Conversations that Lead to Coaching Clients

Show Notes

Your next coaching clients are probably not going to come from social media, but they will come from the conversations you are having. So what are those conversations? Where are you meeting these people, and are you having real conversations? That is what we are going to talk about today.

The first thing, of course, is that you do need to be having conversations, whether that be online or in person.

Yes, it can be from social media, but just putting out a post and hoping that somebody might contact you is a bit of a wish-and-a-prayer strategy. You need to be a bit more strategic than that.

Networking and Partnerships

Networking is an amazing way of getting in front of people, and it is an amazing way of getting partners as well, because if you can talk to people that have got your audience but are not doing the same thing as you, then a partnership is just going to be perfect, is it not?

It works really, really well. If you can get other people to send their clients to you, then half the work is done because it is that referred trust. Getting in front of other people’s audiences where they can recommend you and send you clients is a really easy way to get clients.

Networking is also a lot of fun because you are not going out there and trying to do the sales pitch. You are going out there and letting people know of the services that you have and looking at partnerships.

3 Conversations Every Coach Needs to Have

Here are the 3 conversations that you should know:

1. The Reconnection Conversation
What is the first thing that you need to do?You need to be thinking about your conversations, the reconnection conversations. Who has been in your database? Who has asked for coaching, but for one reason or another it has not gone through? Have they attended one of your events, or have you attended one of their events? Has somebody downloaded some of your free resources or had a discovery call?

They are the kind of people that you should be reaching out to because they already have touchpoints with you. They already know you, and there are lots of reasons why things have not happened the way that you might have wished them to.

Sometimes it is literally about timing, so popping up again and being top of mind can really make that difference.

2. The Problem Conversation
The next conversation you have is about the problem. What is their problem and how can you solve it? Show them that you are the solution to their problem because sometimes our clients do not even really realize what their problem is.

If you can articulate it better than they can, they are definitely going to say, “Yes, you are the one. You are the one that can help me.” Be very specific about the problems that you are solving.

We often think that is going to cut our audience down, but in reality it actually increases our audience because you are now the expert. You are solving that particular problem.

3. The Solution Conversation
You have had the reconnection. You have told them what the problem is. Now the third one is, “This is how I can work with you. These are my solutions. These are the things that I offer.” Then offer them and let them know what the price is.

People ask, “What is the best price?” The best price is the one that you can say easily, that rolls off your tongue, and there is no resistance. People say that you should charge what you are worth. Yes, you should. But if you cannot say that, if you have some money issues or some mental blocks yourself, just charge the price that you can say comfortably.

Sell a few at that, and then you can increase your prices.

Following Up Is Not Chasing

Quite often the gap becomes when somebody says, “I have got to think about it.”

Remember that it is the follow-up. When we talk about the buyer’s journey and all those different touchpoints, sometimes people are not quite ready right now. So we must do the follow-up. We think that follow-up sounds pushy. We think that if they are quiet, that is it, they do not want to talk to us.

No. You are busy. We are busy. Everybody is busy. Life gets in the way. Life happens. Remember to do the follow-up because if you do not, then things do not happen.

Following up is not chasing. It is an important part of business, and you really need to be doing it. What happens next? You follow up. Then you follow up again. Then you follow up again.

Did you know that quite often people do not make that sale until the fifth follow-up? How often do we follow up as coaches? Quite often not at all, or maybe once. It is very important to put people into your database that you have been talking to and nurture them.

If you listened to last week’s podcast about the product I bought, their follow-up was amazing. Click here to listen to SBT Episode 358: The Product I Bought

Make It Easy for People to Refer You

Keep looking for new leads so that you are out there talking to people. Being the best-kept secret is not going to help anybody. Make sure that you provide clear steps on who you are looking for, who you help, and how they can contact you.

These things are really important so that people can refer you. When people hear that, they immediately know whether they know someone who fits that description or whether they are that person themselves. That is what sticks in your referral partners’ minds. If you are being wishy-washy, it is very hard for people to refer you.

Make sure that your messaging is clear so people know what you are doing.