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Give Away Something To Build Value and Watch Your Sales Grows as a Business Coach



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How to Craft an Engaging Message That Highlights What You Do to Increase Sales - By Leanne Hoagland-Smith

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With business coaches, executive coaches, corporate coaches growing faster than dandelions during a late spring shower, trying to increase sales may be difficult. One strategy that many coaches use is to give away 30 to 60 to 90 minutes of their time in a free or complimentary coaching session.

Some expert coaches whose practice is to work with struggling coaches suggest that this strategy is not viable. From my experience as a business coach, I believe that those so called expert coaches failed to learn that the giveaway time must be integrated into the sales process.

Would car dealers have sales if they didn’t give some mileage away during the test drives? Even retail stores give away some of the products when customers are allowed to try on clothing from suits to shoes to perfume.

However, if you are a business coach and give away an hour without integrating it into your sales process, then you probably should not give away any time. The strategy of giving away time is to continue to work toward the end of the buying/selling process that being a closed deal. If you don’t know where you are within the process, then giving away your time is counterproductive.

Another reason why great business coaches use this strategy is for the purpose of disqualifying potential clients. No one wants to work with someone who isn’t committed or where there may exist specific challenges such as communication.

As a business coach, I have discovered that when you have the opportunity to coach someone for an hour you will truly learn more about that person and come to some sort of internal understanding regarding his or her desire for success. Within my statement of work (A.K.A. proposal), one of my key assumptions is:

Client is more committed to his or her success than I am.

Simply speaking, if you want to give away some time do so, but make sure that your client understands the value. The giveaway should just be a formality for him or her to sign on the bottom line.


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Home > Business-Coach > Leanne Hoagland-Smith > Give Away Something To Build Value and Watch Your Sales Grows as a Business Coach >

Free PDF Download
How to Craft an Engaging Message That Highlights What You Do to Increase Sales - By Leanne Hoagland-Smith

Name: Email:

About the Author: Leanne Hoagland-Smith

RSS for Leanne's articles - Visit Leanne's website
Executive consultant, sales coach and speaker, Leanne Hoagland-Smith, partners with innovative and crazy busy leaders who want to dramatically improve their team results. What this looks like differs for each firm and why a free strategy session is offered just by calling 219.759.5601 CDT USA to have a conversation about the results you are seeking. If you prefer you can forward a request to coach@processspecialist.com

Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com

Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip:  Change your thoughts; improve your results.
Click here to visit Leanne's website.
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