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CHAPTER 16
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h e r e r e a l l y a r e p r o v e n steps to take for creating clients.And they don’t involve marketing or growing an email list or adding another thousand followers on Twitter. They don’t even require social media, a website or a business card. Despite what the “experts” tell you.
This process is powerful. And it works. Take a look:
Connect Invite Create Propose=CLIENTS
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Step 1: Connect
by Rich
CHAPTER 17
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h a t’s I t. on l y c o n n e c t.Ask yourself, who would I LOVE to speak to? And then call them.
Bring your humor and curiosity. Be genuinely interested in what they are up to.
“Hey Sarah. Long time no speak. How’s things? How’s the family? How’s the business? What are you up to? What’s your next big project? What’s your biggest challenge right now?”
At some point, when you are genuinely interested, you may see a way that you can support or be of service to her. There will be a book you can recommend. Or an article you can send her. Or a client you can refer to her. Sometimes you’ll notice that the person you’re speaking to is facing a challenge. Maybe they’re struggling to turn a dream into a clear vision.
Maybe they just inspire you.
That’s when you go to the next step...
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h e r e a r e t w o l o v e l y q u e s t I o n s that change everything for a coach who is creating clients. “Would you like some help with that?” And“Who do you know?”
If you are talking to someone who you believe could really get value from spending time with you, there’s a simple question to ask them when you hear them describe their dream, their challenge, or their biggest fear: Would you like some help with that?
If the answer is a clear yes, do not jump into coaching them in that very moment. Be like a doctor. If you meet a doctor at a party and you start to tell them about the problem with your knee, they won’t ask you to roll up your trouser leg! They’ll tell you to book an appointment.
So be a professional coach. Not a social one. If the answer to your question, “Would you like some help with that?” is a clear yes, invite them to meet with you. In person is always best, but over the phone can work perfectly. Block out two hours for them. Let them know that you will create a life‑changing coaching experience. Don’t be afraid to tell them that. Coaching IS life‑changing. Even a single session.
Step 2: Invite
by Rich
CHAPTER 18
THE PROSPEROUS COACH • 76
Then put a date in your calendar.
The alternative, if you are speaking to someone you either imagine may be open to coaching or may know someone who wants coaching is to ask the question, “Who do you know?” It is so gentle and creates so much space that the person you are speaking to can relax and really hear your question without any of the natural resistance that most coaches create when they are trying to “get” a client.
“Christina, can you help me? I have a space available on The Confident Woman’s Salon. It’s a program for nine amazing women. Each woman is powerful, confident and successful. She has already achieved a great deal in life. And despite a track record of success, she is ready for support to achieve a goal that feels ‘impossible’ right now. Do you know a woman like that?”
Every once in a while, the person in front of you will say, “Oh my gosh. That’s me!” But even if what you are creating is not for them, they won’t feel you’re trying to force something on them.
And if this isn’t right for the person you are speaking to, they will pause and genuinely reflect on who they know.
Then, when someone says a name to you, never say, “Thanks, I’ll call them.” In fact, do the opposite. Get curious...
“Tell me about her. What’s her big dream? What do you think may be holding her back the most in life, right now? Has she ever experienced coaching before? Do you think she’d be open to coaching? Why do you think she’d benefit from speaking to me?”
At the end of this conversation, if it feels like there may be a fit, say something like:
“Have your friend call me or email me. You see, I never cold call. Even for a referral. Tell her that this is my gift to her from you. Tell her that I’ll block out two hours for her. I’ll create a powerful coaching experience and we’ll get her challenges handled. Forever.”
THE PROSPEROUS COACH • 77
Make your invitations as if you are inviting people to the best party in the world. Coaching is such a gift to most people’s lives. Don’t hesitate to share it. Because they’d be crazy to miss it. But even if they’re not ready for it in this moment, that’s perfectly fine, because someone else will be.
And when they are—that’s when you get to create your magic...
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o s t c o a c h e s l a u n c h I n t o a bunch of logistics when you ask them about coaching. “Well, I speak to my clients once every two weeks for an hour.” Or, “We meet face‑to‑face once a month.” Or, “I’ll send you my free ebook.” Or, “I’ll subscribe you to my video series.” Or, “You’ll have access to my member site...”The problem is: no one cares!
Truly. Clients don’t care about what you have to offer. They don’t even care what you charge. They are too busy thinking about their problems or their dreams. Indeed, they only ever care about the answer to one question: can you help me?
The truth is they don’t care if you’re a coach, a consultant or if you can sprinkle fairy dust on them. If you can help them get what they really, really, really, really want, then they will find a way to become your client.
So the real magic is not in your diplomas or coaching certifications.
(Most of the very best coaches I know have no certification. Some have failed marriages, some went broke and some were fired from jobs.
That’s all irrelevant.)
Step 3: Create
by Rich
CHAPTER 19