Guest Blogger: Teresia LaRocque, MCC
Many coaches use complimentary sessions to turn prospects into clients. Prospective clients get to experience the power of coaching and if it is a great fit will choose you as their coach. When your session is finely tuned and you have a good conversion rate, then by booking more sessions you’ll get more clients.
Below are 5 tips to support you to book more complimentary sessions.
1. Make Booking Complimentary Sessions a Priority
Make booking complimentary sessions one of the intended outcomes of every money-making activity you do. Money-making activities are activities that are directly related to increasing your bottom line.
For example, at the end of a presentation verbally invite those in the audience to experience coaching by booking a complimentary session with you and include a check box on your presentation feedback form. Include the invitation in your signature file that goes out at the end of every email.
At every networking event, collect the business card of those you have established a strong connection with and follow up introducing the complimentary session.
2. Clearly Identify Your Target Market
Who is your target market? Where can you find them? What associations do they belong to? What magazines do they read? The more you know about your target market, the better you’ll be able to understand their needs, know how you can support them, and where to find them! A specific market is much easier to market to than a large, general one.
3. State Clearly How What You Do Will Benefit the Person
Create a credo statement. Be able to state what you do, who are your customers, what do you do for them, and what the benefit to the person will be in a couple sentences.
“My name is (name) and I am a (what). I support (who) to (state result). I do this by (outline steps) which help them (state benefits).”
Example: My name is Teresia LaRocque and I am the founder and facilitator of the Passion into Profit program. We help start up coaches take their passion and talent for coaching and build profitable businesses. We do this by providing steps, tools, and strategies that are practical and results oriented. This helps our coaches gain 1-1 clients immediately, create a business foundation to generate a 6 figure business and create a business that serves a great life.
The key: this statement has the most impact AFTER you’ve taken the time to get to know the person and find out what their dreams and challenges are. Then you can pick the result you can support them to obtain based on what they said they want. Once you established rapport and shared your credo statement, recommending a complimentary session is a natural next step.
4. Aim to Give
Approach networking from the perspective of what you can give, or what you can contribute, rather than what you can get from it. Aim to understand who each person is and what is important to them. Listen for opportunities to support others (and not necessarily just by providing your coaching services).
Most people look at networking from the perspective of what they can get from it (i.e. new clients, new referral sources to new clients). Setting the intention of what you can give, makes you very attractive and also creates a strong community and circle of influence.
5. Build your community
At the very least, invite people to join your ezine. If a person doesn’t want or isn’t ready for a complimentary session or coaching, invite them to subscribe to your ezine. The repeated exposure of a weekly or bi-weekly ezine will build trust and ensure you are in their mind. The content of your ezine will build credibility. At some point they may buy your product or service or refer you to a friend or colleague.
Take Action and Implement One of These Tips Today!
Teresia LaRocque, MCC, is the Director of the Erickson Business Centre of Erickson International College, creator and facilitator of the Passion into Profit program: a customized business building program that helps start up coaches build a profitable one on one coaching practice. www.teresia.com
Need help with getting more prospects to say yes and hire you? Teresia is the creator of the Turn Prospects into Clients with the Complimentary Session” package.
The “How to Turn Your Prospects Into Clients With the Complimentary Session” package includes 2 audio recordings and a workbook that walks you through the entire process.
You will learn how to pre-qualify prospects for a session, how to prepare them, how to structure the call, how to present your fees, and much more…
To find out more visit: Turn Prospects into Clients