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?”
The following is an excerpt from the CoachStart Manual.
It is true that people receive value from growing awareness, or insights about their life. I am sure there are coaches who help their clients gain clarity during the session, and then leave it to the client to decide what, if anything they will do before the next session.
However, a generally accepted principle of coaching is ACTION. Without action, results do not occur — and many of your clients will be seeking results. Also, action provides the opportunity for new insights — it’s not until you go and ask three girls for a date that you can learn more about your fear, including how to get past it.
It has been said: “If the client is not left in action, coaching did not occur”.
A strong statement, but I tend to lean in this direction.
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If you would like further information about how to coach, then I recommend you view our coach training libraries at:
http://www.CoachingClips.com
The following is taken from David’s interview with Andrea Molloy in 10 Super Coaches.
What advice would you give coaches about charging clients?
Don’t undervalue your services, do your market research. Find out what other coaches are charging locally and position yourself well. Don’t apologize for your rates either, be confident in stating your fees so the client appreciates your worth – they need to feel they are getting good value for their investment.
Do you recommend offering free coaching?
We offer potential clients the opportunity to chat with a coach for half an hour, to answer any queries they may have about the coaching process and so the coach can learn more about the client’s specific requirements.
The following is an excerpt from David’s independent report on coaching training and certification.
Given the wide range of quality schools that are accredited with the ICF, or at least ‘aligned’ with their competencies (see ‘How to Get ICF Certified’), why not choose one of these schools? This way you always have the option of either sitting you ICF exam with this school, or one day submitting your training record to the ICF and getting ICF certified.
This approach gives you the option of going for ICF certification when you’re done (and have met the remaining criteria).
