Coaching Blog

Whether you're a brand new coach or a veteran, one of the most painful experiences is to have too few coaching clients.

If that's you, read on...

What’s the #1 thing stopping you from filling your coaching practice?

I’m a new coach

- SOLUTION: Time; stick with it

I’m shy, unsure

- SOLUTION: Experience creates confidence; so get to work ;-)

I don’t feel like a real coach, yet (credibility to self and others)

- SOLUTION: Start coaching, now and you’ll immediately BE a real coach!

I don’t know who/how to invite

- SOLUTION: You may need training to get started and enough practice that you'll learn everything you need

I’m too busy with something else

- SOLUTION: Commitment; stop kidding yourself! Do you really want this?

I hate to market

- SOLUTION: You need to shift perspective, because all human communication is marketing

I have a fear of rejection

- SOLUTION: Either feel the fear and do it anyway, or work with a coach or psychotherapist to get over your fear once and for all. For many people, doing the feared activity over and over reduces or eliminates the fear.

What's standing between you and a full coaching priactice?

Whatever your reason for not having the coaching business you really want, Coach 100 can help you get it.

Learn about the Coach 100 Program, by reading the free ebook. Coach 100 Pro is included free of charge with membership in the Certified Positive Psychology Coach Program. 100% of coaches who complete the program have clients by the end.

87% of coaches who complete the program have full coaching practices.

Get the free Coach 100 eBook here.

As a professional service provider, there are two things you must learn in order to succeed with coaching.

1. How to coach professionally: This includes polishing your coaching skills until you provide value worth approximately 10 times what your clients pay.

2. How to attract coaching clients: This includes filling your client roster for the first time (usually the toughest) and then keeping it full or even maintaining a waiting list of eager clients.

Obviously, #1, providing 10 times the value, will help you with #2. But did you know that #2, attracting lots of coaching clients, is the key to #1?

The data tell us that these two skills, delivering coaching value and attracting clients, comprise a constantly repeating feedback loop. One builds on the other and visa versa. That’s why some coaches are extraordinarily successful, while others seem to struggle forever.

You’ve got to step into that loop and stay there. Kind of like Double Dutch

If you learned Double Dutch as a kid, you know that just getting into the game is a challenge, especially for the newbie. It takes courage, lots of energy and great timing. And staying in the game requires 10 times as much of all three.

But that’s what makes it so darn fun.

You might not think that science and data are fun or even appropriate for coaching. After all, coaching done well is an art form. But when the data teach you what to do more of and what to do less in order to succeed quickly, you get more of what you want faster. And your clients get more value.

You’re in the loop. That’s more fun.

Unfortunately, most coaches, especially those who are new, do not have access to data that helps them get what they want. You need a large sampling from your own business to get actionable data that can guide you. This requires that you start experimenting early and often.

Think of experimentation as Play + Feedback = Rapid Growth.

I’ve recently collected data on 22 coaches who have participated in Coach 100 in the past year. Coach 100 is a long-term experiment that teaches coaches how to get clients by offering complimentary coaching sessions. This gives them a large enough sample to get actionable data.

Some Coach 100 coaches in my sample were brand-spanking new when they started the program. Others were long-time veterans. Collectively, they offered 464 complimentary sessions, or an average of 21 per coach. The most sessions offered was 106, by one coach, and the least, just 1 session each, by four coaches.

Between them, they got:

• 219 testimonials (gold, especially for the new coach who needs evidence to prove their ability)
• 75 referrals for potential clients (again, gold, especially when you’re building a new business)
• 162 clients (gold, period).

That’s more than seven clients, each, or one client for every three complimentary sessions. That’s the average. Interestingly, the newbie coaches did almost as well as the veterans, especially the ones who coached the most people. That suggests they're learning really fast.

Could you use 7 new coaching clients?

Of course part of the treasure that the coaches receive is in the feedback they get privately from each person they coach via their Coach 100 Feedback Survey.

Their individual feedback data help them:

a. find their niche and specialty, which makes future marketing much easier

b. helps them learn to sign on clients with finesse, which brings all-important income

c. helps them become master coaches and even get certified (remember: 10 times the value).

Last but not least, Coach 100 gets coaches into that all-important feedback loop where they’re playing full out and simultaneously learn to deliver amazing value, while attracting plenty of clients. That’s where extraordinary success happens. Why?

See those master Double Dutch players doing back flips, above?

They’re performing in exhibitions and competitions. Think they practice hundreds of hours for those events? If they want to win, they do. Think they hone their craft with the feedback they get during every competition? Again, if they want to win. Lots of practice, lots of events, lots of feedback (data). That’s how you master Double Dutch. That’s how you win. 

Coaches need similar structures to get them into that feedback loop so they can master coaching sessions and master the science of getting coaching clients. The Coach 100 process does all that and gives a certification, too.

Could you coach 100 people without the program? Theoretically, yes, but I’ve never seen anyone do it. It helps to have a structure that streamlines the process and supports the coach through to the end. Coaches need structure and systems to succeed, just like their clients.

Want to win at master coaching sooner, rather than later?

You may want to join a small group of high performers who are focused on filling their client rosters in about three months. I’ll be your personal mentor coach.

Master the science of attracting coaching clients here.

Double Dutch photo by Pitslamp

 If you're building your coaching business for the first time, or you've recently recommitted to filling your practice, you could get stuck at some point.

It’s natural in the process of any long-term project that sometimes you just get bogged down. 

Inspiration is great for pulling you forward, but it waxes and wanes. And if you’ve got some fears lurking under it, some days the fear will be stronger than the inspiration. That’s normal enough. Fear erodes our confidence and pulls our energy in the opposite direction. The result is, either you push through the fear, which can be unpleasant and may wear you out over time, or you do nothing at all, which produces disappointing results that you then may use as evidence that you can’t move forward.

Either way, your energy and projects tend to grind to a halt!

That’s what you may be experiencing. And what I know as a coach is that risks can be reduced, confidence can be arranged, and delay can really cost you. So let’s look at a number of ways that you can have access to all the safety and confidence you need and be reminded about your inspiration, so you can stop delaying and reach your goals faster. 

Do you know why or how you got stuck?

Examples:

• Fear
• Busy schedule 
• Lost inspiration 
• Discouraged 
• Overwhelmed 
• Not sure you’re doing it ‘right’ 
• Other goals or commitments seem more important, now.
• Not getting clients, yet 
• Lack of Support 

Suggestions:

• Give a great coaching session and get re-inspired all over again
• Get inspired by your coach
• Get coached out of your fear
• Take a coaching class
• Call your coaching buddy
• Get coached around your ‘problem’
• Get a new client - even if they’re for free!
• Chat with other coaches who are being successful 
• Choose to get back into the game, anyway
• Forget about it for a while

Do you have a better idea of what would help you? If not, get coached by a friend or colleague. That's what coaches are for after all, helping people reach their goals. That'll re-inspire you like nothing else!

For more ideas on how to succeed with coaching success, explore Coach 100. That's what it's all about.

Download the free Coach 100 eBook for resources

Yesterday I wrote about the first five secrets to filling your coaching business with ease.

I recommend reading Part 1 first, but in a nutshell the first five secrets are: 1. Develop crystal clear goals, 2. Simplify everything, 3. Make sure all stake holders are on the same page, 4. Get the money handled, and 5. Tell everybody what you're up to. Let's get on with the last five:

6. Nix the Negative Nancies. Some people don't see the value of coaching. Worse, some people may not see the value in you. If you're surrounded by people who say things like, 'Why would anybody pay you for that?', they could stop you from succeeding. Seek out people who believe in you. Spend time with those who 'get' why coaching is such an amazing service (That's one of the hidden values of a good coaching school, by the way.). If the Negative Nancies in your life start to shift just by being around your inspired energy, or by you fully communicating what you're up to, great. But if they can't, you need to shield yourself from that doubtful energy. It's okay to simplify your life by not spending so much time with them.

7. Stay in motion - focused motion. Just because you trust the process, doesn't mean you aren't actively creating what you want. In fact, that's exactly what trusting the process does mean! Develop a plan for attracting your full practice. I've seen the Coach 100 process work for hundreds of coaches. You literally give away 100 coaching sessions to 100 different people and in the process, learn to fill your coaching practice. It works.

8. Coach a lot of people for free. Whether you call it Coach 100 or something else, you need to get a lot of experience as quickly as you can. Coaching lots of different people works much better than coaching one person 100 times. Be adventurous. Offer to coach that person you chatted with at Starbucks. Ask your friends to refer their friends to you. Share your big goal with people and they will want to help you, just like people help all those reality show contestants that you may watch. Everybody loves to get on board with an exciting big goal. Yours included.

9. Learn to notice when somebody wants to work with you. This is such an important skill! New coaches leave money on the table all the time, because they don't notice when someone is interested in working with them. Most clients need to be invited. You need to notice when someone wants to be invited to be your client.

10. Get your own coach. As a coach, you know tips are helpful, but customized conversations are transformative. What's more, a coach with integrity who doesn't have a coach, is likely to feel like a fraud. A good mentor coach will more than pay you back many times by helping you be more successful faster.

If you're a new coach, what are your challenges in building your business? Is the info in any of the tips above helpful?

If you're a veteran coach (or at least have your first client), please share what worked best for you, in the comments section below.

I'm probably biased, but the Coach 100 Business Success program is a great value and it really works. Check out Coach 100 here.

  A major right of passage for any professional coach is getting your very first paid coaching client.

Some coaches feel a little anxious until they get their first client, especially if it doesn't happen quickly. But it doesn't have to be that way. My first client volunteered to work with me. In so doing, he inspired me to attract several new clients in my first year of coaching by following the following simple rules. It can be this easy for you, too. These principles can help you stop chasing and let your clients find you, instead.

Your 1st steps are really about setting the foundation for your coaching success. It's almost impossible to show up as a great coach if doubt, fear and anxiety are causing you to feel a little desperate. Here are several things you can do to make the whole process easy as silk and still maintain your enthusiasm.

1. Develop crystal clear goals. Both short term and long term goals need to be clarified. And you might be interested to know that according to the Wall Street Journal, the single variable that is most likely to predict how profitable a business will be is how big the original goal was. Just be sure you have a plan and can see how you will fulfill your really big goals. In the meantime, have smaller, doable goals, so you know you're on track. My 1st year goal for my coaching business was to break even each month, so that my coaching income at least equaled what I was paying for coach training and for my mentor coach. I achieved it. My 2nd year goal was to pay myself back for everything I had invested upfront in my coaching business, so I could make a genuine profit. I achieved that too. By the beginning of my 3rd year, I had a full coaching practice and what I was earning was virtually all profit. Sane goals like these will keep you on track while you're creating the business of your dreams.

2. Simplify everything, including your life and your business. Relationships, jobs, family, volunteer work, etc. can all derail your business plans, if you're not careful. Beware the 'Super Coach' mentality that says you just have to do it all. Nobody can do it all. Since in the beginning, filling your coaching business takes more energy than merely keeping it full, and since early on is when your coach marketing skills are likely at their weakest, plan on putting in lots of hours and energy into your business at least for the first year or two until it's full, with a waiting list, and you have a reliable marketing engine. That may mean learning to say, 'No', a lot more often. Resign from demanding volunteer positions. Explain to the kids that you may miss a soccer game or two. Delegate at work. If coaching is your calling, you owe it to yourself and the world to clear the decks to get your business set up successfully.

3. Make sure all stake holders are on the same page. Speaking of family, friends, etc. Guilt can make building your coaching business more challenging. But your loved ones can also assist you and make it easier. Rather than feel bad that you're not doing as much for everyone else, use your coaching skills to fully communicate what you're really up to. When you share your inspiration and how much this means to you with them, the people who care most about you will whole-heartedly join your team and they may even help you find clients. This is different than trying to convince someone of the value of coaching, by the way. See #6 in tomorrow's post.

4. Get the money handled. When you know you have enough money coming in already, you can afford to trust the process of attracting clients. Starting a business is not like starting a new job. You won't get a paycheck in two weeks. But your time investment will payoff handsomely, if you go the distance. This is a good time to simplify your financial life, along with everything else. Reduce debts by negotiating for lower interest rates. Stop paying for things you aren't using. If you're not confident you have enough money coming in already, consider getting a part-time job. Some of the most successful coaches I've known took service jobs before they became successful. That way, they could focus on what they wanted to create instead of worrying about the money.

5. Tell everybody what you're up to. This is technically known as marketing, a.k.a. telling people how you can help. In your first year of coaching, even if your coaching skills aren't fully honed, yet, share your excitement and inspiration about coaching with pretty much everybody. Don't be attached to getting them to understand coaching the way you do. They probably won't. Do share your energy. That's naturally attractive and even contagious. My first client volunteered to work with me (and paid me) because I shared my excitement with him about what coaching can do. That's all it took! And he continued coaching with me for 7 years. You don't  need to convince people that you can help them. Convincing never works. See below.

Come back tomorrow for the last five secrets of finding your first coaching clients.

Are the first five secrets helpful to you? Do you have secrets of your own to share with other coaches? Please post them in the comments section.

Download the free Coach 100 eBook for more ideas on how to find your first coaching clients.

One of the many hurdles that a new coach might struggle with is getting up that first website.

Honestly, most coaches make this harder than it has to be. And if you're waiting to fill your business with clients until after the website is up, you're giving yourself an unnecessary delay. Why?

• Unless you're an marketing genius, most of your clients won't find you through your site, anyway. At least not at first.
• In fact, most of your clients don't care if you even have a website.
• There are so many other ways to to be found on the web besides a traditional website (social networking, directories, blogs, portals, etc.) that are probably juicier ways to attract clients, anyway. 

But a site's a good thing to have, so if you're struggling with it, here's a great way to get a site up in less than an hour. Buy a URL (web address) and point it to your 'personal web portal' (Bribe your 13 year old nephew to handle the web address, or pay a webmaster, if you must. GoDaddy and HostGator are 2 sites where you can get the address for a few bucks.)

Where do you get a 'personal web portal'? Here are 3 possibilities: flavors.me, chi.mp, and unhub. Watch the demo below to see how flavors works. Easy enough that even you can do it (Let's face it, your nephew's taste in graphics just won't work for your coaching site, anyway.)

Once your portal is up, add links to your Twitter, Facebook, LinkedIn, MCX, Flickr & YouTube accounts. Then remember to add a link TO your portal from all the social sites and directories that you belong to, so people can find you on the web. You can add your new web address to your business card and Voila! your website problem is solved.

Flavors.me from Jack Zerby on Vimeo.

Get the free Coach 100 eBook for a better way to attract coaching clients.

I've written a lot lately about how to build a successful coaching business without complex marketing systems or pricing structures.

Here are a few high points on how to give successful complimentary coaching sessions:

• Focus on the client, not on yourself. Your nerves and even your desire to do a good job are all about you. Coaching is all about them.
• Focus on expanding the client's possibilities instead of solving the client's problems. Every great coach knows that problem solving is the least of your gifts.
• Focus on the relationship and the potential relationship. Help the client see what's possible with your coaching.
• Give the client an experience. Of themselves, the value of the coaching relationship and the potential outcomes of working with you.
• Notice all the information that your client and your intuition are sending you. This is how you recognize a good client fit.
• If you and the client are a great fit, invite them to work with you.

This is the most insidious reason that some coaches don't have clients.

• If you think the economy is in the way
• If you're not sure you're giving enough value
• If you've tried every program and nothing works
• If you think of investing in your business as an 'expense'
• If you think you should be doing better
• If you're focused on you, instead of your clients
• If your coach is frustrated with you
• If Sales & Marketing feel more like S&M...