Recently, I posted 10 powerful questions for enrolling clients and it sparked excitement from some coaches that haven’t found sample coaching sessions effective and concerns from others about the potential for manipulating prospects with the questions. Thanks for the great discussion!
Successful client enrollment is part competence with an enrollment process and part mastery of mindset. I explain in my previous post why, after more than a decade of coaching, I prefer the process of enrollment questions over giving a sample session.
Are enrollment questions manipulative? No, not in themselves. But if the coach asking those questions is attached to the outcome of getting a client the questions could feel manipulative to the prospect. The coach’s attachment to outcome is the potentially troublesome factor.
Why do some coaches and consultants have a constant flow of ideal clients, while others don’t?
The answer to this mystery isn’t what you might think…
- It’s certainly not that they are more skillful.
- It’s not that they know all the right people.
- And it’s not that they’ve got a big list of prospects.
It comes down to how they value themselves.
When it Rains it Pours
Half of my clients find me when they’ve run out of clients and can’t seem to get anyone to yes. We plump up their niche and core messages. And suddenly it pours. They have more clients than they can handle, when just a while ago they couldn’t get anyone to hire them.
What happened? They got their mojo back.
It’s true. The make or break factors in coaching business success are rarely about education, specific business skills, or experience. Instead, it all comes down to how you manage your mind.
Nearly all my clients have struggled with believing in themselves at one moment or another. I’ve struggled with it on and off myself. What’s pulled me forward again and again is a BIG WHY. With all my heart I want to serve and earn with the freedom to do it my way. Over the years I’ve learned to use obstacles as my prosperous path.
Change Your Mind
When you break through, it’s a shift in perspective that does it. You simply change your mind. Suddenly, what seemed like a steel wall in your way becomes a wisp of cloud. If the steel wall persists, it’s not because it’s real. It’s just waiting for you to see the wall come down. You have the power.
There’s a simple tool you can deploy whenever you feel that knife edge of wanting to give up: Turn what feels like a big deal into no-big-deal. Release your fixation on whatever you think is lacking and put their focus back on serving.
Move forward like a toddler reaching for a toy – with joy and determination.
Perfectionism can be paralyzing. You’re in good company if you get bogged down by it.
But, can you train yourself out of it? Yes!
If there’s a scale of perfectionism I was once a 10. But now I’m closer to a 5. By necessity my coaching business trained me out of it. I realized that if I wanted to earn more and work less that expedience is key. I saved a lot of time and aggravation by relaxing standards where they truly didn’t matter.
What was most eye-opening is that I discovered that perfectionists are not the most financially successful or happiest people on the planet. So why put myself through brain strain?
In a recent juicy conversation with some coaches in my Prosperous Coach Inner Circle Mastermind*, we took perfectionism apart; examining what it is, when it arises, the significant costs and how to move beyond it. Here’s the wisdom that came out of that conversation:
Every day I meet talented, brilliant individuals who love to coach, but haven’t generated enough paying clients. I’ve discovered something interesting — only some truly want to have a business. Without that driving desire to build something that’s all yours through your own decisive action and creativity, a thriving coaching business is just a “someday” dream.
What about you? Are you 100% committed and amply motivated to have a successful coaching business? Do you want it enough to do what it takes? If the answer is no, that’s okay. And now that you know that, you can either summon commitment and motivation, or accept that this isn’t the right path for you at this time. There’s no shame in that.
The truth is, entrepreneurship is not for everyone. It’s a scenario that requires that you work on your growing edge, continuously learn, refine and innovate, with a bit of coasting here and there. If YOU truly want a thriving coaching business but aren’t there yet and don’t know why, check out these 6 signals that you might be operating more as a hobbyist and make the shift.
Do you get discouraged and stuck easily?
Everyone gets discouraged and stuck sometimes, but if it happens whenever you make a mistake, hear “no”, or are challenged by a learning curve…
MAKE THIS SHIFT: Summon courage to help you on this journey. Courage comes before confidence and you have this inside of you. Chogyam Trungpa, author of Shambhala: The Sacred Path of the Warrior said that courage is not being afraid of who you are. You are inherently valuable. Be willing to make lots of mistakes without judgment, hear no, and be on steep learning curves. It’s an integral part of building a successful business.