Discover Your Coaching Niche

Some coaches get frustrated at prospects seemingly still not knowing exactly what coaches do.  It’s true that the awareness of clients about coaching has increased substantially in the last decade.  But coaches still raise this issue.

Coaches tell us they often find it difficult to explain the value and benefits of coaching sufficiently to cause a prospect to convert to a client.  And when prospcts are unclear about the offering, no sale will result.

Sometimes the prospect may raise a cost objection, resulting in them declining the offered coaching service.  From our experience, if a prospect voices a cost objection, a number of things may be true.

• Inappropriate benefits are being offered to your prospect.
• The key benefits of your coaching services are not valued by your target market.
• There is an unclear value proposition for the prospect.
• The prospect cannot see the value of your service is greater than the cost to them.
• They perceive your coaching services as just too expensive for them.
  You have not been successful in explaining the benefits in your prospect’s language.
• They are confused about how your coaching offering works.

So what can you do?

1. Enter into a dialog with your current and potential clients and ask them what they most value from you.  Ensure that during these conversations you establish what their biggest problems are.

2. When you know what’s important to your market, make sure that your coaching services are oriented to resolving those problems.  There should be a clear link between what your market wants and the services you provide.

3. Communicate this in your potential clients’ language, covering the resolution of their specific problems.

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