Give Great Sample Sessions that Grow your Business
Give Great Sample Sessions that Grow your Business
Choose an Important Topic
When you first set the appointment with the prospective client, tell them upfront to choose an important topic or issue they would like to work on. Let them know that they will get something meaningful from their time with you. This is a real session and they can get some help or new insights during your time together regardless of whether or not they choose to continue coaching with you. If you help them with a problem or challenge they are having, they will fully feel the value of coaching, and they will be more apt and willing to justify hiring you as a coach.
Explore the Future
Ask them what it will look like when they succeed at their goal. What will their life be like in 6 months? One year? 5 years? You want to help them get a clear vision of what these changes will actually bring them. Ask detailed questions. Also ask what will happen if they dont meet their goals and dreams.
Explore the Meaning
Ask why. What does this goal mean to them? What will succeeding give them? As you ask questions about the meaning of their dreams and goals, pay close attention to the powers that circulate in your clients emotional realm. Note the thoughts that have more energy than the others.
Connect to Emotions
Connect this conversation to their emotions and dreams. You are building on the clients strong wishes and desires that are the future fuel to overcome obstacles in their path.
Clarify their Possibilities
Use your intuition and coach the client to explore the qualities they want to grow into and who they wish to be. Refer to their own words and strongest influences and images as you help them become aware of how they are expressing their thoughts and feelings. Coach them into feeling the embodiment of these qualities, AND ENSURE THEM IT IS POSSIBLE FOR THEM TO HAVE THEM ON A REGULAR BASIS.
Move the Client to the Present
Help your client to discuss the next step towards their dream. Help them identify one tangible thing can they do right now that will effect forward positive change. Can they set up some accountability towards this goal?
Find the Right Fit
By this time you have brought the prospective client from their past to their present and future and you both should have a sense of whether you are right for each other. If you would like to continue working with this client, tell them that you are happy to support them in their powerful vision and goals, and that from your point of view you would love to be their coach. Tell them you will be with them every step of the way to support as the client achieves their dreams. They will either accept, decline or think about it. Make sure you support them with their decision. Let go of the sale.
Encourage Action
If they feel your service is too expensive, you can agree. The most powerful way to help them break through this perception is to remind them of their pain. What is the physical, mental, emotional, and spiritual cost to them now, to NOT have their goals met? Is it worth the price to their happiness theyre currently paying, or would receiving coaching be worth breaking through their stumbling blocks? Underline that they should think it over in order for them to make the right decision. If stronger sales techniques are your choice, be mindful that you dont manipulate. A simple, Do you want to begin with me next week? will get you a lot of information. You can ask, So what would you like to do? one or two more times, and remain in a listening mode as they speak. Let them work it out. Often they will sell themselves on you here, if you stay out of it.
Ask for Referrals
Dont forget to ask for a referral. One thing you can do is give away two coupons for free sessions for them to give to friends who might benefit from a sample session with you. Always explain that you are happy to be building your practice this way. This process ensures that you know you are the right coach for people, helps you build the kind of practice you most desire, and ultimately helps the client to achieve their most important dreams.
Have a goal of 2-3 samples sessions per month and watch your practice grow!
Give Great Sample Sessions that Grow your Business - To learn more about this author, visit Dianne Legro's Website.
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One of the best ways to build your practice is to offer sample sessions. Most people have never worked with a coach, and a sample session can be a powerful process that introduces them to you and your coaching practice. Here are some tips that will create a meaningful and profitable session for you both.
Choose an Important Topic
When you first set the appointment with the prospective client, tell them upfront to choose an important topic or issue they would like to work on. Let them know that they will get something meaningful from their time with you. This is a real session and they can get some help or new insights during your time together regardless of whether or not they choose to continue coaching with you. If you help them with a problem or challenge they are having, they will fully feel the value of coaching, and they will be more apt and willing to justify hiring you as a coach.
Explore the Future
Ask them what it will look like when they succeed at their goal. What will their life be like in 6 months? One year? 5 years? You want to help them get a clear vision of what these changes will actually bring them. Ask detailed questions. Also ask what will happen if they dont meet their goals and dreams.
Explore the Meaning
Ask why. What does this goal mean to them? What will succeeding give them? As you ask questions about the meaning of their dreams and goals, pay close attention to the powers that circulate in your clients emotional realm. Note the thoughts that have more energy than the others.
Connect to Emotions
Connect this conversation to their emotions and dreams. You are building on the clients strong wishes and desires that are the future fuel to overcome obstacles in their path.
Clarify their Possibilities
Use your intuition and coach the client to explore the qualities they want to grow into and who they wish to be. Refer to their own words and strongest influences and images as you help them become aware of how they are expressing their thoughts and feelings. Coach them into feeling the embodiment of these qualities, AND ENSURE THEM IT IS POSSIBLE FOR THEM TO HAVE THEM ON A REGULAR BASIS.
Move the Client to the Present
Help your client to discuss the next step towards their dream. Help them identify one tangible thing can they do right now that will effect forward positive change. Can they set up some accountability towards this goal?
Find the Right Fit
By this time you have brought the prospective client from their past to their present and future and you both should have a sense of whether you are right for each other. If you would like to continue working with this client, tell them that you are happy to support them in their powerful vision and goals, and that from your point of view you would love to be their coach. Tell them you will be with them every step of the way to support as the client achieves their dreams. They will either accept, decline or think about it. Make sure you support them with their decision. Let go of the sale.
Encourage Action
If they feel your service is too expensive, you can agree. The most powerful way to help them break through this perception is to remind them of their pain. What is the physical, mental, emotional, and spiritual cost to them now, to NOT have their goals met? Is it worth the price to their happiness theyre currently paying, or would receiving coaching be worth breaking through their stumbling blocks? Underline that they should think it over in order for them to make the right decision. If stronger sales techniques are your choice, be mindful that you dont manipulate. A simple, Do you want to begin with me next week? will get you a lot of information. You can ask, So what would you like to do? one or two more times, and remain in a listening mode as they speak. Let them work it out. Often they will sell themselves on you here, if you stay out of it.
Ask for Referrals
Dont forget to ask for a referral. One thing you can do is give away two coupons for free sessions for them to give to friends who might benefit from a sample session with you. Always explain that you are happy to be building your practice this way. This process ensures that you know you are the right coach for people, helps you build the kind of practice you most desire, and ultimately helps the client to achieve their most important dreams.
Have a goal of 2-3 samples sessions per month and watch your practice grow!
Give Great Sample Sessions that Grow your Business - To learn more about this author, visit Dianne Legro'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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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle'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, Nations 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 BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr'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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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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