Loads of **snazzy** materials to use in your delivery like presentations, handouts, tech for participants to use… **Special** marketing materials like fancy new websites, brochures, logos  …and no surprise you might feel overwhelmed, I’m exhausted just writing this!  In reality, a lot of the successful programs that I have seen […] - [3 lightbulbs](https://impactfulnesslab.com/3-lightbulbs/): Let me tell you the story of 3 lightbulbs Not actual light bulbs… (that would be weird)… But the lightbulbs that went off in Jessica’s* brain  (*not her real name, but you know who you are ☝️ 🤣) [Jessica had left a high-flying career in corporate America, feeling burned out and disillusioned].  **”Why on earth should I want to work with those asshats again”?** She asked me.  Lightbulb #1: Because you get to choose who you work with as an external expert; if someone is an asshat, you walk away! **”And they don’t have a clue how to lead/reduce stress/engage […] - [Don’t fall for the sales BS](https://impactfulnesslab.com/dont-fall-for-the-sales-bs/): A lot of sales gurus tell NOT TO DO THIS! (Many tell you to do the exact opposite…) But you already know that I like to break the rules, right? 😉 I like to take the human approach to build trust, relationships and help build your business… You already know that all my selling advice is based on how people truly think (not what sales trainers think 🤯) – whether that’s corporates or individuals! And that is why I tell my prospective clients that they should “think about it”! YEP, whether it’s individual clients on a Zoom call or a […] - [What I learned from losing a £100k corporate client](https://impactfulnesslab.com/what-i-learned-from-losing-a-100k-corporate-client/): This lesson hurt… I had been working with this client for a couple of years and loved what we were doing; They were fun, they were exciting, they got fabulous results. So it was pretty disappointing when they told me that for the next stage of the project, they’d look at getting a large consultancy. Ouch! They explained that while they loved what I had helped them achieve, they felt that as a small business, I did not have the resources to scale the results across the organization (to be fair, we are talking 85,000 people in 36 countries). So […] - [Don’t fall for the buzzwords](https://impactfulnesslab.com/dont-fall-for-the-buzzwords/): One of the biggest mistakes I see life coaches make when they are trying to land corporate clients is that they are following the buzzwords of the larger consultancies, instead of being super clear about what they offer and who they offer it for. What really works to get the attention of corporate buyers is: Evidence and explaining your claims of expertise Clarifying what specific problems your offer solves and why that is important to them Not trying to appeal to EVERYONE, because that appeals to NO ONE. Common mistakes I see  Let me give you an example of a […] - [DON’T create your corporate program (yet)](https://impactfulnesslab.com/dont-create-your-corporate-program-yet/): A lot of coaches and experts tell me they cannot start working with corporates yet because they haven’t finished putting together their corporate program.  Please DON’T do that just yet! Putting together a big corporate program before you have tested out your approach before you have identified your ideal corporate prospects and before you have started on your business development strategy (aka, your strategy to get in front of prospective buyers) is at best a waste of time and at worst a massive demotivator and blocker to your goal of working with corporates. Here are 3 reasons why: Your offer […] - [Is it hard to sell multiple four, five, and six-figure offers to corporate clients as a coach?](https://impactfulnesslab.com/is-it-hard-to-sell-multiple-four-five-and-six-figure-offers-to-corporate-clients-as-a-coach/): The answer to this question depends on whether you mean “hard” in the sense of effort or if you mean conceptually hard.  Let’s take the first meaning: does it take effort to sell to corporate clients? Well, yes, it takes focus, taking action and persistence to make it happen.  These are very much the same qualities that you need to be successful when selling to any individual.  If you mean conceptually “hard”, then the answer is no, it does not need to be difficult to sell large contracts to corporate clients.  If you have a robust framework and put the […] - [Here is how you can land a 5-figure contract with corporate clients if you are a mindset coach](https://impactfulnesslab.com/here-is-how-you-can-land-a-5-figure-contract-with-corporate-clients-if-you-are-a-mindset-coach/): Many brilliant, talented coaches know how to help individuals break through limiting beliefs, overcome mental blocks and achieve big goals. Such results are also very valuable to corporates and in this post, I will share with you the two points to cover in your offer so that you can win a $15k contract for 3 days work for example, or a $35k contract for a longer engagement.  The trick lies in helping corporates see the value that your work brings to their business and show it on two levels: the emotional level and the rational level. What is the emotional […] - [Questions to ask to get clear on what your client needs](https://impactfulnesslab.com/questions-to-ask-to-get-clear-on-what-your-client-needs/): The fastest way I know how to sell multiple 4, 5, and 6 figure offers to corporates as a mindset or wellness coach is to stop talking about clarity, insights, alignment and transformation. Because that’s too vague!  The reason why so many people use imprecise language like “help you get clarity”, “align people with your goals” or “transform your teams” is that they don’t really know what exactly their prospects need help with and what precise results they want to achieve.  I have a novel suggestion for this: ask them 😉 Asking prospects these questions does not need to feel […] - [How do I know what pain points my corporate prospects have?](https://impactfulnesslab.com/how-do-i-know-what-pain-points-my-corporate-prospects-have/): Being told to research your industry to land 4 and 5 figure corporate contracts can seem daunting. What you really need are the exact questions you can answer via simple Google (other browsers are available 😉) searches which I am sharing in this post. You see, the sales gurus don’t help because they tell you to “research your industry & find the pain points” without telling you HOW to actually do this.  When you really understand the pressures and challenges in your industry niche, you can offer what they need AND position yourself in a way that helps them see […] - [What is the best corporate niche to choose?](https://impactfulnesslab.com/what-is-the-best-corporate-niche-to-choose/): Many coaches and consultants worry if one niche is better than another to find corporate clients. Maybe some niches are easier to get into or some are more lucrative? It can be quite a rollercoaster if you don’t know how to evaluate the pros and cons of any given industry and company niche! Here is what I tell people when they ask me how to choose the best niche: use a robust process to analyze which niche you have the strongest connection with.  Note: connection in this context does not mean knowing lots of people in that niche. It doesn’t […] - [How much should I charge for my work?](https://impactfulnesslab.com/how-much-should-i-charge-for-my-work/): This is one of the most common questions I hear from coaches and consultants when they think about working with corporate clients.  They can’t find an easy baseline rate of what others are charging in their niche to compare themselves to (and in any case, this is a terrible idea because it opens you up to a race to the bottom pricing). I always tell my 1:1 paying clients to charge based on the problem they solve.  This is different from the advice of many sales gurus who will tell you to charge based on the value you bring.  Because […] - [How to get corporate clients to come to you (and no, it’s not just about LinkedIn)](https://impactfulnesslab.com/how-to-get-corporate-clients-to-come-to-you-and-no-its-not-just-about-linkedin/): Every now and again, I come across the claim that it is really easy to fill your diary with sales calls with corporate clients if you are a mindset, leadership or wellness coach – all you have to do is post on LinkedIn. It’s an enticing idea that all you have to do is create a great profile, post valuable information and bam, your ideal clients will be lining up around the block to work with you. That would be a fantastic way of inbound marketing (aka, clients coming to you instead of you reaching out to them). The thing […] - [How to be confident when selling to corporate clients](https://impactfulnesslab.com/how-to-be-confident-when-selling-to-corporate-clients/): One super important ingredient when selling 5 and 6 figure contracts to corporate clients as a mindset, leadership or well-being coach is confidence.  Yet, this is also the one thing that is least well applied and that has gotten a bad reputation because of sleazy sales gurus who advise “to fake it till you make it” or pretend you have all the answers and brush over questions. So before I explain the role that confidence plays in the corporate buying process and how to ensure you portray the right kind of confidence, I want to make one thing clear. When […] - [Your prospects need to believe THIS before they can buy from you](https://impactfulnesslab.com/your-prospects-need-to-believe-this-before-they-can-buy-from-you/): If you are a coach trying to sell 5-figure contracts for mindset, leadership, empowerment or mental/physical wellness offers to corporate clients, there are some things that your prospect must believe before they can buy from you. I call it the belief ladder. First step – Be specific about the solutions you provide  It is your job to help them believe: #1 That what you offer is a solution to their challenge or will help them achieve their goal. That means being really clear on the benefits of your offer – not in vague terms like “better leadership” or “more productivity” […] - [Why HR managers don’t respond to you](https://impactfulnesslab.com/why-hr-managers-dont-respond-to-you/): Here’s the real reason why HR managers don’t respond to your corporate coaching offer.  It’s not that their companies don’t need what you offer. It’s also not that you’re too expensive.  It’s not even “because it’s hard to sell to corporates”. It’s because you don’t present your offer as something that THEY need.  First reason – You are not a priority for them Ok, let’s assume that you’ve done the basics, such as picking a niche, researching what the pain points are in that industry related to your topic and you KNOW that you could help corporations in that industry.  […] - [How to get your proposal accepted - and fast!](https://impactfulnesslab.com/how-to-get-your-proposal-accepted-and-fast/): It’s becoming pretty predictable that whenever I post something about how it does not HAVE to take a long time for corporates to accept your 5-figure mindset, leadership or wellness proposal, someone chimes in that in their case it does because their offer is so complex. Or “different” from the mainstream.  Or for some other reason. 🤷‍♀️ It’s time to dig into this! Let’s assume for the sake of this post that you have done all the basics.  That means you have decided on a niche, you understand what the issues are that your prospects are facing and you have […] - [You need to ASK for the next step](https://impactfulnesslab.com/you-need-to-ask-for-the-next-step/): Here is something I recently noticed that many coaches are doing that’s stopping them from getting more sales – both sales from individuals but also those 4 & 5-figure sales from corporate clients.  They are not ASKING their prospect for the next step! In this post, I unpack why and how to ask for the next step successfully (with examples), in a 100% ick-free, non-pushy way so that you can fill your diary with dreamboat clients. I will be focusing on how to do this in situations where you want to work with corporate clients as a coach or consultant, […] - [Create your 5-figure Corporate Client workshop or short program in 6-8 hours](https://impactfulnesslab.com/create-your-5-figure-corporate-client-workshop-or-short-program-in-6-8-hours/): Yes, you really can create a short to medium program for your multiple 4 or 5 figure corporate offer in as little as 6-8 hours if you’re a mindset, leadership or wellness coach who gets results for individuals 1:1. I know this goes against what a lot of people believe but really all you have to do is work backwards from your 1:1 offer! (this assumes that you have chosen and researched your ideal corporate niche – if you’re stuck on this, here is a post that goes into detail on how to choose the right niche for you): https://impactfulnesslab.com/what-is-the-best-corporate-niche-to-choose/ […] - [How to get corporate clients interested in your mindset or wellness coaching offer](https://impactfulnesslab.com/how-to-get-corporate-clients-interested-in-your-mindset-or-wellness-coaching-offer/): 💯Here’s one of my top tips for getting more corporate prospects to speak with you about your 4 or 5 figure mindset or wellness coaching offer: >>Explain what you do in a tangible way so that they do not have to mentally connect the dots between what they want and what you offer<< Common mistakes people make when pitching their offer The issue is that a lot of coaches and consultants present the benefits and outcomes of their work in fairly abstract terms. 🤷‍♀️ They say things like:“I help you effectively harness your people’s agenda as part of an integrated […] - [Do corporates actually need what I offer?](https://impactfulnesslab.com/do-corporates-actually-need-what-i-offer/): No matter how polished or snazzy they appear, corporates do need your help as a coach or consultant – and they are happy to pay 4 and 5 figures for a few hours or days of work too.  In this post, I’ll unpack how to know if larger businesses will buy services from you as a mindset, wellness, messaging, or productivity coach, especially if you don’t think of yourself as the corporate type!  Remember – What you see is not always what you get Firstly, you must know that unless you have the chance to speak to someone inside an […] - [Many people think they need to do this in order to land 4, 5 or 6 figure corporate clients...](https://impactfulnesslab.com/nocookiecutter/): They think they need to follow the stereotypes to “fit in” and look and sound like a typical corporate consultant.  But actually, as a corporate consultant myself and coach to those who want to land corporate clients, I have found the opposite to be true.  Corporate decision-makers (aka the people who can buy your services) are badgered by consultants all the time about buying their offers. And over time, all those bright-eyed, sharp-suited peeps start to blend into each other. Why you don’t need to be the ‘cliche’ consultant I remember a situation as CFO where we interviewed various consultancies […] - [How to package your corporate program](https://impactfulnesslab.com/how-to-package-your-corporate-program/): When you first start thinking about selling your expertise to corporates, it can be easy to worry about what’s involved in actually packaging your brilliance into some form of program. You might think that it needs to be ever so smart to be seen as professional – swanky powerpoints, smart technology, maybe some fancy printed hand-outs. 👩‍🏫 But the reality is the programs that my students and I have sold for multiple 5-figures to individual large business clients were nothing like that. In fact, a program that I sold recently that made me $20k for 1.5 days of work consisted […] - [What to include in your corporate proposal](https://impactfulnesslab.com/what-to-include-in-your-corporate-proposal/): A lot of coaches are unclear about what they should include in their proposal for corporate prospects. As a result, they spend a lot of time (and worry) on writing a document that ends up not delivering the desired result to get a quick “yes” to working with them! And this issue only gets worse if the potential contract is for one or multiple 5-figures! 😔 Proposals that have a higher than average chance of converting (i.e. over 50%, mine convert approx. 82%) all contain seven must-have components and in this post, I will set out exactly the four most […] - [Am I good enough to work with corporates?](https://impactfulnesslab.com/am-i-good-enough-for-corporates/): When people ask me if they are qualified to work with corporate clients, I never check their education, technical qualifications or formal training. Instead, I can usually tell if they can add a 5 or 6 figure corporate client income stream to their business by how they answer this one question: “What specific, tangible results do your 1:1 clients get from working with you?” Let’s unpack exactly how the answer tells me if you have the potential for a steady and reliable stream of corporate clients. There are actually 3 elements to this question and the first is why results […] ## Pages - [Podcast](https://impactfulnesslab.com/podcast/) - [Work With Me](https://impactfulnesslab.com/work-with-me/): This is your opportunity to work with former CFO and Big-4 Consultant, 6-figure corporate consultant, success activator and catalyst for corporate culture change around the world, Miriam Gilbert Discover my signature programs, Instant Access courses, high-proximity memberships and how to apply for Corporate Icon 1:1 Coaching How to chose the right option for your corporate client business For the fastest results, join one of my signature instant and lifetime access programs to create and sell 6 Figure Corporate Offers on repeat: – Corporate Offers That Sell– The Corporate Conversion System– The Corporate Authority If you want a taste of my […] - [testimonials](https://impactfulnesslab.com/testimonials/): https://youtu.be/m0AuZDq2jQ8https://youtu.be/4A6ZOZeVTkAhttps://youtu.be/NFjZMCQJBWA - [freebies](https://impactfulnesslab.com/freebies/): All Overcoming Objections Overcoming buyer objections Image #2 - [About](https://impactfulnesslab.com/about/): You don’t want to… Spend months on end trying to “build relationships” (OMG, I am giving so much value… Is it too much? Not enough? OMG I don’t know…)  while you see the tumbleweed blowing through your bank account… Waste time, wondering how to find, approach and convert corporate clients,  procrastinating… (Don’t come across as sleazy. Don’t appear desperate. Don’t be a sell-out…) Worry if your offer is something corporates actually buy, feeling stuck, feeling not ready or overwhelmed…(How do I know they want what I offer? What if they call me out? OMG, what IS my next step?) What […] - [Privacy Policy & Cookies](https://impactfulnesslab.com/privacy-policy-cookies/): PRIVACY POLICY Impactfulness Lab is the trading name for MG&G Consulting a company registered in England &Wales, registered Number: 08037425, 54 Nutbrook Street, LONDON, SE15 4LE, VAT registration: 167 4442 92. IMPACTFULNESS LAB (“company”, “I”, “we” or “us”) is dedicated to respecting the privacy of your personal information, and this privacy policy describes what information is collected from you on www.impactfulnesslab.com (hereinafter the “website”) and how it is used. The term “you” refers to anyone who uses, visits and/or views the website. By visiting and using the website, you accept and agree to be bound by this privacy policy. Your […] - [Disclaimer](https://impactfulnesslab.com/disclaimer/): DISCLAIMER GENERAL INFORMATION Impactfulness Lab is the trading name for MG&G Consulting a company registered in England &Wales, registered Number: 08037425, 54 Nutbrook Street, LONDON, SE15 4LE, VAT registration: 167 4442 92. Impactfulness Lab (“company”, “I”, “we” or “us”) provides general educational information on various topics on this website as a public service, which should not be construed as professional, financial, real-estate, tax, legal or financial advice. These are my personal opinions only. The term “you” refers to anyone who uses, visits and/or views the website. Please read this Disclaimer carefully, and I reserve the right to modify it at […] - [Terms and Conditions](https://impactfulnesslab.com/terms-and-conditions/): TERMS AND CONDITIONS By visiting and using www.impactfulnesslab.com or any of it’s subpages (hereinafter the “website”), you accept and agree to be bound by these Terms and Conditions including our Disclaimer and Privacy Policy posted on the website and incorporated herein by reference. The term “you” refers to anyone who uses, visits and/or views the website. Impactfulness Lab is the trading name for MG&G Consulting Ltd, a company registered in England &Wales, registered Number: 08037425, 54 Nutbrook Street, LONDON, SE15 4LE, VAT registration: 167 4442 92  (“company”, “I”, “we” or “us”). We reserve the right to amend or modify these […] - [Impactfulness Lab](https://impactfulnesslab.com/): LAND HIGH-PAYING Corporate Clients Coaches, Consultants, Trainers…Are you ready to maximize your income and your impact? When you are ready to land high-value corporate deals without chasing, pitching, or lowering your price—get on the list. These emails go behind the scenes of what actually works in premium B2B consulting—and why the ones doing it never talk about it publicly. I know what it takes to sell to big corporates and tiny owner-managed biz – Just some of my fav consulting clients: Do you want to… Find corporate clients who are READY to buy, Charm their Brains and BUDGETS SHORTEN the […] - [BLOG](https://impactfulnesslab.com/blog/): What will break YOUR camel’s back? Read More testing publitio Read More Let’s Talk Let’s Talk! You can’t decide whether to bang your head against the desk, stress-… Read More - [Privacy and Cookie policy](https://impactfulnesslab.com/privacy-and-cookie-policy/): Welcome – we are so pleased to see you here! Privacy policies are a bit like the Cinderella of the internet. We know they exist, but often they are shoved into a corner, out of site, covered in dust (or legalese jargon). As we like to be a bit different, we want out privacy policy be more like the heroine in that Disney movie – shiny, interesting, gracious … or at least a document you can understand and find useful. (Otherwise, reading this is just a huge waste of your time). We have to have a privacy policy to explain […] [comment]: # (Generated by Hostinger Tools Plugin)