Focus on the Client Perspective
Filed under: closing strategy, individual coaching
(1 votes, average: 4.00 out of 5)
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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Get Intentional About Closing
Filed under: Blog, closing strategy
(2 votes, average: 4.50 out of 5) Loading ...
Whether you’re a coach interested in getting individual clients or more participants for your group programs, you MUST have an intentional closing strategy. In doing so, you’re ready for the objections that may arise and more importantly, you know when to ask for the business. Important, right?! How do you get intentional about closing? Here are two perspectives to ease you into the closing process: Get an intentional mindset. Know what you believe is possible from the connection with your potential client(s). Your beliefs affect every aspect of your closing. Be sure you truly believe closing the sale is possible. Yes, I used the dreaded “s” word. If you’re in business, you’re a salesperson. EVERYTHING you do and say contributes to how you connect and ultimately, close the sale. That doesn’t mean that you’re ready to pounce. It means you have a strong belief and confidence that when your client is ready to move beyond the sample session, you’re prepared to ask for his/her business. Get intentional about the client benefits. Ask the client to share the benefits of the time you’ve spent together. Listen quietly and pay close attention so you hear with great clarity. Recognize opportunities to continue building on the relationship you’ve started. Listening is a skill that’s totally underrated for coaches. Listen, hear, absorb so you know exactly how to speak the language that supports your client. Your language determines whether your support as the coach continues. Belief and benefits! These are two simple strategies to help you get intentional about closing. In Part 2, I’ll share ways to focus on the client perspective. Let me know what you think about this post by leaving a comment.
