It takes 30 seconds or so to get from the lobby to the penthouse in an elevator — just enough time for a business person to make a pitch and capture investor interest. That’s where the concept of the “elevator speech” came from.
As coaches, we want to attract investors too — the ideal clients in your coaching market who are ready to invest in their future by hiring you. And if you cultivate loyalty, they will keep investing in everything you offer.
A masterful elevator speech does three things:
- Succinctly describes your target market, so that your coaching prospect sees that you specialize in helping them exclusively.
- Identifies their most unique and compelling challenge, so that your coaching prospect feels you understand their unique problems.
- Delivers a value proposition, so that your coaching prospect believes you will help them succeed.
When you’ve finished your quick speech the natural response is “Tell me more!” or “When do we get started?” or “I’d like to refer several people I know to you.”
I am fresh from a mastermind retreat with established coaches and brimming with excitement and gratitude. You know how it feels to be energized by powerful conversations? The rich relationships and collaborative learning are even more valuable when we harvest the gems and use them to transform our mindsets, habits and results.
The moments with the biggest impact in my retreats are when powerful questions get asked at just the right time. The right question can do more to motivate a coaching client into playing a bigger game than reading a whole bookshelf of inspirational books or attending several ‘how to’ seminars. Why is that? Questions, when phrased and timed well, entice us to go inside and look around the many rooms of our heart-mind. We emerge knowing ourselves better than we did before.
Here are seven great coaching questions to ask your clients, or yourself!
1. What do you want?
2. What’s holding you back?
3. What is it costing you to continue holding back?
4. How do you want to change your mind’s programming on that topic?
5. What new habits will you put in place to fortify your new mindset?
6. What is the most meaningful action you could take now?
7. What new skills or support systems will ensure your success?
These are just simple coaching questions. But even the most successful coaching clients will get continual value out of these kinds of questions. The right question can help anyone zoom past obstacles and into a power zone of action and attraction.
Do coaching prospects find what they’re looking for when they land on your site? Is your leads-list growing consistently to bring you a steady stream of ideal coaching clients? Not yet? It’s time to get your website working for you!
Websites don’t work alone. Traffic must be driven to them. Visitors find you through visibility builders — networking, public speaking, group work, blogs, social networking, articles posted in journals or directories and incoming links. If your coaching market is unique enough or what you’re offering is in high demand, search engine optimization (SEO) or pay-per-click methods may send lots of visitors to you.
Ongoing visibility building puts you in contact with thousands of people in your niche market. If your message is compelling, some of those people will visit your site.
Be ready for them! Design your website to:
– Raise awareness about your offerings.
– Engender trust through credibility.
– And, sell your products and coaching programs.
Most people will need to know a bit about you before they buy from you. But you don’t have time to build a private relationship with everyone initially. Your website can be like a virtual reception line keeping connections warm and growing.
When you’re not coaching clients, how do you spend time on your coaching business?
Left to our own devices, most of us will choose to do first whatever is easiest. Nine times out of ten, that task will have the least impact on our success. It’s the way most of us are wired — to spend most of our time within our comfort zones. It seems the gentler approach, but is it really?
Successful business people spend 80% of their time on what will have the highest impact on their success. In fact, whenever possible, they delegate everything else. They know how to determine, in any given moment, what action will give them the highest return on their energy right now, and they do that first. It’s a winning habit.
How do you decide what your highest payoff action is in your coaching business?
Well, here’s the thing. You instinctively know…
Why do some coaches fill their practice with ideal clients in just a few months, while others may take years or never achieve a full coaching practice? I’ve been studying this a long time. The answer to this mystery isn’t what you might think…
- It’s certainly not that they are more skillful coaches.
- It’s not that they have a slicker coaching website. It’s not even that they have more experience in marketing.
- And it’s not the coaching market they’ve chosen to focus on (although that often is a linchpin to success).
The number one factor is how they value themselves.