You can be a generalist or a specialist. If you show up as a generalist there are thousands of others doing the same thing. How would you stand out? You want to identify what problem your ideal client wants you to solve that no one else can and let them know you are the solution.
The people that you are marketing to are bombarded daily with advertisements and offers for services similar to yours. What makes you stand out from the rest? What are the advantages of working with you? And most importantly, what are the benefits that your client will gain? Remember that although your accreditations and experience are important to you as a competitive advantage. Your client only cares about “WIIFM” What’s In It For Me? Most of your competition will miss the mark in their marketing and advertising materials. Make sure you know what makes you different and more importantly, make sure your clients know!
You may have heard the expression before, you have to walk the walk and talk the talk. That’s true for coaching. You can’t help someone with weight loss, finances, relationship, business if you haven’t mastered it first. You can’t lead where you haven’t gone. Be the example of what you want others to follow.
What keeps them up at night? What is the problem that they repeat over and over again in their head that only you can help them solve. You be the solution and you will win raving reviews that will lead to referrals.
Most people fail as coaches because they market to everyone and end up selling to no one. Remember that people will pay you for your service because they have a problem that they are trying to solve or a pain that they are trying to heal. You need to know your speciality, know your ideal client, what their pain or problem is and communicate directly to them. The issues that a 45 year old married male with 2 children faces will be much different that those of a 30 year old single mother of 1 child. The difference makes the difference. Know who your Ideal client is and market directly to them.
Being the expert means you are someone they can look to for answers. That means answering questions they haven’t asked yet. Provide tons of value by delivering tips, tricks, information, education in your emails, blogs, webinars, social media posts on a regular basis.
There is a HUGE difference between being an employee and a business owner. Many people who start coaching have never started or run a business before. Make sure to educate yourself on the many facets involved in business. Finance, Legal, Marketing, Operations, Sales, Product development, Customer Service and more. Take classes and hire the right advisors to make sure that you are doing things the right way so it doesn’t cost you later.
Selling is a process and so is closing. Recognize that they are 2 very different skill sets. Selling is the art of gaining rapport and identifying someone’s needs and wants. Closing is the art of being able to elegantly break rapport and create a sense of urgency. It is about helping someone make a decision that they may not feel ready to make. You will need to master both of these skills to be successful.
Most people struggle financially because they undervalue the service they are providing for their clients. They look at the process as “just having a conversation” and charge based n time. Understand that one shift that you help someone make will impact them in every area of their lives and for many years.If you are helping someone overcome a health challenge, look at what it has been costing them in every area of their life. There is a quantifiable cost associated to the issue. Then look at the money that they will make/save in the future having made the change. The value you provide for them is much greater than “one hour” of your and their time. Know your worth!
Know that the cost of the problem outweighs any fee that you will charge. You want to make an irresistible offer that they can’t resist so they make an immediate decision to start their transformation now.
Ready to learn more and take your skills to the next level? Reach out to get more information at www.NAPCoachingAcademy.com/APPLY
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