Coaching After the Free Intro Session
have successfully booked a complimentary coaching session, and
then delivered a great "comp" session.
You have identified this opportunity
as an ideal client for you. The client is coachable and ready
to move forward and get big results in life. The synergy is there.
Now you need to ask for the financial commitment…..
Your fears come up and there's a
knot in your stomach (where did that come from?). Then the gremlins
start -- that internal dialogue that tells you that you can't
deliver what this client needs, or that it won't be valued enough
to pay for. You might start to stutter and stammer, as you can't
find the right words. You're not sure how to bring up the finances.
Then you start to rationalize and create reasons why they wouldn't
pay you or make that financial commitment. Your own objections,
which you may not consciously realize you are doing, get in the
way. For example, you may believe that people need time to think
about these things before making a commitment. And guess what?
Suddenly your client needs time to think about it and starts to
come up with reasons why not commit to you. Have you been here?
Can you relate to this?
At TLC Teresia LaRocque Coaching
& Associates, we've discovered that there are 3
things that make the biggest difference in getting
over the fear of asking for the financial commitment.
1. Be absolutely
clear of the value you have to offer
One exercise we have our coaches go through is
identifying and clarifying
their "unique processes". What we mean by that is simply
this, many coaches have a lot of experience from their professional
world and in life that support their coaching skills. For example
if you were previously a career counsellor with an organization,
what were the steps and processes you used with your clients there
and how can you transfer those processes to where you are now.
What specific tools and strategies did you use?
We all have an area of expertise in different topics and skills
we may not have taken the time to identify. Even in our own personal
development and learning, we have many skills as coaches that
have value to a client. Identify your unique processes. Get
clear about who your unique client
is, the results you help generate and the steps you use to guide
Look at the skills you have by sitting
down and outlining them in writing. By doing this you became clear
that you can help the client get the result they want. All coaches
know they have something to offer but haven't sat down, packaged
it and thereby communicated it with conviction and confidence.
For example, at TLC we coach
coaches. We attract coaches who want to build their
practice. A colleague and I took the time to identify what I brought
to the table from my business experience prior to starting my
coaching practice. We also looked at what specific tools and practices
I was successfully using to build a coaching practice. I realized
I had many specific tools and strategies in my toolbox, only I
was using them intuitively. After creating my unique processes,
when coaches came to hire me as their coach to build their practice
I knew without a doubt that I had value to offer them and could
state my fee confidently. From this process The Abundant Practice:
A Program for Coaches(TM) was created and is a considerable contribution
to our profit centers.
2. Beliefs and how
these show up in client objections
Beliefs are feelings of certainty.
What are your beliefs when asking for the financial commitment?
A good way to get some clarity or insight is to notice some of
your client's objections. Listen to the objections your potential
clients are giving you for these may be a reflection of your core
beliefs. For example, if your clients say 'Your services are too
expensive!' Do you secretly believe your services are too expensive?
If your clients say "I need to think about it." Do you
believe you need to think about it before making a financial commitment
or any commitment?
Be aware of your core beliefs.
Are your core beliefs supporting you in getting the result
that you want or limiting you in getting the result that you want?
Do you find yourself holding back from asking for the financial
commitment or not asking out of fear of challenging clients to
make the financial commitment?
It's only a win-win if the client
commits when they are ready to be coached and you have synergy
with the client. If you allow the money to get in the way and
you don't support them to make financial commitment, then you're
in the way. If you let them do this with money, you've let them
do what they do everywhere else in life. If you're not asking
for the commitment you're not giving the client a chance to win.
It's our job to support client to make the commitment to take
the first step to have the life they truly want. Now wouldn't
you agree those are powerful beliefs to have :.
Notice in your life what
internal dialogue you have going on around money and making financial
commitments, whether they're big or small. What beliefs do you
need to adopt that will support you in creating a win-win opportunity
for both you and your potential client?
3. Be clear on how
to present and state your fees & services
When you're clear on the language and you've taken time to get
clear on how to present it, you gain an opportunity to get clear
on your outcome and the purpose of what you're communicating.
Layout the strategy which will allow you to show up and be 100%
present and communicate your services and fees with 100% confidence
- Get the commitment
before you talk about fees to make sure that their commitment
level is high. Test
their commitment first. To do that you could say, "Coaching
is all about commitment. Do you feel you're at a place to get
the results you stated you wanted today? "If they say yes,
you could say, "Great, do you want me to be your coach?"
If they say no to the initial question, then you know that they're
not ready to hear about your services and the investment.
through your services and prices.
Be very clear how you communicate what you offer and how it
works. Walk through your programs. We suggest that potential
clients have up to (but no more than) three options to choose
or ask what program is best for them.
After you go over the different services you offer, you could
say, "Based on where you are in your life, what program
do you think would be best for you?" Or you could recommend
a program by saying, "Based on what we talked about today
and where you are in your life, I recommend you do x program."
Note: Once you have the financial
commitment it's crucial that you walk the client through the next
steps. Congratulate your new
client. Say "Congratulations! I look forward to working with
you. Let's book our next session. My assistant will send you a
welcome package. The payment is due at the beginning of each month.
How will you be paying for that? We take MasterCard and Visa."
Being clear on the language and
how to present your services and fees allows you to guide the
client with certainty, which increase the potential client's confidence
in your ability to deliver on what you say.
Conclusion: Getting over
the fear for asking for the financial commitment requires: 1)
for us, as professional coaches, to own the value we have to offer;
(2) to have beliefs that empower our potential clients to take
the first step in creating the life they truly want; and (3) communicating
clearly what we have to offer and how that works.
By following these guidelines you
will gain an increased ability to serve more clients sooner as
you grow your coaching practice. Soon you will realize your fear
has turned into excitement!
Written by Teresia LaRocque -
Master Certified Coach and co-creator of The Abundant Practice:
A Program for Coaches (TM). You can reach Teresia at 604-473-9884,
or on the web at www.tlcsuccess.com.
copyright 2002 by
Coachville.com. Article written by Teresia LaRocque. All rights
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