Using the Warm Invitation Written by David Wood
Using Warm Invitation Body of Article You've done 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 to 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% of 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. Use 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 compliments 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 value 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's 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.
| | If It's Worth Dreaming, It's Worth Writing DownWritten by Josh Hinds
If It's Worth Dreaming, It's Worth Writing Down By Josh HindsYou have idea so therefore you have within you ability to make it a reality. Such is one of life's great truths. This may not always appear to be case, but rest assured deep down you've got all ability it takes. The problem is that far to often we don't lay a foundation so that we have in place what it will take to make our idea a reality. First of all, we have to understand that things often don't just happen. They are result of following out carefully planned steps and taking daily action until we have reached our intended destination. Say for example you wanted to take a trip. Most likely you'd chart your course wouldn't you? You'd at least take time to know where you were headed and write out directions. This is same idea behind achieving our goals, yet you'd be amazed by how many people choose to go day in and day out without having a basic plan of where they're headed.
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