February 19, 2018
I’ve trained and mentored 1000’s of coaches over the years, and one of the biggest struggles that new and even experienced coaches have is selling coaching.
That’s why I always tell coaches:
Don’t try to sell coaching. People don’t even understand what coaching is, and you can’t explain it to them.
Don’t sell coaching. Sell people what they want instead.
Let me explain how to do that:
First, you need to do your homework on your target market. If you haven’t already, you’re missing out. You should be the expert on your ideal clients.
What is your target market’s strong desire?
What is their want or need?
What drives them?
What are their doubts?
What are their challenges?
What are their fears?
What is their heart’s desire?
What are their big wants?
Here’s why you want to know all that:
I don’t have to talk someone into something that they want.
That’s why some coaches struggle when they start out.
They’re like, “Where do I start?”
“How do I sell coaching beacause, I don’t want to be salesy.”
That’s why you don’t sell coaching.
Once you know what your target market wants, you don’t talk to them about why they should want or need coaching.
You help people get what they already want through the solution of coaching.
It’s must easier to talk to people about what they already know they want rather than trying to convince someone of something that they aren’t sure that need or even understand.