The First Step to Clients

Written by David Wood


The First Step to Clients Body of Article Getting people to go from 'hello' to 'let me sign up as your client' can be a big ask - especially when they don't know what coaching is! So I always suggest you do an 'Introductory' or 'Exploratory' session first - no cost and no obligation. But how do you offer this? And so that they say 'yes'? In this article I'll explain exactly how to get plenty of trial sessions, which isrepparttar first step to plenty of clients. Change Your Perspective Firstly, are you trying too hard? It can be useful to make a shift from: "I need to get people as ongoing clients", to "Let's see how many introductory sessions I can provide this year". Come from a place of service. The sessions are very fulfilling, and great fun! Prospect has asked what you do, or what coaching is - now what? Most of these tips assume you're at some kind of party or networking function, but they can work for anywhere:

1) Keep your answers short and let them drive it e.g. "I'm a coach". They'll usually ask follow up questions. 2) Speak of what you do for people, not about what coaching is

e.g. "I move people forward" "I work with professionals to grow their business" "I help women expand their community of friends" "I do A, B and C for people" 3) They've asked 'How does it work?' Great. You might like to use Agassi or Tiger Woods as an example. They have coaches. It's not fixing their game, it's about being even better - or having even more in your life. 4) Another answer to this question might be: "I look for what's missing. Some people come to me for direction; some want accountability, so that stuff gets done. Others can simply use support or a sounding board. (Others are focus, inspiration and challenge)

Using the Warm Invitation

Written by David Wood


Usingrepparttar Warm Invitation Body of Article You've donerepparttar 122651 networking, looked through your contacts, and now have a list of people to approach for coaching. You've then decided not to be so stingy, and added another 20 people torepparttar 122652 list - people you're not sure of, but hey - it doesn't hurt to ask - right? And that's where you get stuck. How do you approach these contacts so they will become clients? How do you do it without pressuring them? How do you do it so you get a 'yes' over 80% ofrepparttar 122653 time? I call these kinds of approaches 'warm invitations'. You aren't calling a stranger so it isn't a cold call. But, it's not necessarily a hot prospect either. They are just people you know, and you would like see if they are interested in coaching. In this article I'm going to give you a script that is proven to work. But it's critical to note that you are NOT trying in this phone call to get them as a client. All you are going for is an 'introductory' or 'exploratory' or 'trial' session. Userepparttar 122654 label that feels best for you. The following is an excerpt from The CoachStart™ eManual: The First Line Are you stopped because you just have no idea what to say to see if someone would want to try coaching? Here is a sample script to use: "Hi, Jeff. How are you? I am calling about coaching. I am setting up my coaching practice and I am looking for high energy [put in your own descriptor if you don't like 'high energy'] people to do some trial coaching sessions with." [Pause/Listen] Notice this is very non-threatening, yet straight-forward. It also complimentsrepparttar 122655 person, making them feel good right away. Check Interest "But first, if you have a couple minutes, I'd like to check and see if us doing a session together even makes sense, because I don't want to waste your time with this." [Pause/Listen] Note no hard selling here. You are trying to gauge interest. This part shows that you valuerepparttar 122656 client's time. Question "O.k. great. So Let's find out if there is something worth working on. What's one thing you'd like to alter in your life?" Or you can do other questions like, "What'srepparttar 122657 biggest pain in your life?" or "What would you like more of in your life?" You can insert your own question and experiment with different questions. This gets them into coaching mode and helps you discover what they need. [Pause/Listen]. Note: Discover what they want, but don't try to work it out or solve it yet.

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