If you have a coaching business and you are a coach, and you’re wondering why you’re not attracting new clients to you, there are a couple of things that might alert you to what you might be doing that’s pushing those clients away or not attracting them to you.
- You Don’t Identify Their Challenges.
We’re very passionate about what we do. We’re very excited to share what we do, and what happens is that we start telling the person all the things that we help people with, and we overwhelm them. They don’t hear the one or two things that they’ve got a challenge with, and then they make an assumption that you can’t help them because if you start listing the 9, 10 or 20 things that you can help them with, you might be able to help them with their challenge, but you just haven’t listed it.
If you haven’t listed it for them, then they’ll presume that you can’t help them.
The best thing for you to do is ask questions. What challenges are you having in your business right now? What challenges are you having in your life right now? When they let you know what they are, then you can say, “I can help you with that.”
It’s better to ask the questions and identify their challenges, and then just talk about that. They don’t want to hear about everybody else’s challenges. They’re just concerned about the challenges they need to get over.
- Talk About Your ‘Why’ Rather Than The ‘What’
When coaches talk a lot about what they do instead of why they do it. And they talk about the ‘What,’ which is Hypnosis or Timeline Therapy® or NLP or Reiki or Massage or other modalities or tapping, and they talk about the WHAT and these potential clients actually don’t care.
They’re at A, and they want to get to B, and they really don’t care how they get there as long as you can help them get there. Tell them the WHY. Why do you help people overcome challenges? Why do you help people change lives? And then go to the HOW, not the WHAT.
- Ask Them to Work With You
Some people just need the question to allow them to say yes, because there is some fear and trepidation. They may feel scared about what is to come in the future. The fear of success, the fear of failure. You just need to hold their hand and move them forward. Be the expertise and the leader in the room.
Dialogues Amazing Coaches Use
At my Grow Your Coaching Biz Workshop, we go through the dialogues of this. How you take people through the WHY? Why do you do this? How do you do it? Then the WHAT, and we get a real strategic flow, so people really come along with you and understand the WHY you do it because they’ll come along in your story. They don’t care about the WHAT.
The other thing is, coaches, when they’re standing in front of potential clients, whether it be virtually or in person, they don’t ask for the business, and it is not about a hard sell. It is about, “Do you want to work together?” “Let’s do this,” “It sounds like we’ll be a great fit!” “Do you want to move forward?” “Do you want to get going?” “Do you want to change your life?”
They’re just really nice soft, closing senses to get that person to say YES. To allow them to say YES. A lot of times people will walk away and go, “I wanted to work with that person, but they never asked.”
The three points:
- One, firstly identify their challenges. Don’t presume you know.
- Secondly, talk about your why and why you’re doing what you’re doing rather than the WHAT, and then
- Ask them to work with you.
If you want to know more about this at my Grow Your Coaching Biz Workshop, I will be chunking down into these layers and explaining more to you about how you can gain more clients and not only more clients, but more high paying clients; there’s a real strategy around the conversations you have, the questions you ask so that client says yes every time and I’d love you to join me for that three day event called Grow Your Coaching Biz Workshop.
Here’s the link: