I don’t believe in “Magic”.
I do believe in the artful application of skills and knowledge to create results that may seem unbelievable.
It does generally work well though to get people’s attention, especially if a headline implies that it can effortlessly solve a sticky problem. Is that why you’re here?
If it is, sorry, it’s not going to be effortless. But it does really work well. Not quite magically, but in my experience it’s a question that most coaches I work with either hadn’t considered, or find difficult to engage with.
Here’s the question: Who do you think I should talk to next?
Here’s the context: Since virtually all paying coaching clients result from conversations, the most important question you, as a coach, need to ask when seeking new clients is: “Where is my next conversation coming from?”
Of course, ideally these are conversations with qualified leads, but if you ever run out of people to talk to who fit your niche (if you have one), I’d recommend you talk to literally anyone.
Yes, ideally these are people with a great network who also know and trust you; but really, everybody knows people, and you never know where a conversation might go – especially if you actively probe for it by asking something like “Hey, now that you know what I do and love, who do you think I should talk to next?”, and “do you think you could introduce me?” A warm introduction goes a long way.
A few tips :
- Be genuinely interested: People can sense when you’re just trying to sell something. Ask thoughtful questions about their lives, goals, and challenges.
- Focus on providing value: Don’t just talk about yourself and your services. Offer insights, advice, or resources that can be helpful to the other person, even if they don’t become a client.
- Be a good listener: Pay attention to what the other person is saying, both verbally and nonverbally. This will help you understand their needs and tailor your conversation accordingly.
- Follow up: After a conversation, send a thank-you note or email, and stay in touch. You never know when the opportunity to connect them with your services might arise.
- Be patient: Building relationships takes time. Don’t expect to convert every conversation into a paying client.
And lastly remember, only a few conversations will lead to someone paying clients. The key is to have more of them.
Love,
Yannick
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