Prospective clients want to know only two things…… !
Posted by richard on 28 Jun 2007 at 9:18 am | Tagged as: General
Potential clients want to know only two things from you.
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First: Can you help them?
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Second: How will you help them?
Your task is to be specific. The more pinpointed your focus, the better for your prospect. If you are too general, it will be difficult for the prospect to understand what you can do. Most prospects (assume 99%) will not do the work necessary to figure out your message. You must take the lead, plant the stake and see where it leads. If nothing else, the client will have a clear understanding of you and your beliefs. That is always good, whether or not they become a client.
Tips to discover the situations you love:
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Review the reasons you are a coach. What problems were you hoping to solve for others?
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Review your top five skills. Write a one-page story on each.
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What situations do you see in the five stories
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Describe in detail a very good coaching project. What happened, and why did it happen?
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Write a paper on what your client was experiencing before you started the project. Then write a paper on what the client was experiencing after you completed the project.
Chances are 100% that you can now answer "can you help me and how?” Note, this may take more than one sitting to complete. No matter how long it takes you, the benefit will be there for you.
To your long term success,
Richard
PS Your bottom line goal is to attract, screen and select high potential, high profit clients. Stop settling for prospects that are not ready for you. This process is one of your screening devices.
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