Success Clinic part III: Presence • Program • Propellant

Strengthen these three key elements every day to cultivate your thriving coaching practice! In Success Clinic part II, developing your program was the second key element in cultivating your thriving coaching practice. You have spoken with people in your target market, selected a niche, and created products and services to offer to clients. In part III, the third key element, propellant, will assist you in having clients get to know, like and trust you through the message and call to action you offer. nnPropellantnPropellant moves your potential client to take the first step toward you and your program. If you create a naturally propelling sequence, potential clients will move through the sequence seamlessly, from knowing nothing about you or your program to feeling excited about your free offerings, to enrolling in your fee-based opportunities, to telling their friends with similar situations about your fabulous, life-changing program. When you define your target market and niche so well that people who aren’t in that target market say to you, “My friend Rita needs you,” you know you have created powerful propellant. You ignite propellant when you extend a compelling invitation or a clear call to action. Make your business card an invitation to one of your free offerings. Conclude your free offerings with an “If you’d like to take the natural next step . . .” invitation to one of your fee-based solutions. Directly invite people to begin coaching at the end of sample coaching sessions. If they need time to think it over, ask them if setting a follow-up appointment to talk about their decision would be helpful to them. If so, schedule that appointment. If not, ask them what will help them make that decision and by when they want to make it. Invite them to email you at that time. Propellant keeps people moving in your process and program so that they get the most from however they choose to participate. To successfully propel potential clients and clients, you have to set aside your self-consciousness about “asking for the sale.” You nmust keep your focus on them and their needs and off you and yours. nnTo develop your propellantn-Create an invitation or call to action for each of your products and services.nn-Continually refine the invitations and calls to action, based on feedback from those who respond and those who don’t respond to them, making them more and more relevant, clear and compelling.nn-With your coach, work through any self-consciousness about easily and enthusiastically issuing invitations and calls to action. Become comfortable in your “sales consultant” role.nn-Consistently practice focusing completely on the potential client or client and their needs rather than you and yours. As coaches, we have the honor and privilege of offering our clients a sacred, intimate and transformational experience of themselves. To fully serve in this capacity, we must surrender and commit to our own on-going personal and professional growth and transformation. With our willingness to continually strengthen our presence, program and propellant, we strengthen our capacity to serve and increase our fulfillment from that service. Congratulations! You have built a foundation for your business and are a part of the community of Thriving Coaches!nnnCopyright 2007 Ann Strong, All rights reserved.