building coaching business

Getting Coaching Clients — How to get clients who will PAY for Coaching

 This past month I asked you what coaches want and need the most . . . 85% of those who responded said that

Finding the people who’ll spend money on a coach– 85%  Continue reading

The Secret to Getting Coaching Clients

Here’s one HUGE misconception that coaches, consultants, and trainers seem to have about getting coaching clients. Continue reading

Alan’s Recent EzineArticles on Coaching Business Building

Getting Coaching Clients — Success Story KC Coach

Here’s a story of a local Kansas City area (KC) Coach that followed some of the guidelines from my emails and landed an appointment with a large international company.  Follow what he did and you can to. Continue reading

The Secret to Getting Lots of Coaching Clients Shared by the Thanksgiving Turkey

There’s a few secrets in the Thanksgiving dinner that’ll help you get lots of new clients.
 
I’ll bet that you might have even started cooking yesterday, the day before Thanksgiving, and you are still at it this morning and will be at it until noon or after today.
 
And, I’ll bet that the smells have been driving you crazy.
 
By whatever time you have your Thanksgiving dinner today, your mouth will already be watering. Not only the smells of the cooking turkey, dressing, turkey gravy has been driving you crazy, but you’ve probably already been grabbing tastes of that tasty turkey, succulent sweet potatoes, green beans, gravy, cranberry relish, fresh rolls and an array of apple and pumpkin pies.
 
If your mouth wasn’t already watering, is it now?
 
When you finally set down today at that Thanksgiving table will it be necessary for anyone to sell you on the idea of diving into that dinner?
 
I doubt it.
 
Why is it then that you have to sell anyone on your coaching, consulting, training services?
 
Is it because, maybe, that you didn’t get their mouth watering for what you have? The perception that you left with them was not that enticing?
 
Let’s think about how the Thanksgiving dinner has drawn you in, and how you could, or should be doing that for your coaching, consulting, training business.
 
First, comes the smells that remind you of the tastes you’ve experienced before, maybe it was all of the way back at last year, but you still remember them and your mouth waters.
 
Making Your Prospects’ Mouths Water
 
Imagine for a minute that instead of spending time with a prospect telling him what YOU DO, instead, you dig for the memories from his past when things were perfect, or at least a lot better than now, or possibly memories of what could be. Let him savor the thoughts and help him experience those new results, and savor them. Also help him compare in his mind the pain he’s in now, and how it could be. Let him experience the EMOTIONS. That’s a little like the sensation you have this morning when you smell the turkey and all of those luscious foods in the kitchen.
 
Now, comes the sampling of the turkey. I’d bet you’ve been taking tastes of the turkey and all of the other stuff. I can almost taste the sweet potatoes with marshmallows, the gravy, the cranberry relish. Hmmm!!!!
 
And if you want your prospects responding to you the same way, then GIVE ‘EM A TASTE! Just a little taste while letting them know there is more, LOTS MORE just like it.
 
And also help them realize the value of what you just gave them. The VALUE is what makes their mouth water for more. As you give them the taste, or after they’ve experienced it, spend some time asking them how valuable that was for them, and maybe even help them calculate the value. Then let them discover how much more value is just around the corner. This should be just like asking someone to sample all of those luscious foods, while asking them to close their eyes, let those tastes explode in their mouths, and savor them.
 
Hmm! I may have to go upstairs and grab another taste.
 
Just imagine your prospects anxious and mouths watering for what you have.
 
You can drive your prospects almost to the edge by letting them savor what you have, while helping them realize the value they just experienced, and that’s waiting for them.
 
In any case, when the turkey dinner is ready, do you have to be sold on going to the table?
 
Then just think about what you are doing in your business right now?
 
Are Your Prospects Responding That Way to You?
 
Or are you still having to chase after them and losing more than you get?
 
Do you have people lining up at your coaching, consulting, training door like your family lines up, mouths watering, at the table today?
 
Do you know how to build that excitement and those sensations in your prospects?
 
If not, give me a call, 816-415-8878, and imagine how things would be so different to have them chasing after you, having them line up with mouths watering.

Focus Your Marketing On Your Prospects’ Hunger

It’s that memory of food, family and friends, that motives most of us, that makes my mouth water anyway.

So, what are your prospects hungry for?

That’s the key, knowing what they would do almost anything for, knowing what attracts them, motivates them, and their mouths water for.

Some of them are desperate to remove a pain, to overcome a struggle, and the thought of not having to face it another day makes their mouths water.

Some of them can savor what tomorrow would be like once they achieve some new level of success, a new income.

Everybody is hungry for something and their hunger prompts them to take action. The hungrier they are, the more likely they are to take action, the quicker they’ll buy, and the more they’ll spend to get what their mouths now water for.

Get Their Mouths Watering and prompt your prospects to take action and buy from you?

First make a list of your 5 most ideal target clients. These may be those that need you the most desperately, or those that can or will spend more easily, or those that will spend more, or those that are the easiest to reach or to convince. In any case, list 5.

Now, make a list of the top 5 struggles each of those have. At first develop 5 for EACH of those 5. Write this out like an outline, listing one of the ideal target clients followed by 5 struggles. Then the next ideal target client, with his 5 struggles.

You may find, after you’ve done this there are some overlaps, some of these clients have the same problems as others.  That should be an aha moment. But we’ll deal with that later.

Then list the 5 solutions that you provide that will resolve these things for each of those clients. Make these measurable the best you can. These will not only be the solutions, but the values of those solutions.

It’s the value of those solutions that make their mouths water. You’ll let them either savor that value when we meet, and we may allow them to take a taste, while they stand there and savor it.

If you’ve not been doing that before, and would like to drive your prospects to a mouthwatering ecstasy, having them line up at your dinner table, or your business, give me a call.

The More People You Find to Help the More Successful You Will Be

When you are at the Thanksgiving dinner table today, it’s likely that someone will ask you if you want turkey, dressing, or any number of other mouth watering foods. Does it cross you mind that they are trying to sell you anything?

No, in fact, you are pleased that they offered to help. Right?

Why?

Because they offered to help you get what you wanted. By now, you REALLY wanted that, so when they offer to help you get what you want there is no thought about them applying any pressure to do something. Sales people are usually perceived as someone trying to convince you to do something that you might not have wanted to do.

Your prospects have been preconditioned to believe that sales people are “just trying to persuade you to buy something”. Therefore, you probably are starting from a negative perception.

But they do have a problem, a need, a struggle, or they would like to be more successful. The fastest, and best way to get them to buy is to stop trying to sell them, and simply help them get what they want.

Then, it’s like, pass the turkey please.

I sell coaching . . . we’ll meet 2 hours a week . . . we’ll work on your . . . I’ll teach you to sell . . .

That’ll never make their mouths water.

Let’s imagine for a minute that today’s cook starts out today’s meal by telling you where he/she bought the turkey, how it was raised and fed, how they roasted it, etc. And, now comparing that to the sensations we WERE feeling as we talked above, does any of that discussion about where they bought the turkey, how it was raised, or how it was cooked contribute to that mouth watering sensation, or actually destroy it?

Then why in the world do most coaches, consultants, trainers spend their time telling all about their processes, their services, what they do, what their prospects do,  etc, and not spending time building an image in their prospects heads that makes their mouths water?

Instead, imagine what your reaction would be if the cook spent the time reminding you of all of those sensations you’ve had all day, and then simply offered to let you have a taste? Or to pass the whole platter down your direction? Or simply asked, What on this table do you want, or like THE MOST?

When you speak to your prospects in terms of their hunger, you’ll get their attention and their business, and you’ll have them lined up hungry for how you can help them.

Would you like to make your prospects’ mouths water for what you have? Give me a call on Friday, 816-415-8878 and we’ll do that.

Happy Thanksgiving.

Alan
 

The Secret to Getting Coaching Clients – Dozens of Calls a Month

I’ve now been around marketing,  internet marketing, and coaching for almost10 years. During that time I’ve tried just about everything that you are getting hit with today that probably hasn’t worked. Here’s the secret that I learned that applies to any kind of coaching, life coach, business coach, career coach, whatever coach, and it DOES work.

Frankly, I’m about to share with you the biggest secret about why NONE of those things ever worked for me, and why what I do now does work, to bring me several calls a day from people who are looking for what I do, from coaching to training to consulting. Continue reading

Coaching Marketing — Help Your Prospects Experience The Results They Will Have With You

The most powerful and compelling way to reach your markets, and persuade powerfully is through the use of Powerful, Emotional, Experience.
 
In other words instead of just talking about what you do, the idea is to help your prospect EXPERIENCE the power and the emotions of doing, achieving, and feeling the results. Paint a colorful, emotional picture in your prospect’s head. Help them experience both the pain of being where they are and the new experience and feelings of where they will be after working with you. Continue reading

Growing a Consulting / Coaching Business — Finding Communities to Help

Here’s a little Secret with a big impact . . . to Growing a Consulting Business or Coaching Business rapidly. A simple set of rules, step by step, that multiplies your marketing efforts by several times. Things we’ve all tried that made some difference, but, in this case, will multiply the outcome by many times.

Continue reading

Getting More Coaching Clients — Asking Questions to Fan the Flames

Do you realize that your primary job in your business is marketing your business?

And that nothing else matters until you’ve got enough clients to generate the cash flow that you REALLY want?

Most coaches/consultants/trainers/speakers focus on the wrong end first. I call it the myth of the field of dreams. They believe that if they focus on what they do first, and become good at it, then everyone in the world will want what they do. Continue reading

Getting Coaching Clients — Turning Incoming Calls into Customers

This is a great way to turn incoming calls, or emails into customers, and to turn an annoying situation into an Opportunity. Continue reading