There are six gateway skills coaches use that, when leveraged to reach a viable target market, magnetically attract clients. They are:
5. Referral Building
6. Alliance Partnerships
I call them “gateway” skills because they open doors to the right kinds of opportunities and ideal coaching clients.
Have you ever felt nervous or inarticulate when talking to a coaching prospect? You know the moment of truth is upon you… it’s time to enroll this new client — but how?
With practice, this process is effortless. Follow these seven steps to winning conversations with prospects. The first two steps of having powerful conversations with prospects begin before you meet the prospect.
Step #1 – Understand Your Target Market
Don’t make the mistake of just trying to get any client. Champion a single target market instead. If you have expertise in your market, tap into your insider knowledge. Otherwise research what motivates them by having a few informational interviews with folks in your chosen market. Take a look at these targeted coaching markets and their top challenges:
After coaching professionally for twelve years and helping hundreds of coaches create successful businesses, my answer to this question is surprisingly and unequivocally – NO!
On the other hand, if you’re wondering: “Is coaching a viable business?” Absolutely – YES!
But, here’s the thing… financial success in coaching has little to do with coaching skills and everything to do with setting yourself up for success through best business practices. The result you most want – lots of ideal clients – will come to you by learning the business of coaching.
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.”