A classic problem for coaches and other service entrepreneurs is that they run out of time to:
- build automated systems that create a flow of future clients.
- create recurring revenue streams like products and membership programs.
- expand their potential by reflecting on their business and making continuous improvements.
The problem begins early on like this…
- Desperate for initial clients, coaches often set low fees and say ‘yes’ to many opportunities that aren’t likely bring a high enough return.
- When a client moves on, the income loss is keenly felt and there’s a scramble to enroll more clients “from thin air”.
- The limiting mindsets become habitualized for the coach, so new clients are also enrolled for low prices.
- Months or years later, it’s hard to breakthrough the ceiling on their income because the belief is that this is the best they can do.
Somethings gotta give.
2 Steps to Break From the Money for Time Paradigm
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.
This article is by go-to book publishing expert, John Eggen, of Mission Marketing Mentors.
Did you realize that the moment you decide to write a book, you can begin to leverage the idea to attract new clients and revenue?
Here are 3 ultra-simple ways to earn up to $150,000 from your book (BEFORE it’s even published).
1. Turn Every Email You Send into a Client Magnet
- Create an email signature line that announces you are authoring a book.
- Then place the title in the signature line for your emails using these exact words: “Author of the forthcoming book, (insert your title and subtitle here).”
If you’re determined to do good in the world while doing well financially, then it’s worth asking whether you should choose a coaching niche or not. There are some very compelling reasons why you’d want to niche as well as a few circumstances where niching would not be right for you. I’ll cover both in this post.
In the “pro” column, targeting a viable coaching niche opens wide the doors of opportunity and prosperity by helping you:
- Solidify your brand.
- Earn more by specializing.
- Become well known quickly.
- Break through filters and capture more attention.
- Get more of the right kind of referrals.
- Build “social proof” with colleagues and future clients.
- Focus and leverage everything you do so you can work less.
- Stand out in the crowd of service providers.
- Positively impact a unique group of people.
Since the nineties, when coaching became a profession and consulting of all types burgeoned, there are more solopreneurs in the world than ever before. That means niching is more of an advantage than it used to be. In fact, it’s nearly impossible to get your share of attention from potential clients if you don’t stand out strongly in some way. Your niche helps you stand out in the most complete and long lasting way.