BBC 010 : How to Sell Business Coaching in 5 Simple Steps - No Hard Sell

It has finally arrived! In session seven and eight of the Better Business Coach Podcast I unveiled the Business Needs Analysis, or what I’m sure you now see as the document that unfreezes your prospects to the fact they MUST address their problems NOW! So what do you do next? Do you just say, "Okay, pull out your check book?" Surprisingly, if you utilize the Business Needs Analysis well and you have mastered the power of active listening (covered in session 9), that might actually work. However, this session is dedicated to showing you how to transition smoothly and seamlessly into a paid coaching client, without feeling like a salesperson. In fact, I point out that behaving like a salesperson at this point will be detrimental. Episode outline: The 5 key steps to turn a Business Needs Analysis into a sale: * Summarizing your findings for the business owner: On completion of the Business Needs Analysis with the client, if you listened to them well, you should by now know exactly what they need help with. The next step is as simple as telling them, while also mentioning that you will work with them for three or five hours to address it and then move to a more formal coaching arrangement. Below are three such examples: * “From this analysis I can see that you are not sure where to take the business. My normal practice is to set up a 3 hour intake session where I take you on a journey to develop your great vision and strategy for the business.  After that, we will look at setting up regular coaching sessions so that you can achieve your vision.” * “From this analysis I can see that you are having difficulty growing your business. My normal practice is to set up a 5 hour intake session where I take you on a journey to develop a great vision and strategy for the business.  After that, we will look at setting up regular coaching sessions to help you create great systems that will empower your staff.” * “From this analysis I can see that you are not as profitable as you would like to be. My normal practice is to set up a 5 hour intake session where I take you on a journey to work out where the business is going, and then look at strategies so that you can be more profitable.  After that, we will look at setting up regular coaching sessions so that you can create a successful and profitable business.” Ensure that whatever you say is tailored to their specific need and that you don’t just copy one of the above. The reason why this simple paragraph works so well is it tells them they need help and offers a simple way of trialing the solution you are putting in front of them. * Broaching price: Don’t fall into the trap of mentioning price until this point. I know it is hard to hold back, especially if the client asks. However, if you mention price before this point the client will not be considering the benefits of what you can offer, only that the price is high. * Testing interest: Asking for a sale is like walking up to someone and asking them out on a date. Luckily, it doesn’t need to be that uncomfortable. Start by asking a safe question like, "Would you prefer a morning or afternoon session?" * Transitioning to paperwork: Don’t make the mistake of asking the client if ...

Om Podcasten

Finally put an end to flying blind, struggling to plan coaching sessions and thinking of buying expensive and restrictive franchises. The Better Business Coach Podcast removes all the guesswork and turns your coaching business into a well-oiled profit machine. It’s your one-stop resource for critical sales training, proven education, and actionable worksheets– straight from the Rapid Growth Guy, Matthew Pollard. Matthew has done all the work for you. No longer will you need to rush to create innovative worksheets, exercises, and tools to help your clients. Nor will you need to fear taking on a client because you’re just not sure how you can help. And you can finally stop worrying that the time will come when they just don’t need you anymore. The Better Business Coach® Podcast gives you everything you need to land high paying clients and keep them coming back for more. Learn the four fundamental pillars your coaching must focus on – vision, strategy, systems, and people – and how to integrate them for skyrocketing client success. This is your opportunity to discover Matthew’s signature coaching ideology, traditionally only available for tens of thousands of dollars. It’s the same ideology he’s used to transform over 3500 struggling businesses into profitable success stories, earning him an international reputation and recognition in Forbes, Fortune, and Entrepreneur. Expand your knowledge, gain confidence, and lock in your clients long-term with the Better Business Coach Podcast – ten years of Matthew’s experience distilled into 25 episodes designed to bring you unparalleled success.