Focus on the Client Perspective
Filed under: closing strategy, individual coaching
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Loading ...It’s very common when a coach approaches closing to think about what to say and what not say and what to do…and the list goes on and on. Really! Closing is typically challenging so most coaches get into a fear-laden, confused performance anxiety frenzy. What a perfect opportunity to focus on the client perspective instead.
A client comes to you for coaching because she believes you offer a service that will help her solve a problem. The client doesn’t always have clarity about the problem but she truly believes in your ability to solve the problem. Furthermore, it is your role as her coach to help her gain clarity and guide her to choices that help her move forward.
Sound easy? It is when you approach closing with these three points in mind:
Your coaching client wants to know believe in her as a person.
You represent a huge source of support in her life, work and business. She wants you to believe in her ability to succeed. Your client wants you as her number one cheerleader. You can serve her fully in the closing process by remembering that your coaching represents definitive support for, and confidence in, in her goals.
Your coaching client wants to know you listen and understand her situation.
Your job as a coach is to invest time and attention by listening to what’s said and unsaid. Focus on understanding so you can guide your client’s vision, goals and actions. Focus on steps to move her beyond the fear that surfaces when it’s time to commit to your coaching relationship. After all, you’re the coach and that’s what it’s all about — for you and for your client.
Your coaching client wants to know you care about what happens.
You demonstrate you care about your client by staying committed to the results she says she wants to achieve. Get clear about outcomes at the very beginning so you both know what successful coaching means for your client. Then, stick to helping her embrace success beyond your coaching session. Stay the course and you’ll show how much you really care.
Focus in these key areas and your client will want to work with you for a lifetime. In Part 3, I’ll share the basis for all buying decisions and why you want to understand it.
Post a comment to let me know how you focus on your client’s perspective.
Tags: closing skills, individual coaching skills
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Comments
4 Comments on Focus on the Client Perspective
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rosie on
Fri, 3rd Apr 2009 4:52 pm
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Eileen Williams on
Sat, 4th Apr 2009 12:47 pm
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Heidi Caswell on
Sun, 5th Apr 2009 4:05 am
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Peter Rubel on
Mon, 6th Apr 2009 11:32 pm
These are powerful reminders. In their simplicity, they are often overlooked. Thanks for your empowering instruction.
rosies last blog post..Negotiation Expert-Mike Schatzki Is Bustin Loose
This is a fabulous post for anyone considering becoming a coach or counselor. You’ve laid everything out so clearly and succinctly and it’s right on. I’ve been a counselor for years and wish I would have know your simple and straightforward 3 area focus years ago. Bravo!
Eileen Williamss last blog post..Women Over Fifty—Are You Living With a Vengeance?
I could never have a coach who didn’t believe in me. And if someone did not take the time to truly listen, then how will I know they are giving me good advice.
Great points.
Thanks Wendy! Sounds as easy and hard as “love thy neighbor as thyself.” What strikes me at present is a common client question, stated or not, “But can I succeed here too?”
Peter Rubels last blog post..List Building on Twitter, Party Style
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