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Give Away Something To Build Value and Watch Your Sales Grows as a Business Coach
| Guest post by: Leanne Hoagland-Smith |
Article Overview: If you are a business coach or executive coach, are you confused between not giving away an hour of your time and giving away an hour? Learn why giving away something when done correctly increase your value and increase your sales.
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
Give Away Something To Build Value and Watch Your Sales Grows as a Business Coach
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.
Coach, Don't Tell
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Coaching the Sales Person
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website 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   Leadership Audit For Business Business Building Check List Leadership Assessment |
Related Forum Posts
Re: Business Coaching Resources
- You're fortunate when you can find a Business Coach who has experience beyond where you've been and even where you are going. When your budget is slim and even after, it's good to have a mentor. Several of various backgrounds are very useful. They can be teachers, professors, pastors, business people, family members, bosses and former bosses.
You have to be clear on what you want and what you desire to achieve, be able to convey it as simply as possible. Stop and listen and don't over tax their time.
You should always expect results whether from a Business Coach or Mentors. If you're not gtting results, you're either not focused or you need to upgrade the quality of your mentors/coaches. Always surround yourself by people smarter than you.
Re: Top 50 Lists
- Hi Evan,
How about "Top 50":
-Inventor Blogs To Watch
-Franchising Blogs To Watch
-Business Book Review Blogs
-Women Entrepreneur Blogs
-Young Entrepreneur Blogs
Hiring good people
- Thanks everyone.
From the PROFIT companies the success formula seems to be:
- Give employees responsibilities that make them stretch themselves
- Provide them with a good work environment and happy co-workers
- Invest in them by giving them training
- Build projects with them to give them some ownership of the idea
- Make sure they fit your company culture
And almost all of them say: Hire slow, fire fast.
Re: Great start, but no finish
- My advise is FOCUS on your business.
Focusing is the main factor to succeed on business. If you have a great idea, then follow it only, don't look anywhere else. It is especially essential in an online business. Because there are a lot of mind blowing sales letters promising millions dolllars or overnight success, people find it difficult to concentrate on one business and they lose their energy.
Concept is simple.
1- Have a good idea;
2- Build your business on it;
3- Monetize your business;
4- Promote it;
5- Build list of responsive customers;
6- Maintain You Business.
Focusing and not fearing from competition (instead you can learn from competitiors) are main tips of billionaires ,BTW.
Orxan
New Small Business Topic
- Hello everyone,
I'm on the lookout for new topics to add to my site. We just launched a Franchising section and are planning Human Resources section. Do you have any thoughts for a new section?
Here's a list of what we currently have:
Angel Investors
Branding
Bank Loans
Business Coaching
Business Plan
Franchises (New)
Insurance
Legal
Marketing
Public Relations
Sales
Small Biz Loans
Venture Capital
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