1. It’s unclear what your market
Simply saying that I’m a leader coach won’t be enough. What kind of leader do you mentor? What kind of company are they working for? What are the challenges they confront? What are their goals? Knowing what they want will allow you to swiftly get potential clients to engage in dialogue. Don’t waste time nurturing false leads.
2. You aren’t focusing on the value you add
If you’re sure of the market you want to target, make your value proposition a short paragraph that describes who your customers are and what value you can provide. If you have a chance to meet a prospective customer, you should demonstrate your worth. You can ask them about their current work circumstances. What are their issues? What are their goals? You basically guide them. You’ll also be able to determine if the person is the ideal candidate for your client. Are their issues and goals match your ideal client?
3. You meet the most potential clients you can.
It’s a common belief in marketing that the only way to succeed in business is to reach out to as many potential customers as feasible. This is perhaps the reason why a lot of us aren’t specific about our target market. The theory is that the more ambiguous you are, the greater your client base. It’s not true! Understanding what you can do for prospective clients matters rather than how many you will meet.
As a coach for leadership, If you’re a leader, you’ve probably already made plenty of contacts. But you’re not getting the most value from your contacts. Choose the people you’d like to partner with from your existing list and ensure that they know the value that you can provide prior to pursuing new leads.
4. It’s not a step-by-step procedure
It is not advisable to pitch people during the initial contact. It is best to engage people in conversation, begin to build a relationship, and then attempt to guide them towards the next stage. For instance, you could say you have an article you could send to them that you feel they will be interested in. It is then possible to request their contact details. The next step is to send them an email with the information and then follow up within a couple of days by making a phone call. When you call them, you should be aware of what you intend to say and what step you want to make them move on to. Perhaps you can offer a deep call or a Strategy Session, in which you’ll delve deeper into the problems they face as well as the outcomes they would like to achieve.
5. There aren’t tools that help you
If you have a procedure that you follow for all potential clients, you can design tools that will help you with every stage. Why waste 45 minutes arguing over an email when you can customize the standard email? What is the need to worry about the right words to use in the phone call instead of putting together an uncomplicated plan that covers points and takes you to the next stage? This brings us back to our first mistake. 1. If you’re not sure of the market you want to target, it can be challenging to create standard documentation and scripts since they must be more specific to diverse people.
6. Don’t follow up
Everyone knows by now that you must follow up. Keep following up! The evidence is plentiful on the benefits of keeping in touch. 10% of the people who sell services will win over more than 80% of their business. 90% of the business is won in 5 to 12 follow-up contacts. The majority of people who sell services stop after just 1 or 2 contacts. While it might be uncomfortable, you’ve got your procedure and tools to rely on. Follow the steps carefully and utilize the tools you’ve created, including regular scripts.
If you keep in touch, you’ll gain business. If you don’t follow up, you won’t.
7. You can’t play in your strength as a coach
You’re an educator and not a salesperson. Make the most of what you can do as a coach, and do not try to be someone else that you’re not. Your trade-off involves asking and listening. Ask questions and pay attention. In every step of your marketing plan, ask potential clients questions about their current situation, their difficulties, and the outcomes they’d like to see. Explore the difficulties they face in their job and also the gains they can be able to achieve if they can overcome their obstacles. You’ll quickly discover that coaches are excellent salespeople.
8. You’re not sure how you can convert potential customers into paying customers
This is the most challenging part. How do you convince customers to pay for your services? It’s more of the same. Once you’ve met a prospective client and established a relationship, you could provide them with a Strategy Session. A Strategy Session helps clients understand their goals and objectives, as well as the results they’d like to achieve. It is a real benefit for the client and gives them the experience of being able to work with you. If you are able to do it right, your client is likely to be left with a Strategy Session wanting more.
Ask potential clients to fill out an assessment prior to the Strategy Session. You can then go through the questionnaire in greater detail in the course of your session. After the session, you can arrange an informal report-back session, in which you’ll go through a written report of two pages that summarize what they have said. After the report-back session, you are able to start the sales discussion. Do you think you are in the situation to make a decision on whether or not you would like to proceed with a complete program?
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