David Neagle Neagle |
David Neagle
DavidNeagle.com
P.O. Box 5005 #80
Rancho Santa Fe, CA 92067
United States
515-1212
David Neagle
http://www.DavidNeagle.com
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David Neagle Neagle
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Essential Practice Building Tips for CoachesBuilding Tips for Coaches David Neagle Neagle
May 26, 2009
If you want to attract high-quality clients who can pay you what you’re
worth, then here are a few tips you MUST use to make it easier for them
to say YES!:
1 ) Solve an URGENT Problem
A lot of coaches and Holistic Practitioners decide to study a modality because it helped them in their own lives in some way...
And
then they get so excited about the modality that they think every one
else should be excited too! So they go around touting the benefits of
acupuncture and think that anyone who is interested in acupuncture will
want to know more about what they do...
But it doesn’t work that way.
People aren’t interested in your modality. And they won’t invest in getting treatments or sessions in your modality.
They’re
interested in themselves. And they will invest in themselves when
they’re in pain and they want it to change. The most successful
coaches and practitioners choose an urgent problem and will do what it
takes (if it’s painful enough) to have that problem change.
Here’s
an example: If you’ve got back pain that prevents you from picking up
your grandchildren, and you’ve got the choice to see an acupuncturist,
you might consider going (IF you’ve been told that acupuncture can help
relieve your back pain). However, if you have the chance to see a back
pain relief specialist, it doesn’t matter if they are an acupuncturist,
chiropractor or naturopath - you’re more likely to see this specialist.
If
you’re a woman looking to find your ‘soul mate,’ you’re more likely to
work with someone who teaches women how to attract their soul mate (who
cares if they call themselves a coach) rather than a life coach.
2) Don’t try to convince anyone to become a client
Chances
are you’ve been to a networking event where someone was going on and on
about what they do and didn’t seem interested in you at all.
The
last thing you want is to be one of those people, yet I’ve found that
most coaches and practitioners talk way too much when they are having a
conversation with a potential client.
It’s important to learn to
have conversations with potential clients so they talk themselves into
working with you, rather than you trying to convince them.
You
do this by asking them questions about themselves that have them become
very aware of their problem and increase their desire to change it.
3) Talk about what you do in a compelling way
You’ve
probably learned about the ‘elevator pitch’ somewhere and felt confused
or even put off by this idea of the 30 second elevator pitch. Yet,
it’s important that you answer the question "What do you do?" in a way
that people are compelled to find out more.
So how can you talk about what you do in a compelling way? First, you’ve got to get this isn’t about you and your modality.
Instead,
talk about the problem you solve first in language that your potential
client understands (and would use to describe their problem
themselves). And second, state the solution using language they would
use to talk about what they want instead.
It’s important to talk
about the problem first so people can recognize if what you do is for
them or maybe for someone they know. It’s actually important that the
person hears your answer and thinks either "That’s me," "That’s someone
I know," or "I don’t have that problem."
You want to distinguish yourself as an authority for solving this problem and NOT focus on your modality.
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