This is a guest post by my friend and colleague, Christian Mickelson, CEO of the Coaching Business Rocket Launcher…
Of course you want to feel that rush of exhilaration that comes from making a difference in the lives of your clients. You know what I mean, right? You have a session with a client and they see solutions where before they only saw problems. And now they are so happy! It’s a rush!
But… if you’re not getting enough clients to work with, there may be one BIG reason for it. Let ME coach YOU on that right now…
You see, most coaches want to help people so much that they don’t even care about the money part. Can you relate? Of course, as coaches we put helping people over making money. But I realized something BIG about this. Before I share it with you, let me ask you:
Do you like sales & marketing?
What is your initial gut response to this question? When you think about selling and marketing your coaching to potential clients do you feel afraid? Do you get tightness somewhere in your body? If so, you’re not alone. In fact, I used to feel this way too. But, the shift in thinking I made helped me get a lot more clients and make a lot more money!
Here’s the shift… Sales & Marketing ARE Coaching.
What??!! It’s true! Let me say it again: Sales & Marketing ARE coaching! I’ll explain why this is true. But, before I do let me tell you why this is important. When you see sales and marketing as part of the coaching process, you’ll feel a lot better about doing it! You’ll enjoy it more and you’ll have a lighter feeling in your body and a smile on your face.
- make your coaching business a viable long term career!
- grow your coaching client load (more fun clients to work with.)
- earn a lot more spendable revenue (for vacations or a new car.)
Sales & Marketing are like coaching because they do the same things, see what I mean…
My Coaching is about ACTION. When I coach people, I want to get them to the point where they know what they want, what their challenges are, and what to do. I want them to take action. Don’t you too?
My Sales & Marketing are also about taking action. My marketing materials speak to a goal that people have — like growing their business or getting more free time — and how to solve their problems to reach that goal. The action may or may not be to *buy my program* or hire me, but either way they are in a much better place now than they were before.
My Coaching is about helping people see new possibilities. For example: I talked to two coaches yesterday and helped them see that they could charge much higher fees. And instead of charging clients per session, they could charge a monthly retainer fee and it would be better for both them and their clients. I showed them new possibilities.
My Sales & Marketing are also about helping people see new possibilities. When they read my“headlines” with big fat claims and then they read the testimonials of other coaches I’ve worked with that have “made it” to six figures with my help, they may get inspired to go for more! They may or may not get inspired to *buy my program* or hire me. But, that’s not the point.
SEE WITH NEW EYES:
Right now I’m teaching you a coaching technique you probably already know called “reframing”. Instead of looking at sales & marketing the “old” way, you can start to look at it as a part of the coaching process.
This is just one of the “10 Sales & Marketing Mindset Shifts” you need to make as a coach in order to reach all of your goals.
Another BIG mindset shift…
You may already believe this, but you need to *really, really, really* “get” that this is true: When you are giving out a sample coaching session hiring you is the best thing the potential client can do for himself!
You may be thinking “of course”, but do you really feel it in every cell? It’s not the best thing he can do for you, it’s the best thing he can possibly do for himself! Why? Because of all the goals and dreams that he has and all of the challenges he’s facing right now, if he had your help he’d be more likely to reach his goals, and get there faster. PLUS he’d be more likely to overcome a lot of the things that are frustrating him right now.
Hiring you is the BEST THING a potential client can do for himself!
Christian Mickelsen is the author of “How To Quickly Get Started In Professional Coaching: The Surprising Truth About What It Really Takes!” and has been coaching for over 10 years. He’s been seen in Forbes, Yahoo Finance, MSN, and the Boston Globe. He served 2 years on the board of directors for the IAC (International Association of Coaching), and has created numerous support programs to help coaches become financially successful.