Testimonials are easy to get.
And — they serve a couple of purposes. Obviously, they help a prospective client see that you have helped someone else, which is likely to give them more confidence in signing up with you. This is particularly valuable in the first couple of years while you may be working on a certification.
But secondly, they show YOU that you have helped others, and that you really do make a contribution!
In this section, I’ll ask you to get three clear testimonials that you can use to promote your credibility, your confidence, and your services. Note it can be as simple as a couple of lines from someone you have assisted. Of course it must be their words and you need their permission. It’s ideal if they are willing for you to put identifying information such as their full name, job title, company, city, and even e-mail address at the bottom. And who knows, maybe even age? This allows a potential client to better relate to the situation. And — if their company is known, and/or they have a professional-sounding title, it gives you added credibility. I also like to ask for a scanned photo so people can see it’s a real person.
The following is an excerpt from the CoachStart Manual.
Don’t get too hung up on the charging issue for your first twenty clients. Don’t worry if it doesn’t come smoothly. The first skill to practice is inviting people to do Exploratory Sessions and getting “yeses” to that invitation. The second skill to practice is agreeing on a time commitment to their goals and the coaching relationship: i.e., having the sign up for a coaching structure for one to six months. The third skill to worry about is to comfortably negotiate and charge your fee.
And you don’t have to learn/practice these skills all at once! Take your time.
The following is an excerpt from the CoachStart Manual.
Sometimes all it takes to set up the session is for you to invite them to have one! (I know — rocket science, right?). It might sound something like.
“What I usually do for people who are interested in coaching is to set up a 20-30 minute chat to talk about their goals and give them an experience of being coached. I don’t mind if they become clients or not; it helps me develop my skills, and it’s one way I develop referrals. No charge. Would you be interested in that?”
Exercise
Practise your hot invitation at least once this week. You might be in a store, at a bus stop, talking to the telephone information service, or at a party. When someone pops that magic question: “What do you do?” — be ready.
Note: In both the Warm and Hot Invitation you might notice we found a hot button/area, extended an invitation, and removed any obligation or pressure to continue with coaching. That’s the secret formula!
The following is taken from David’s interview with Jim Earley in 10 Super Coaches.
What method did you find most effective in getting your initial clients?
My initial method involved a lot of stumbling around, occasionally getting in front of people, and being of service. What worked was facing my fear, meeting people, and being of service (although I didn’t understand that was what I was doing).
I think it’s more important that you find out if you have the courage to keep going than it is to know the best and easiest way to find business. If you don’t overcome your fears and limitations, what good will you be as a coach?
If I could give my younger self my best advice it would be this: When you meet with people, worry less about what you hope to get, don’t think at all about how desperate you are for a new client. Just serve them. Keep honing your understanding of how you best serve.
The following is taken from David’s interview with Leza Danly in 10 Super Coaches.
When did you first increase your fee, to what did you increase it, and why?
I increased my fee when my practice was full and I felt I could “hold” an increase. What I mean by that is that I felt I could include it within my self-image. I could imagine people saying yes to the new rate. If I couldn’t imagine it, I didn’t raise my rate.
First I raised it to $200, then $250 then $300 over the first two years. Then I went to 3 sessions a month for the same $300, then $400. A couple of years ago I went to $400 per hour, and my clients split that up in a few different ways-three half hours, two 45 minute sessions, one session a month for $400, or some work with me in groups of three.
What advice would you give coaches about charging clients?
Don’t make up a rate you think you should charge and wish you could get, but don’t feel willing to receive. I think it’s better to coach 20 people at $100 per moth than having a rate of $300 or $400 and only having a few clients. You need to coach. Coaching will develop your self-image as a coach, and as you witness your impact you will naturally increase your rate. Of course, this is only true if you are a GOOD coach. So make sure to develop your skills and your personal depth.
The following is an excerpt from the CoachStart Manual.
Most of these tips assume you’re at some kind of party or networking function, but they can work for anywhere:
1. Keep your answers short and let them drive it e.g., “I’m a coach”. They’ll usually ask follow up questions.
2. Speak of what you do for people, not about what coaching is e.g., “I move people forward”; “I work with professionals to grow their business”; “I help women expand their community of friends”; “I do A, B, and C for people”
3. They’ve asked ‘How does it work?’ Great. You might like to use Agassi or Tiger Woods as an example. They have coaches. It’s not fixing their game; it’s about being even better or having even more in your life.
4. Another answer to this question might be: “I look for what’s missing. Some people come to me for direction; some want accountability, so that stuff gets done. Others can simply use support or a sounding board. (Others are focus, inspiration, and challenge.)
5. Another great answer is: “If you could do anything, what’s the number one thing you would change in your life?”
6. Put it back on them — after all, that’s what coaching is.
7. Many people will say, “That’s interesting.” Don’t let this pass. Ask them “What about it do you find interesting?” and go from there.
8. Other great questions: “Have you ever considered working with a coach?” “If you had your own coach, what would you get started on first?”
