The Big 5 Coaching Don’ts
The Big 5 Coaching Don’ts
The number one issue I hear of from my pals that are coaches/consultants is that they don’t have enough clients.
There are so many great coaches out there that have tons to offer. But many times, they get caught up in things that are clear “don’ts.” Treading through the jungle of don’ts means that you are not only stalling your own business, but the progress of your client.
Here they are. Five don’ts that are the big ones to avoid:
Don’t Think You Can Get a Result in One Session
Right! When people say to me, “Well, I really want to be making this level of income. Can we get there in three sessions?” I usually say, “that would depend on you.” As a coach, we know that we can lead, but we cannot guarantee results. That is the value in selling time linked packages. Focus on packages that are six months to twelve months so that you and your client have the best chance at success.
Don’t Be a Chatterbox
Coaching is really a selfless profession. We get the chance to help guide people, but ultimately it is totally up to them. For that reason, don’t be a chatterbox during your sessions – even your free ones. Let your clients come to you with their interpretation of what is going on. It is not a time to talk about yourself (unless you are sharing a story that will help their growth) or your coaching packages (unless that is the purpose of the call.) Let. Them. Talk.
Don’t Forget to Ask Questions if Clients Don’t Want to Sign Up Now.
It happens to all of us. You get a potential client on the phone and everything is going well, then BAM! They say no. First of all, one of the best ways to frame that is as a “not yet.” It is very rare that a client will buy from you on the first contact. But, don’t just accept their no. Take a minute to probe a little deeper. Is it a timing issue? Is it a value issue? Is it that they truly don’t have the money? Once you figure this out, you can either schedule a follow up or a time to have another conversation over email.
Don’t Schedule a 15 Minute Sessions
In my opinion, unless it is an existing client, fifteen minutes is just too rushed for an introductory session. You are barely achieving rapport when you have to move right into your offer! Give yourself a bit more time – I do 30 minutes – to give a potential client some great value and make an offer to them. Fifteen minutes is fine later on for laser coaching calls with someone who is already in your program.
Don’t Offer Only One Package
Having only one package is like going to McDonald’s and they only have Quarter Pounders. What if you want fries? Your practice will benefit from having packages of different sizes as people get to know you. You can offer an inexpensive ebook, a teleclass, a group program and private coaching. The benefit to this is that you are not leaving money on the table if someone either wants to get to know you better before buying or someone truly can’t afford what you have to offer.
Want more tips? You can get ‘em! Just give me a shout at Karen@karenkalis.com and let’s talk about what is stopping you from building your best coaching practice.
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