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…
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’m sure someone has told you to grow your coaching business, all you need to do is get out there and talk to people. That’s good advice as far as it goes. But it doesn’t specify the type of conversation you should have. Going out and shooting the breeze with people in your network over coffee, or worse, trying to encourage every person you know to work with you is not likely going to bring you a steady stream of … Read more…
How much of your time is spent sitting at your desk? No, really. Be honest with yourself. How much of your time do you spend just sitting at your desk? Often when clients start working with me, they share that they’re really “working hard!” But after asking a few questions, I discover that what they’re doing mostly consists of sitting in their office trying to figure out things to do to attract clients. While there are things you can do … Read more…
How often should you communicate with your list in order to maximize your open rate and connect with your people in a meaningful way? There is a lot of talk out there from online marketing gurus about why it’s vital to be in communication with your list nearly every day. They also say that “no one reads email anymore,” and advise people to run Facebook ads targeted to their list because their list isn’t opening the emails they send! (If … Read more…
Do you speak to prospects in your language or their language? Most of us coaches have a lot of credibility in our space. That’s what makes us great coaches: not only do we have expertise in coaching, but we have expertise in the subject matter around which we coach. Sometimes it’s easy to forget that the language we have learned through schooling and experience is new to potential clients. It’s verbiage we can teach them once they become clients, but … Read more…
