Why You Shouldn't Sell Coaching To a Prospective Client
Posted: Tuesday, July 14, 2009
by Shmaya David
ecoachingsuccess.com
Everybody knows that in the coaching business, just like in most other personal services, the most important marketing tool is a recommendation from a satisfied client. However, having a prospect delivered to your doorstep by a past client is not enough. Once he is there, you still need to sell him the coaching service – your coaching services, to be exact.
At this point, many beginning coaches make one of two serious mistakes:
A. They talk too much about their coaching; how wonderful it is, what a strong life-changing tool it is etc. Then these coaches don't understand why the prospect starts mumbling about "I want to check several options" and they don't seem to close any deals.
Stop and think for a minute – when your car is broken and you pick up the yellow pages to look for a mechanic, do you really want him to lecture you on the wonders of his new computerized automatic engine analyzer? Do you care how many certificates he has hanging on his wall? No. A thousand times NO. You don't. The more he talks about these things, the more you hear "Bla bla bla …this is really complicated…bla bla… and it will cost you a fortune to fix it". Essentially, you are just waiting for him to shut up so that you can explain your problem and have him assure you that he can fix it, and the whole thing is down right depressing.
Customers do no buy your product. Clients are not interested in your service. They buy Solutions to their Problems. If they could do without your service, they would. Your product or service holds no intrinsic value for them, on the contrary! To buy your coaching service they will need to spend money and spend time. The only reason for them to do so is if they are convinced that you can solve their problem, and that it is worth more to solve it then what they will have to spend to do it.So next time a prospective client calls, don't try to sell him a coaching service. Don't talk about coaching, and don't talk about yourself. First listen carefully to find out what his problem is. Then when you talk, talk about his problem and how you can help him solve it. You will convert many more prospects to customers this way. There are several techniques that you can use to help you do this
Do you wish to know more about selling your coaching services? Just go to http://www.ecoachingsuccess.com/default.html
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