How to show proof that your coaching program produces change
Posted by richard on 31 May 2007 at 1:24 pm | Tagged as: "How to" coach tips
Prospective clients frequently ask:
"How do we know if your program will be effective?"
It is a fair question, one that we should expect and that we must be able to answer. My approach is to answer it before it is asked. Bring it up early in your discovery conversation. For instance, say:
" Here is how we may want to measure results. First we could easily establish a baseline for the managers on these five elements. Then we can …. "
The conversation will flow from that point. The conversation you create around "will this be effective?" is a terrific opportunity to demonstrate to the prospect 3 things that will help your selling success:
1. How you raise expectations with the client ( the team, employees, and managers, etc.) as part of your approach.
2. How you, too, want to be sure the program/coaching is a success
3. How important it is for you both to agree on the success criteria early.
What would you measure?
Just be sure you know what you want to measure. Do not allow the client to tell you. You can certainly have a discussion and make adjustments to include the client’s ideas, but, in the end it has to be your call. The measures can actually be fun and uplifting if you choose carefully and position it correctly.
Measure twice
Build into your process two check points. Consider a pre-check and a post check. You need two measure to show progress.
Competitive/Selling advantage
Thinking longer term, develop your own ideas on measures, and then build the discussion right into your sales conversations. You will be stronger and more confident.
Hope you will use this in your selling.
Richard
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