Coaching Tools to help Coaches Get More Coaching Clients. Suzan Schmitt: The Coach Marketer

Coaching Tools: Social Proof and Scarcity

July 17, 2009

A client who chooses to coach with you is investing a lot in the process and the coaching relationship. They must feel very comfortable with you and the decision to coach before they will sign up and begin coaching.

Client invest money, time, emotion, and trust in the coaching relationship so they must have a great deal of motivation to make the choice to coach. You can help them gain that motivation by using these tools of persuasion.

The Law of Social Proof

The law of social proof states that people look to others such as their family, peers, and friends before they make a decision about something. Seeking social proof is seeking social validation prior to making a purchase.

Social proof is looking for social validation prior to making a decision. The law of social proof is easily seen in the buying behavior of teens and other tightly knit groups.

You can offer your potential clients social proof by using testimonials in your sales materials. The more social proof in the form of satisfied customers with glowing testimonials the more they will trust you and want to coach with you.

The move valid the social proof the more convincing it will be so be sure to include photos of the person giving the testimonial. Video and audio testimonials lend a great deal more credibililty so use them if possible.

The Law of Scarcity

The law of scarcity states that when choices are limited or availability is threatened the more exciting and valuable the resource. In other words you are more eager to have something that you know is available in a limited quantity or for a limited time.

So to demonstrate the law of scarcity let me tell you that I only have a few seats left for people who would like to be in my weekly teleclass and mentoring program "Zee Inner Circle".

This law is very powerful and drives people to take action for fear of missing out or missing a rare opportunity. You can create a powerful impact with your offers when you apply this law. Create a sense of, or actual, scarcity by making limited time offers and limited quantity offers. These methods increase the buyers perceived urgency and perceived value of your products and services.

Do not fear that you are manipulating potential coaching clients because you are using these laws as a tool to motivate them to get help. You are helping them to see their challenges clearly and to see how coaching with you will help them to overcome their challenges and reach their goals.

The combination of the law of social proof and the law of scarcity will have a powerful persuasive effect on your potential coaching clients and you will see the results quickly.

If you liked this post then you should read "The Law of Reciprocity and the Law of Expectation".

Filed under: Client Attraction

Tags: Client Attraction, coaching, get coaching clients, life coaching, suzan schmitt