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Removing Potential Client Hesitations, by Marcie Thomas

Apr 21st, 2009 | By | Category: Web Marketing Guest Posts

This is a guest post by Marcie Thomas, President of CoachingShift.com

womentalkingDon’t you wish clients would just fall out of the sky? Well, maybe not in literal terms. Don’t you wish the phone would just ring off the wall with prospects clamoring for your services? Wouldn’t that be the coaches’ version of Willie Wonka’s golden ticket!

Unfortunately, most of us will have to work a bit harder for our clients by helping them work through their hesitations to coaching. Not everyone who is intrigued by coaching is immediately ready to “buy”, but we can become adept at understanding the types of hesitations clients experience and have a plan to help overcome them.

Here are four hesitations your potential clients may experience before signing on the dotted line.

  1. Hesitation: The level of mutual interest isn’t “level” yet. They may not be as interested in your services as you are in making them your client.
    Strategy: You may not have hit the “nerve”…what’s really driving their passion or pain. You may need to spend more time listening to them. We know coaching is powerful and yields very fruitful results in the lives of our clients. It’s our clients who don’t know that yet. But even then, our clients are only motivated to make changes by either passion or pain. Find out what they want really, really bad. Then express how coaching will help achieve those results.
  2. Hesitation: The need to build trust. Do you just want their money or are you genuinely interested in them? You can communicate your trustworthiness by listening, reflecting back at their level what you’ve heard them say, sharing your expertise in a helpful way, being genuinely interested in their success even if they do not become a client, and follow through with promises made.
    Strategy: Is there something of value they need that you could offer for free? If so, follow up on it. For instance, send a timely article that would help them…offer to speak at their luncheon….send a business contact their way. You want to become a trusted resource for them.
  3. Hesitation: You’ve not clearly identified that you’d like to work with them. Believe it or not coaches can be so “coach-y” that we fail to lead the potential client to the desired result-which is to become our client.
    Strategy: Let them know you’re interested in their success and can see how coaching would benefit them in very specific areas. Plan to maintain contact regardless if they don’t schedule an initial session. If you’ve told them you’re interested in their success, then be interested. Add them to your mailing list or rolodex or Linked In account.
  4. Hesitation: ROI.  Let’s say they’ve really expressed interest but have some final reservations. Maybe they want to “check with the wife because it will require a financial investment.”
    Strategy: Don’t back off. Embrace this opportunity to say, “Yes, that’s a great idea. Why don’t we go ahead and schedule an initial session. It’s free, no obligation. In fact, you are welcome to have your wife join in this initial session so she can experience how just one coaching conversation will impact your life.”

    Whatever the obstacle, remove it with evidence and confidence. Let them experience your services.

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marcieMarcie L Thomas is the owner of COACHINGshift: the life coaches’ marketing resource. Her motivation is ensuring her client’s success in marketing their life coaching businesses.  She’s also the Marketing Director at the Professional Christian Coach Training Program, a contributing writer at the Christian Coaching Center, is the author of upcoming Coaches’ Successful Guide to Marketing ebook, and is a guest speaker on the topics of marketing mindset, developing a marketing plan, e-marketing success, and developing a unique, content-rich marketing message.

Marcie draws on over 20 years combined experience in training, human resource development, marketing, coaching, and business startup. Having launched marketing projects for coaches and solopreneurs for several years, Marcie is keenly aware of what it takes to succeed in launching and growing a new coaching business. She has taken that experience and combined it with her training and coaching skills to develop her own unique approach to helping coaches overcome the challenges and maximize the rewards of becoming a solopreneur.

She is a member of the International Coach Federation, the Christian Coaches Network and is current taking advanced coaching classes with the Professional Christian Coaching Program.

Marcie and her husband are both in the ministry. They enjoy the outdoors and watching their new grandchildren grow up.

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