subject: How To Be A Successful Coach - The Best Way To Sell Your Services [print this page] You love what you do and you are a great coach. But until you have a full and thriving practice, you feel like you just have a hobby and not a real business. Getting more clients doesn't have to be a chore. Selling your services and enrolling clients can be easier than you think. Here are the 5 keys to keep in mind when you have a potential client on the phone or are in a face to face meeting.
1.Ask questions to find out their specific challenges
2.Listen to find out what their "hot buttons" are
3.Tell client result stories
4.Offer a guarantee for your coaching
5.Close the sale gently
Ask questions
The key to selling your services is to ask questions so you find out what specific challenges your potential clients has and what are their needs and wants. And asking questions ties right into key number two.
Listen to find "hot buttons"
While asking questions, listen closely and take notes. You are listening for the "hot buttons" of your prospective clients - the troubles they are having in their life or business. What they really need help with. You can use these "hot buttons" when you are telling your client result stories. And taking notes, whether in person or not, helps you focus on these "hot buttons". Studies have shown that if you take notes, a person is more likely to think you are listening intently to them. This also comes across on the phone.
Tell client result stories
It is very common for coaches, whether they are life coaches, health coaches, etc., to talk about their process and what they do instead of their results. For instance, Linda, a life coach that I helped recently, would discuss how many sessions the potential clients needed and how long they would be instead of telling strong result stories. By sharing results of clients similar to the potential clients' problems, trust is built and you come across as a strong coach who gets results for their clients.
Guarantees
It is rare to find a coach that guarantees their work. And it can take all the hesitation away from a prospective client when they know you back up your results. A guarantee can be as simple as a "Total Happiness" guarantee where you can get your money back after 3 sessions if you aren't satisfied. 98% of your clients will never use the guarantee but it will increase your closing rate of how many potential clients sign up for your coaching services.
Closing the sale gently
My clients are always nervous about closing and most didn't do it until they learned from me that closing can be as simple as asking "Would you like a partner to help you reach your goals?"
