Coach, would YOU be compelled to buy what you’re selling the way you’re selling it?
Would the language you’re using to attract coaching clients generate a longing that inspires investment?
It’s smart to take a step back and look at what you’re doing in your coaching business from the perspective of a potential buyer.
When people invest in a coach or mentor, their perceptions and intuition are more likely to affect their decision than analysis or comparison shopping.
And most will gradually spiral-in to ‘YES’ rather than make an impulsive purchase.
First, they are attracted by something dynamic they read or hear from you.
Then, they get curious and follow you.
The tipping point comes when their longing for the outcomes you offer and their belief that you can help them get those OUTWEIGHS the perceived risks.
In this short episode, I share 10 powerful questions to reveal if your messaging and offers will INSPIRE THE HIRE.
Coaching Clients’ Buying Process Isn’t Analytical
If you’re buying a car, mostly likely you’ll research different makes and models, features and pricing, read reviews and test drive the cars that that come closest to your budget.
For that type of purchase, the process is more analytical.
But hiring a coach or mentor is different because there’s a relationship involved. It’s a fairly intimate type of investment and you’ll need to sense connection and trust from that person before you get anywhere near YES to hire them.
It’s usually a series of touches that accumulate and tip the scales—such as a weekly podcast episodes, frequent social posts, and emails that seem to speak to you personally.
Then, you’ll check out the person’s website. While you may not read every word, the words you do read need to strike a resonant chord inside of you.
It’s not credentials that will keep you moving towards a coach or mentor. It’s how you FEEL during that series of touches.
Sure, you might do a bit more due diligence and read testimonials. But in the end your decision will be emotionally based. It’s an energetic connection to the person and how much you BELIEVE they can help you.
10 Powerful Questions to Ask Yourself Now
Let’s flip this around now to talk about YOUR customer journey and whether it’s likely to bring you clients.
Here are 10 questions to ask yourself. Allow your answers to help you make adjustments in your language and approach.
Think like your ideal clients always.
What are the most direct ways your ideal clients could initially come across you?
Do you show up consistently where they are?
What will be their first impressions of you? (Is that the impression you want to make?)
Can they see that you understand their BIG PROBLEMS as they relate to your specialty/niche?
Do you use emotionally evocative sound bytes to grab their attention in content? (First lines, titles, subject lines.)
What will inspire them to follow you?
How are you raising their curiosity about working with you without pushing?
Does your offer cover the specific outcomes they KNOW are urgent to them?
Does the price of your offer convey professionalism or make you seem less credible? (HINT: Low pricing makes you seem less credible and professional.)
Do your profiles, web copy, and enrollment process all communicate congruent values and energy?
The secret to all your messaging is to shift away from thinking like a coach/practitioner to thinking like your clients. CONNECT to them.
Stay authentic and in your integrity all the way. That’s how you’ll be a successful coach attracting the kind of clients you really want to work with.