Give Away Something To Build Value and Watch Your Sales Grows as a Business Coach
Give Away Something To Build Value and Watch Your Sales Grows as a Business Coach
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.
Give Away Something To Build Value and Watch Your Sales Grows as a Business Coach - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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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.
Give Away Something To Build Value and Watch Your Sales Grows as a Business Coach - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Casey GollanCasey Gollan, Business Coaching & Mentoring Programs. Add $1 Million to $10 Million in the next 1 to 3 years. Since 1996 Casey has to added hundreds of millions of dollars to businesses. Watch a free video see client results Business Coaching website. - Visit Casey Gollan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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