Discover Your Coaching Niche

Ever had an initial coaching session - or a discussion – with a hot prospect, yet they did not buy your coaching services from you?  “Why?” you ask yourself on the way home – “Why did they not buy?”

Well, there are many reasons prospects give, but they all boil down to a small number of situations.  Want to know what those are, and how to deal with them?

In order for a client to say yes to your coaching service, a number of things must be true.
The client must:

1. Be aware that your coaching service exists.
2. Be aware of the benefits of your coaching service.
3. Consider the benefits to be greater than their cost.
4. Be motivated to buy now.

Let’s examine these situations one by one.

1. Prospect aware that your coaching service exists

Some coaches get frustrated at prospects seemingly still not knowing exactly what coaches do.  Although it’s useful for prospects to be aware of what coaching in general is, it’s more relevant for them to be aware of YOUR coaching service. 

This means that your chosen communication medium must be capable of reaching your prospects, and that the message must be understandable to them.

Then your message has to be received and understood by your prospect. Ask yourself if you are consistently getting your message out to your target market.

2. Prospect aware of the benefits of your coaching service

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 prospects are unclear about the offering, no sale will result.

But to become a client, your prospect must understand exactly what benefits they will see.  Remember WIIFM – what’s in it for the client?  What will they get, specifically, from your coaching services?

This article will continue with points 3 & 4 in the next post.

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