When Is The Last Time You Sat Down Opposite Potential Clients?
I’d be willing to bet that you were a little nervous… at least to begin with.
But then again, being in the situation that you were in, perhaps deep down, you really knew that you could help them.
There might have been a little bit of uncomfortable small talk. Everybody knows that feeling.
But then you started to hit your stride and you asked them to explain a little bit about the challenges that they were facing.
Before you knew it, you started to relax a little bit.
After all, you’ve been through the process of helping potential clients countless times before.
You listened to their problems intently. And then it was your turn to speak.
You began to talk about your background in coaching. As the conversation progressed, your confidence began to grow because now all of a sudden, you were playing on your own turf.
You explained to these potential clients what it is exactly that you do. Next, you described to them why you love coaching.
You gave them insights on your unique approach.
And they were genuinely interested in the conversation you were having.
There was just one final question to ask.
And… Well… Potential Clients Really Only Have A Single Decision To Make… Right?
The decision is simple – you ask them if they would like to work with you.
And then they answer – yes or no?
Realistically, Though – Potential Clients Actually Have THREE Decisions To Make
One of the biggest mistakes that a coach often makes is that THEY decide to take action on their end without actually making it clear with potential clients on THEIR intentions to actually desire making a change.
The majority of potential clients that you’re meeting with would absolutely consider changing. The truth of the matter is, though, that they haven’t yet made a COMMITMENT to changing before they’ve met with you.
I touched on this a couple of weeks ago, but how many times have you heard the words, “I’d love to work with you…”
And then you never hear from them again.
You see, you have to recognize the three decisions that potential clients have to make:
1. Potential Clients Very First Decisions Are Whether Or Not They Should Spend Their Precious Time Speaking To YOU
Potential clients need to decide whether or not they want to give YOU the time of day. Are they going to give YOU access to their time, their thoughts, and potentially their money? Even if it’s only a ten-minute phone call, this initial decision rests with them.
2. Do I Actually Want To Change From The Status Quo?
The second decision that potential clients have to make is actually the hardest decision.
You see, they need to be absolutely clear on what changing from the status quo is actually going to mean.
- What are the issues?
- Are there going to be new commitments involved in this change?
- What are their already existing commitments and how might they compete with the new ones?
- Who else is going to be impacted by this change? Their husbands/wives? Their business partners?
This is an incredibly tough decision that shouldn’t be taken lightly.
3. If I AM Going To Change Then Who Am I Going To Work With?
Plain and simple: Different behaviors are required of coaches at each stage of change.
Whatever Your Unique Coaching Methodology Is – It’s Irrelevant
If potential clients have not yet made the decision that they’re ready for change, then it doesn’t really matter how much you talk about your unique, wonderful coaching style, the methodology that you’re using, the training you’ve gone through, the credentials you’ve received…
All of this is irrelevant to a conversation if these people haven’t yet made the decision to change.
It doesn’t matter how deeply impactful the nature of what you offer is. If THEY haven’t decided they’re ready to change then it’s still irrelevant.
The failure to realize this means that most coaches take the wrong approach to working with new, potential clients.
The conversation, instead, should be focused on the following:
- What are these potential clients’ biggest dreams?
- What are their biggest fears?
- If they had to choose, what would they say is holding them back the most?
- What are the goals that they’d love to achieve?
Coaches who speak to potential clients about the unique services they have to offer before these potential clients have made the decision to change? Well, this is one of the biggest reasons that so many coaches hear the phrase, “I would love to work with you…” and then they never hear anything again.
These people might have really loved what you had to offer; however, they weren’t yet ready to change. So, it only took one conversation to have them backtrack on their decision to work with you.
There’s Only One Thing More Powerful Than YOU
And that’s the status quo.
The status quo is powerful and too many coaches don’t realize that. Instead, they try to skip Decision #2 (change) and jump straight into the Decision #3 behaviors. They don’t even give themselves an opportunity to explore the aspects of potential clients’ competing commitments, biggest fears, biggest goals, etc.
This is a tragedy. This completely undermines the impact that coaching has. It leaves potential clients without the support needed to make the change that they truly desire.
Slow Down To Speed Up With Transition Excellence
We live in a world that is SO fast paced that we invented speed dating, dialing, and reading. Honestly, though? When you’re willing to really slow down for potential clients, you’ll come to realize that you’ll start really standing out.
When you slow down, you start to really understand potential clients. You start to really listen.
And then you can begin to serve potential clients in the most powerful way possible.
And when you’re serving these people in front of you with that kind of impact? You’ll realize that you’re one of the FEW coaches who can help their clients be more powerful than the status quo.
And that right there? Is absolutely life changing.
And for you.
And it’s because of this realization that I created Transition Excellence – a 6-month, self-paced training program that focuses on client creation and learning how to be more powerful than the status quo.
Transition Excellence is designed to be completed in 100 days but it truly is a work-at-your-own-pace program. With 13 modules, live weekly calls with myself and my leadership team, and access to a private community full of some of the most INCREDIBLE people that you’ll ever meet, Transition Excellence is perfect for anybody who is looking to remove the word ‘potential’ from potential clients.
Whether you’re just starting out as a coach, you’re already involved in the coaching industry or you’re looking to transition out of the corporate world, Transition Excellence is the program for you.
Transition Excellence is also an ICF accredited program for those of you who might be interested. You can learn more about the ICF by clicking here.
Just like this article mentions – it’s your time to make the hardest decision.
Are YOU ready to make a change?
Because if you are then I would recommend speaking with a member of my admissions team ⏩ Book a Call
Of course, this means you’re also going to have to decide if speaking to us is worth your time (Decision #1).
So let us know so we can start working on Decision #3.
PS. If you ARE interested in joining Transition Excellence or you’re looking to take your coaching game to the next level (or both) then I invite you to take my Coaching Excellence Scorecard. This quiz is designed to score you on the 4 pillars of coaching excellence. There are no right or wrong answers, only areas for improvement. Which is where Transition Excellence comes in.