We all know that a coaching practice with a steady stream of referrals is key to a sustainable, easeful business. A frequent question I get from coaches is, “How do I get more referrals?” While there are many strategies for asking for referrals, getting referrals that turn into great clients is more of an art than a science. So, if you want more referrals, here are some things to consider about the art of referrals: 1) A client will only … Read more…
When the economy is in flux or experiencing a downturn, services that aren’t considered essential often get put on hold or cut. It’s a natural way for organizations to try to weather the storm. The unfortunate truth is that decision-makers often don’t realize the true impact of those cuts until after they’ve made them. Sometimes the consequences are immediate. Other times, they unfold slowly over several months. Right now, we’re witnessing essential services being cut all around us—simply because their … Read more…
In August I wrote an article entitled “Getting in Front of Decision Makers” where I talked about the three primary conversations that help us generate business. As a reminder, they are: 1) Discovery/Enrollment Conversations — These conversations are for when someone has expressed a need and wants to explore working with you. If you missed this article, I detail how to do this effectively. (Hint—pitching your services isn’t it!) 2) Strategic Alliance Conversations — There are many types of Strategic Alliance … Read more…
I believe there are three primary types of conversations that will help us generate business: 1) Discovery/Enrollment Conversations — These conversations are only for when someone has expressed a need and wants to explore working with you. If you missed my last article, I detail how to do this effectively. (Hint — pitching your services isn’t it!) 2) Strategic Alliance Conversations — There are many types of Strategic Alliance Conversations (six primary ones for professional coaches), and all involve collaborating … Read more…
The other day, I was talking with a prospect who was lamenting not getting in front of decision makers in organizations to pitch her coaching and training services. She was extremely frustrated because her well-oiled network wasn’t coming through for her. The reality is that decision makers are busy people. If they don’t currently have a need, they don’t want to spend an hour with someone pitching unnecessary services. If you are lucky enough to get time with them, often … Read more…
In my last article, we began the journey of Process Creation, starting with why having a process matters and then diving into creating your Core Tenets and accompanying Tools & Resources. If you haven’t read it yet or need a refresher, make sure to go back and read it first to get the most out of this article! Once you have identified your Core Tenets, you have some of the foundational blocks of your process. Now you have to … Read more…
