Get Coaching Clients Now!

[Tele-Class Transcript ]

Reasons People Hire a Coach:

Pain – They are in pain and by working with you, they will get out of pain (largest motivator). Ex. Sales aren’t good enough and they are working too many hours. They are ready to take action.
Pleasure – They will enjoy their life more (20 out of 100 will hire you for this)
Dimes for Dollars Theory – By spending a dime, they will get a dollar.

The Process Of How To Get Clients:

Step 1) People somehow hear about you. (Marketing)

Networking, chamber of commerce group, email newsletter and cold calls, advertising, PR, etc. This will be covered in depth later.

Step 2) Clients take advantage of a free 25 minute coaching class.

When you offer a free coaching session, the session should have a name, because people don’t know what coaching is ex. “Sales Surge”, “Jump Start Your Business”, etc.

This is a Sales meeting – opportunity to sell into coaching – resulting in getting coaching clients

During this session, you want to help people make a decision to sign up

Great belief to have: Coaching is the best solution to helping people achieve goals and getting past problems.

Questions to Ask During FREE Session:

Get them clear on what they want: What do you want? If the answer is vague, What is it specifically that you want? Is there anything else that you’re looking for? How many clients would you like? How long would you like to keep the clients you want? How many clients do you want to have on a regular ongoing basis?
Get them to the emotional feelings: If you had what you want, just the way that you want, what would that do for you? The person can feel what they want. A powerful process.

Note: Everything we do is for emotional reasons and we justify it with logic. Allow the person to feel that if they get “this”, it will be heaven. What are the biggest challenges to holding you back in getting what you want? What is this costing you? What is it costing you financially? Ask questions that will get person to answer what they want. Most of the time people focus on the problem, not the solution.

Find the pain. Find the pleasure.

How great would that feel? Ask questions that will make a person feel emotions when they get what they want. Ask questions where a person will feel pain of not getting what they want.

Normalize them and let them know that this is common. Makes person feel like they aren’t doing something wrong. Ex. This is a very common challenge for most business owners, especially coaches because we feel that we have to be perfect. Let them know that they’re not alone and this is something that you’ve dealt with a lot of times. Tell a story about somebody that you’ve helped in another situation.

Would you like to work with me as your coach? How soon would you like to get started? At this point the person will usually ask about how coaching works/is structured and about price. Give the different pricing structures. Which seems to be the right choice for you?

Coaching Forms:

- Agreement Form (pdf file)

- Intake Form (personal)

- Intake Form (Biz)

- Prep Form (word doc)

- Prep Form (pdf file)

- Well Formed Outcomes (pdf file)

[I use this a lot when looking to help people make mental shifts.]

- Workshop Evaluation Form (word doc)

[Great way to collect email addresses for your newsletter and prospect lists. PLUS, a great way to set up FREE coaching sessions which can lead to paying clients!]