Discover Your Coaching Niche

In the last posting we discovered that “motivation” is not a thing, so we can’t just give it to people.  We found we need to know who we are motivating, and to do what.

In our case as coaches, I suggested it should be to motivate our prospects to buy our coaching services from us. 

But “How do you know?”

How do you know?

And so onto the next NLP question: How do you know?  How do you know that your audience – hopefully your target market (or at least individual members of it) are being motivated to buy your coaching services?

This comes down to knowing your audience.  They will buy from you if you demonstrate a compelling reason to do so.  You’ll have a compelling reason if your offer is of more value to them than what you are charging.  And it will be of value if you can demonstrate you understand what they want.

So you need to supply what they want.  “But how?”  I hear you wail – “How do I know what they want?”   The answer is both simple and profound. 

Ask ‘em! 

Yes, just ask ‘em. 

Deliver what they want

Then deliver exactly what they ask for.  If you do that, and supply what is going to attract them – such as how to solve a common problem they face – your target market will flock to hear you.

“But that’s not motivational speaking”, I hear you say.  “What about style, flash presentation, loud music, punching the air?  Isn’t that what motivational speaking is all about?”

I could be cheeky and ask whether you would prefer to pump people up, or motivate them to buy your services.

But there’s a more fundamental distinction to draw.

And that is that Form follows Function – and we’ll discuss it in the next posting.

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