How to Give Great Sample Sessions that Grow your Business
By Dianne Legro
Speech and Presentation Coach & President of Speaking Success, Inc.
One of the best ways to build your practice is to offer sample sessions. Most people have never worked with a coach, and a sample session can be a powerful process that introduces them to you and your coaching practice. Here are some tips that will create a meaningful and profitable session for you both.
Choose an Important Topic
When you first set the appointment with the prospective client, tell them upfront to choose an important topic or issue they would like to work on. Let them know that they will get something meaningful from their time with you. This is a real session and they can get some help or new insights during your time together regardless of whether or not they choose to continue coaching with you. If you help them with a problem or challenge they are having, they will fully feel the value of coaching, and they will be more apt and willing to justify hiring you as a coach.
Explore the Future
Ask them what it will look like when they succeed at their goal. What will their life be like in 6 months? One year? 5 years? You want to help them get a clear vision of what these changes will actually bring them. Ask detailed questions. Also ask what will happen if they don’t meet their goals and dreams.
Explore the Meaning
Ask why. What does this goal mean to them? What will succeeding give them? As you ask questions about the meaning of their dreams and goals, pay close attention to the powers that circulate in your client’s emotional realm. Note the thoughts that have more energy than the others. .
Connect to Emotions
Connect this conversation to their emotions and dreams. You are building on the client’s strong wishes and desires that are the future fuel to overcome obstacles in their path.
Clarify their Possibilities
Use your intuition and coach the client to explore the qualities they want to grow into and who they wish to be. Refer to their own words and strongest influences and images as you help them become aware of how they are expressing their thoughts and feelings. Coach them into feeling the embodiment of these qualities, AND ENSURE THEM IT IS POSSIBLE FOR THEM TO HAVE THEM ON A REGULAR BASIS.
Move the Client to the Present
Help your client to discuss the next step towards their dream. Help them identify one tangible thing can they do right now that will effect forward positive change. Can they set up some accountability towards this goal?
Find the Right Fit
By this time you have brought the prospective client from their past to their present and future and you both should have a sense of whether you are right for each other. If you would like to continue working with this client, tell them that you are happy to support them in their powerful vision and goals, and that from your point of view you would love to be their coach. Tell them you will be with them every step of the way to support as the client achieves their dreams. They will either accept, decline or “think about it.” Make sure you support them with their decision. Let go of the “sale.”
If they feel your service is too expensive, you can agree. The most powerful way to help them break through this perception is to remind them of their pain. What is the physical, mental, emotional, and spiritual cost to them now, to NOT have their goals met? Is it worth the price to their happiness they’re currently paying, or would receiving coaching be worth breaking through their stumbling blocks? Underline that they should think it over in order for them to make the right decision. If stronger sales techniques are your choice, be mindful that you don’t manipulate. A simple, “Do you want to begin with me next week?” will get you a lot of information. You can ask, “So what would you like to do?” one or two more times, and remain in a listening mode as they speak. Let them work it out. Often they will sell themselves on you here, if you stay out of it.
Ask for Referrals
Don’t forget to ask for a referral. One thing you can do is give away two coupons for free sessions for them to give to friends who might benefit from a sample session with you. Always explain that you are happy to be building your practice this way. This process ensures that you know you are the right coach for people, helps you build the kind of practice you most desire, and ultimately helps the client to achieve their most important dreams.
Have a goal of 2-3 samples sessions per month and watch your practice grow!
NEED COACHING NOW? Schedule a FREE 15 minute consultation with Dianne: Contact Dianne
This article is available for publication by permission. Contact Dianne at firstname.lastname@example.org for more information.
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