How Is Your Client Enrollment?

by Michelle Schubnel
President – Coach & Grow R.I.C.H.

One of the big mistakes that coaches make is that they don’t focus on client enrollment, that is sales. Here are a few easy things you can do to improve your client enrollment process:

What You Call the "Free Session"

Many coaches offer a free coaching session to expose potential clients to their services. We often hear it called a "free coaching session" or a "sample session." While technically accurate, these names do not sound very professional and actually devalue our services. We're not giving away "free tastes" at Costco – we are conducting a professional meeting.

Instead, call it a "Complimentary Coaching Consultation." Other acceptable variations include, "No-Cost Coaching Consultation" and "No-Obligation Coaching Consultation." The big shift here is calling it a coaching consultation instead of a coaching session. Yes, the person will be coached, but if all you are doing is having a coaching session with the person on whatever issue they bring to the call, I guarantee you are not getting the best possible results.

Consistently Make the Offer

It sounds so simple, yet it is amazing how many coaches do not consistently offer Complimentary Coaching Consultations. Case in point: A coach hired me to help her grow her practice. She explained that people seem interested in her life coaching, but that she wasn't getting many new clients. The problem? She was waiting for people to specifically inquire about her services. We quickly fixed this for her!

Now when she talks about her coaching and the person appears interested she says,

"I'd love to offer you a complimentary coaching consultation. These consultations are for people like you who want to learn how my coaching services help busy, successful professionals find more time to do the things they love."

In her first month using this approach she scheduled 9 Complimentary Coaching Consultations and secured 5 new clients. You have to consistently make the offer!

The Homework Questions

For maximum effectiveness assign homework questions prior to the Complimentary Coaching Consultation. The best homework questions address these three issues:

What does the person really want?
This is key! You want to identify their "$10,000 Problem." You want the focus of the consultation to be on the main thing the person really wants and is willing to pay for.
Why does the person want this change/thing?
Once you identify their “$10,000 Problem," the second question helps the person connect with their reasons. This question should help them see the positive benefits that they will enjoy in their life, business or career.
What is holding them back?
This is the final area to explore. Is the person coachable? Are they ready?

Of course you want to customize your specific homework questions based on who you coach and what you coach on. Just be sure to address these key points!

Want More Clients?

A highly effective way to rapidly increase your client base is by offering and conducting a lot of Complimentary Coaching Consultations. Set a goal and make it your top priority. Coaches who take inspired action and focus on client enrollment achieve great results. You can too!

The Top 10 Sales Mistakes Coaches Make…
And what you can do to avoid them!

Listen to the information-packed free recorded teleclass at www.coachandgrowrich.com