| I suggest that coaches join groups online and offline | | | | goals they have. Start with simple questions like tell me |
| that relate to and are filled with people in their coaching | | | | about your family or work. This will quickly put your |
| niche. This enables you to study you target coaching | | | | client at ease and the conversation will begin to flow |
| niche and to meet many people who are prime | | | | freely. |
| candidates for your coaching services. What I have | | | | Uncover Challenges |
| realized is that though many coaches are doing this | | | | Discover what the client's problems, goals, or |
| they don't know what to say when they meet | | | | challenges are. |
| potential coaching clients. Think about it, if you met ten | | | | What I should really say here is discover what the |
| potential coaching clients at an event and spoke to | | | | client thinks their problems, goals and challenges are. If |
| each one of them how many do you think would | | | | you keep probing you may find that the initial concern |
| become new coaching clients? If your answer is less | | | | is not at all the true issue. For this reason it is important |
| than half then we need to do some work in this area. | | | | to do some probing during this portion of the |
| Developing Rapport. | | | | conversation to discover where the true pain lies. |
| The old sales saying goes "be interested not | | | | This is where you demonstrate the value of coaching. |
| interesting". This is a very practical piece of advice in | | | | We are all human and are often too close to our own |
| the beginning of a coaching relationship. You want to | | | | problems to see the forest for the trees. Speaking |
| spend some time at the beginning of the conversation | | | | outloud to another human being who has training and |
| discovering who your client is and what their needs | | | | skills to help us work through our issues is a huge help |
| are. Ask questions about them and allow them time to | | | | and your goal is to reveal that value to your potential |
| answer fully. | | | | clients. They want to get past their challenges and |
| Ask open ended questions about what they are | | | | reach their goals so when you help them they see the |
| looking to accomplish, what needs they have, what | | | | value. |