If you’re like most new coaches, the idea of “selling your services” makes you uncomfortable. You don’t want to sell anyone on anything. You just want people to naturally see the value in coaching and sign up.
The challenge is, even though you clearly see the value in coaching, most of your prospects don’t. The value isn’t apparent to them – not the way it is in a new car, or a big screen TV, or a vacation to Hawaii.
Even if they do see some value, it’s usually not even close to the incredible transformation you’re offering them.
So, even though you don’t need to jump into the arena with the used car or door-to-door vacuum salespeople, you do need to learn how to help others see the value in what you do.
It’s the only way you’re going to create a successful coaching business, full of ideal clients who pay you what you’re worth.
The good news is, you already have all the skills you need in order to do exactly that. It’s simply a matter of learning how to apply them in a different context, because the key to enrolling clients is to coach them.
And you already know how to do that.
Obviously there’s a lot more to learning how to enroll your ideal clients than just three questions, however three of the right questions can unlock a lot of doors.
Here’s what these key questions don’t do: They don’t solve your client’s problems, and they don’t help them feel better about their situation.
In fact, if that’s your goal, you’ll most likely be coaching them to “no,” rather than “yes.” Here’s why: you’ll help them just enough to take away their discomfort for the moment.
That in turn will remove their motivation to hire you, but it won’t be enough to provide the transformation they need to completely resolve their challenges.
What these coaching questions will do is help your client get in touch with what they have covered up, minimized, justified and just plain “numbed out.” People have a surprising capacity to rationalize what causes them pain.
You will help your prospective ideal client reconnect with the cost of “putting up with” her/his situation, and to see the need for your coaching clearly.
It’s not “sales tactics,” and it’s not manipulation. It’s just good coaching from the heart, with the intention of supporting people in getting the help they need to transform their situation.
So here they are, 3 magic questions to get you started:
These 3 questions are just one example of how to use your coaching skills to enroll well paying clients with confidence.