Coaching Sessions that Get Coaching Clients Committed
January 19, 2010
If your first session with a client is a solution oriented coaching session and you are not converting prospects into clients then perhpas another approach to the introductory coaching session will prove more fruitful.
Far too often coaches deliver the wrong message to potential coaching clients. Your message should motivate potential coaching clients to set a time and date for an introductory coaching session. Your message should be about them and not about you. You need to know the challenges and problems that your target coaching niche faces. Your message should let them know you understand their needs and that you have help for them.
Potential coaching clients are interested in what you can do to help them. They are not interested in your coach training, your coaching methods, your services or your products. Potential clients want to know how you can help them reach their goals or solve their problems. Your communication must be about them and not about you.
You should focus on helping them not selling. When they see that you understand them and you have methods and systems to help them then they will be eager to pay for your help.
You should not be telling potential clients anything you should be helping them find the right questions and answers. If you catch yourself telling then make sure to stop and begin finding out what the client’s needs, goals and desires are. Your job is to show them how you can get them moving toward solution and answers.
Value is what people want. Learn exactly what to say in an intoruductory coaching session to get clients asking to begin coaching with you in my home study course “No Selling Required Client Attraction“.
Most coaches try to show potential clients what they can do for the client by telling them what they think the client should do, giving the clients some suggestions, or working very hard to have the client experience some sort of aha moment. What the coach does not see is that this approach is focused on the coach and what the coach can do. Your focus should be on the client figuring out what they want and helping them see the value coaching will bring to them. Focus on creating value through the coaching process.
You are probably saying “OK, that sounds good but how do I do that”? The first step is to realize that the first conversation is not a solution oriented conversation. Your first conversation with a client is an investigation where you are finding out what the client’s needs are and they are finding the value that coaching with you will provide them. Solutions do not enter into the picture at this point.
Your goal is to discover the clients challenges, problems, desires and goals then show them how coacing with you will help them reach the outcome they seek.
Filed under: Client Attraction, Free Sessions and Getting New Clients, Start-Up/Client Attraction Phase
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