Coach — Your Coaching Business Success Depends on What You Believe

Whether you are a life coach, a business coach, career coach, or whatever type of coach . . . your success . .. and your level of success depends mainly on you and what you believe about what you deliver to your clients. Here’s the secret to growing a successful coaching business . . . FAST

I can speak from experience. Not much has changed in how I coach, but what has changed is what I believe that I deliver and the results went from one client every few months to 20-30 a month, and still climbing.

From 1 new client every few months to 1 a month

Here’s how it started. 8 years ago I was struggling to do a workshop a quarter, and there might be 2-3 people showing up for that workshop.

I had a coach at the time who challenged me. He said, “What’s the difference between you and Zig Ziglar?” I responded, “He’s got 15,000 people showing up at his events, I have 2-3.” But the coach said “So, what’s the difference? Why does he get 15,000 and you get 2-3?”

The answer was simple. I was ACTING as if I would get 2-3 and did because of how I was doing it. For one, I was afraid that if I sent out more marketing that I’d just be waisting my money. And I also ACTED as if I was small stuff.

That challenge by my coach asked me not only to step up to the plate to market as if I was going to fill the room, but that I had something of value. And frankly, after looking at what I had to offer, I felt I could do as good of a job as Zig Ziglar.

The RESULT: I sent more marketing, in fact I analyzed how much marketing I had to send to fill the room with 20 people. And I also approached the presentation as if this was VALUABLE and not just me giving a little something.

I had 20 people at that next workshop.

From there, I figured, “You know. I think I’m good at this.” So, I decided that at the next workshop I was going to overflow the room. I had 100 people sign up, and 50 show up. In fact, it was a chamber event, and the chamber noticed. I was approached by the president of the chamber as “having more people at a single event than they had ever had” and was asked to present at several other events.

Now I’m known as “the guy who can fill a room.”

So, what I think about what I do has an impact on the results. Now I help other coaches and consultants learn how to do the same thing, and it starts with whether you act like you deserve to the fill the room, and whether you market like it or not.

I’ve taken that concept step by step up the ladder to bigger rooms, more people, and other ways of getting it out there. The internet is a great way to do that, and to put it on autopilot.

But that’s not all. Just “filling a room” doesn’t guarantee that you’ll get clients from it, nor does it guarantee how many.

As I moved forward and upward, I discovered those other struggles. Even though I was “filling the room” most were walking out without even setting an appointment with me. Gee, with 50-100 people in a room and I couldn’t get even one appointment . . . wow . . . darn!!!! That was plain frustrating.

The Next Step Getting them to Set an Appointment

I went from zero out of 50 to 5 (10%) to 10 (20%) and sometimes hit 15 (30%). In fact, my goal now is to get 30% of any room I’m working, whether it is a workshop that I set up, or a speaking engagement (freebie or otherwise), or just plain getting a chance to give a 30 second elevator speech in front of a room of networkers, chamber events, trade associations, etc.

And the “how to do that” is?????

Getting your marketing message right. Developing a 30 second elevator speech that doesn’t just TELL WHAT YOU DO, but lays out a series of steps

  1. Who you work with and what they struggle with
  2. How emotional and serious is that struggle and pain
  3. What kind of MEASURABLE result they might get if they work with you.

Get that right and you’ll have them begging for that rare time slot in your schedule. You want them SO EXCITED about having something similar that they will run over to you asking to meet with you.

In other words, they are now chasing after you instead of you chasing after them.

Workshop Content Changes — Helping them GET RESULTS or Helping them WANT the results

Don’t get me wrong here. You have to provide value, some serious value in your freebie workshops, and in your speaking engagements. However, your time will be far more valuable to you and to them, if instead of leading the horse to water, you spend time making them thirsty.

If they come to your workshop and leave feeling as if “that was great” but they may make a judgement about it,

  • that it was valuable . . . I’ll go try it . . . and they fail . . . it was your fault
  • that they got ALL there is
  • That they’ve tried that before and it didn’t work for them then either.

In other words, if you are giving them the answers, they will spend more time prejudging why it won’t work for them than finding ways to make it work for them. Many people are basically negative thinkers, why things won’t work, the glass half empty approach.

So lead with a carrot of what they might be able to do ONLY if they work with you. Give them a VALUE statement of just how valuable it was for someone who did it. Give a LITTLE knowledge that is a “Wow, I never thought of doing it that way”, then follow it with a “one of my clients who was struggling with ________ and was in serious pain [tell them how much and how bad], but once he tried this[or worked with me] he suddenly saw his business leap _________ [$X, or X times, or some other value statement that tells them just how much they got . . . NOTE THIS IS IMPORTANT do not avoid this statement. Be Bold, but honest. Tell them what some client actually got and make it measurable.]

And you will have new clients begging for your time.

Would you like to see your business leap up several times.

Join our $100K Business Coaching group

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