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

Coaching Tools: Use Desire and Faith to Motivate

August 31, 2009

Many of my clients want to learn to write a great sales letter because they want to motivate people to buy their services or product. After all, we are in the coaching business to help other and to motivate them to make the changes they desire. The word motivate is critical to writing good sales letters so it is essential that we understands what motivates people.

What Motivates People

People are motivated to take action when they want to avoid pain or seek pleasure. Most of us are more motivated by avoiding pain than seeking pleasure.

In his book “Think and Grow Rich” Napoleon Hill lists the seven greatest positive emotions that influence humans. I would like to take a look at a couple of those and how they can be used in a positive way to motivate your clients to take action

Desire

Quite simply desire must be present before a person will take action or make a decision to purchase. To attract clients you must motivate them by increasing their desire for change or their desire for the result they are looking for. Remember that humans are motivated to avoid pain and to seek pleasure so to increase desire you must motivate a person to seek pleasure or avoid pain.

Increase desire by painting a picture and amplifying the pain that result from not taking action. Alternately, you can increase desire by pointing to the sense of joy that accomplishing a goal will bring and using language to make that joy almost tangible.

Faith

Faith that a desired outcome is possible must be present before a person will take action. As a coach you must increase your client’s faith that if the proper steps and actions are taken then the desired outcome is possible. You can do this by demonstrating how this has worked for yourself and others. Testimonials help people have faith that if it worked for another then it is possible for them.

Use your own experience and the experience of others to demonstrate how your coaching or products have helped others overcome their challenges and reach their goals. Use time or quantity when possible to offer proof of results. The testimonial offers social proof which gives your potential clients the faith that others can do it they can do it too.

Think about how powerful the combination of desire and faith are as motivators! Combining the two turbo charged emotions is certain to get a positive result.

Use the emotion of desire to ingnite the clients imagination to see all of the possibilities available and to push forward the idea of change. You can do this painting a verbal picture of what the possibilities are and how they will look and feel emotionally.

Then support the faith that these possibilities can become reality by utilizing testimonials from clients who have had similar goals and achieved them. Our greatest accomplishment and our greatest challenge as coaches is to help our clients make the changes they desire and to motivate that change.

Related posts:

1. Coach Yourself to Better Market Your Coaching Business
2. Coaching Tools Ways to Share Your Coaching with Potential Clients
3. Coaching Tools: The Power of Hope
4. Coaching Tools: Use Positive Emotions to Create Powerful Sales Letters
5. The First Step to Writing a Great Coaching Sales Letter

Filed under: Client Attraction

Tags: attract clients, coaching business, coaching tools, get coaching cients, how to get coaching clients, selling coaching, suzan schmitt