Episode F.020 Know Your Worth Beyond Dollar Signs

8/6/2020

We don't get what we want, we get who we are.
That can be a tough pill to swallow. It’s easy to blame the pandemic or the economy but the fact is, there are still coaches who are getting paid to change the lives of the business owners they serve. If you are looking to grow your coaching practice, the first place to grow is you. Would you hire you? We are all a work in progress. Do the inner work first. As you grow, you will begin to attract higher quality clients.

What are your personal:

Attitudes
Values
Ability

Who you are is who you attract.
How much do you value yourself and what you do? Do you know who you are looking for right now? What is your profile of the perfect client?

Getting really clear on the previous questions is not only a good idea but also a necessary step in order to sell your services to potential clients. The business community needs you now more than ever. Coaching services are not a one size fits all commodity. When we are really clear as coaches, we will begin to see the needs we can serve in the business community and begin attracting our ideal clients.

What value do you add to your clients beyond the intangible "coaching results" of clarity, accountability and someone who believes in them?
Once you have done your own check up from the neck up and made any adjustments to grow you, as the coach, you can then begin reaching out to prospective clients. How can you convey that value to potential clients to get buy in?

Every message business owners receive is filtered through the messenger who delivers it. Your potential client will hire you when they buy into you, the coach, and your vision for how working with you will improve their bottom line. Only when you get really good at presenting both will you be able to serve more clients and in turn grow your coaching practice.

How can you convey that value to potential clients to get buy in?
Now it is time to put yourself in the shoes of your potential clients. What do they value? What pain are they trying to solve?

Offer a clarity session. During the session, coach the potential client to help them discover what their actual pain points are.
Have the client own their results. Once the pain points are brought to light, ask them why they don’t have the results they want.
Dream big. Continue to coach the potential client to discover all the possibilities in their current situation.
Position yourself as the solution. If the client is a good fit for your services and you can help them navigate through their current situation, make them an offer to help them solve their current problems. Ask them, “if they could do it by themselves, wouldn’t they already have the results they want?”
Make an offer. Be prepared to make an offer and counter any objections. Know that the objections are fear based not based on your coaching abilities. Continue to coach past the fear if necessary.