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Now you have a list with lots of clients interested in your coaching niche and you are ready to place the calls. How can you make sure you will be effective?
To help you having productive calls, we’ve gathered some practical tips from other coaches based on their experience.
Tip 1: Define your objective for every call. Ask yourself before calling every client: "What do I want to achieve from this call? How can I be effective in making this client understand the benefits of my coaching services and enrol as my client?”
Tip 2: Be prepared. Prepare questions for your call using your call objective. Make a list with possible questions the clients might ask and have them handy. Read the questions and answers few times before the calls. It will give you more confidence when the questions arise.
Tip 3: Have smart, attractive opening lines. You have about 10 seconds to pick your listener’s interests regarding your services. Check our separate article for Opening statements for more details.
Tip 4: During the call – ask effective questions. You know this client is interested in your coaching niche services but you want to make sure that you are a good fit for each other. So, don’t be shy in asking questions that will qualify him as your client.
Tip 5: Get feedback. During your discussion ask feedback questions like "How do you feel about this?", “Would this work for you?”, etc. You have to engage your customer so he can relate to your services.
Tip 6: Ask one question at a time. Give your listener time to understand and respond to your questions. We know you are very excited to share with your customer all the wonderful services you offer but it is very important to let him process the information.
Tip 7: Be confident. Prepare yourself before each call and be confident whenever you answer to questions. The client is already interested in your services and you know your services very well. You are a great coach!
Tip 8: Stay focused until the end. As the call is reaching the end point you want to make sure that your listener understood the value of your services and is committed to move forward.
You can ask questions like “When can we start working together?”Although this might seem a bold question it will make the listener realize what he wants. He might decide to sign up with you, refuse the services at this time or request more information. Whichever answer he will give, you must be prepared and stay focused.
If you both decide that you need to send him more information by email or fax make sure that the interlocutor is really interested in your information. If the listener is interested he will commit to review your material and prepare question for the next time you call.
Establish a clear date when you can follow up with him and what actions you expect from him.
Tip 9: Thank your listener for his time and finish the call.
To many successful calls!
Anda Tudor February 19th, 2012
In today’s world, coaching is becoming more and more important; people are looking to improve themselves and the life they are living. Therefore you, as a person with high dreams, willing to help people to grow bigger and be a part of the positive change in the world go and take coaching classes thinking that at the end of these the clients will come running to you. Are you one of them?
You tried to obtain clients by talking to friends, giving free sessions to anyone listens to you, etc. But you want more, you know that you have a lot to offer and you want to use your talent. But what to do?
Telemarketing is a successful method for selling different services like cable TV, charity, insurance, etc. Maybe you wouldn’t think that this is right for coaching as you want the client to be willing to be coached and interested in coaching already. I would like you to think again.
Telemarketing is an integral part of any business. It is not about ringing as many people as possible; it's about ringing the right people. By speaking to the decision makers from a carefully selected leads generator list of potential clients/customers etc, you can help maximise your coaching business potential.
There are many advantages for doing telemarketing for your coaching business:
- You’ll expand rapidly your clients’ network. Telesales is unrivalled in its effectiveness to make connections. How else could you speak to hundreds of potential clients in so short a time period?
- No geographic boundaries. With telemarketing you have the opportunity to reach anyone, anywhere in the world.
- Find new opportunities that you couldn’t find elsewhere. If you listen carefully to people on the phone, you can discover opportunities that you never knew existed. A client that you called might know somebody that is going through a change and needs guidance and support.
- You’ll develop more as a coach as you will expand your knowledge about asking questions and relating to different types of customers
If you want to bring your coaching business to different dimensions, consider telemarketing as an important tool for this.
Anda Tudor February 17th, 2012
Most people have goals that they would like to achieve in their lives, but all too often life itself gets in the way by presenting unexpected challenges and demands which make it hard for them to move forwards and realize their full potential. In other cases, it isn’t so much life’s events which hold them back, but rather the perceptions of themselves that they have built up over the years. Their lack of self-esteem and self-confidence act as barriers, leaving them convinced that even trying to reach for their dreams is a waste of time and effort. Many of these individuals, however, can be helped by a life coach to find the courage and the motivation required to turn their dreams into reality, and if this is a career that you have ever considered, then read on to find out which important qualities go into the making of a great life coach.
- Life experience – Leading others through the challenges of life to achieve success requires that you too have walked in your clients’ shoes. Good life coaches have a wealth of life experience and have actively come through difficult times themselves and found happiness and success at the other end.
- Positive attitude – Having a positive outlook on life and a “can do” attitude is absolutely essential for a good life coach if he or she is to be able to help and encourage others deal with difficult situations.
- Authenticity – Good life coaches are people who “walk the talk,” who are genuinely in control of their lives and who can demonstrate through their own reputations and levels of success that life coaching is more than just theory, but that it actually works.
- Dedication – Those who seek the help of a life coach need to feel that they can trust the individual they are working with, and this requires the utmost in dedication from the coach him or herself. A good life coach demonstrates through his or her interactions with a client that he or she has the commitment to be there as a constant guide and champion.
- Honesty – Honesty is absolutely imperative in dealing with life coaching clients, even if the truth might be difficult to hear. Pussy-footing around issues ultimately doesn’t help individuals to make positive strides forward, so a good life coach needs to exhibit honesty while at the same time dealing sensitively with difficult truths.
- Respect for others – An effective life coach must feel and demonstrate respect for him or herself, as well as for his or her clients, no matter the problems that the individual is experiencing or the individual’s race, color or background.
- Empathy – Good life coaches don’t just help to steer their clients towards their chosen aims and objectives in life, but they also act as champions and supporters. To do this, they need to be able to empathize with the problems and feelings of others.
- The ability to listen – Life coaches and their clients work hand-in-hand to design and execute tailor-made solutions to tricky problems and situations. First class listening skills are essential so that life coaches can quickly get to the root of clients’ issues and so that they can help them to develop solutions which are appropriate to their circumstances and their personalities.
Anda Tudor, Life Coach October 3, 2011
The world and the lives of everyone in it are constantly in a state of flux and literally nothing is impervious to change. With so much change going on around us on a daily basis, it might be easy to think that we humans would have become more accepting of it over time, but in fact the fear of change is something which huge numbers of people struggle with constantly throughout the course of their lives. In many cases, that fear is so great that it effectively paralyzes individuals, leaving them unable to strive to be the best that they can or to achieve everything that they are capable of. Instead of living their lives to the full and embracing new opportunities, they feel compelled to stick with what is familiar and what they perceive to be safe.
The idea that there is safety in trying to avoid or resist change is of course a myth, because not only is it bound to happen anyway, but the very act of putting up resistance or failing to accept it simply leaves people feeling unprepared and out of control. In burying their heads in the sand and failing to face up to the reality of situations, their fears escalate and the situations themselves are often allowed to worsen. Not only this though, but when life presents them with wonderful new opportunities that they feel unable to grasp, they are left feeling filled with regret at their unfulfilled potential.
We only have to think about some of life’s most stressful events such as marriage, divorce, moving house, changing jobs and bereavement to realize that the reason they typically feel so traumatic is because, alongside raising other sometimes disturbing feelings, they all involve change and adjustment. Out of these changes, however, good things and great happiness and success often come and people are allowed to learn and develop. In order for these things to happen, however, requires that change is managed in a positive and constructive way, and this is where various types of online coaching can help people to move forwards.
Online coaching comes in many different forms, including life coaching, health coaching and various types of business coaching, including executive, leadership and sales coaching. Carried out in a secure online environment using e-mail or voice and video technologies such as Skype, online coaching provides an effective and convenient way for those who typically struggle with accepting and welcoming change into their lives to manage it successfully and in such a way that they are able to meet their life’s goals and objectives. Whether your business or personal relationships, your career, your home or financial situation or your health are being affected by change, online coaching provides you with the help of an expert in that particular area of life to guide you through. With the aid of a road map which fully allows you to take control of your own life, and the support and encouragement of an online coach, you too can move past the fear to embrace a brighter future.
Anda Tudor, Life Coach September 16, 2011
Despite the tremendous importance of money and finance in all aspects of our lives, very few people benefit from any kind of formal guidance in how to deal with either. For most of us, it is simply a case of learning our lessons by watching how those around us deal with financial matters and then muddling through accordingly. Although help is available through formal training for anyone who wishes to improve their sense of financial awareness in the home or business setting, such courses are typically only able to provide generic information which students then have to interpret to fit their own sets of circumstances. With the help of online coaching, however, anyone can receive personalized guidance which is tailor-made to address their own unique situations and needs and geared towards helping them meet their own specific financial aims or those of the companies that they work for.
Especially in today’s tough economic times, it is imperative that managers, executives, leaders and business owners possess high levels of financial astuteness if their companies are going to thrive rather than merely survive and if they are to avoid the unfortunate scenario where employees have to be laid off or they themselves risk losing their jobs or watching their businesses go under. With greater financial awareness and a better understanding of how specific decisions will ultimately impact on the business, companies can better secure their financial futures and the jobs of those that they employ.
The business world, of course, isn’t the only place where a lack of financial awareness can potentially lead to disaster, or at the very least financial difficulties or the failure to make maximum use of the resources available. In the home too, the ability to understand finance and to be able to budget is vital if families are going to be able to deal with their financial commitments and to prepare for future events such as their children’s educations and weddings or to realize their own personal ambitions such as setting up a small home business. With so much uncertainty in the job market, making sure that they have sufficient put by to protect them should the specter of unemployment make its presence felt or just having enough put by to deal with the unexpected can mean that families can live contentedly and without endless stress and worry.
When you work alongside a coach in the online coaching environment, one of the enormous benefits that you receive is that the help and guidance is related specifically to your own unique situation. Online coaching which is provided to private individuals, for example, takes into account their own incomings and outgoings and what they themselves hope to achieve at the end of the day. Online coaching in relation to businesses, on the other hand, helps managers, executives, leaders and business owners to manage the resources for which they are responsible in such a way as to achieve the best possible results. In some cases, financial awareness coaching is provided as a standalone, whereas in others it forms just one element of a wider executive, leadership or sales coaching program.
Anda Tudor, Life Coach September 14, 2011
Human nature is such that most people have a huge tendency to either underestimate or undervalue their natural skills and talents, as well as their learned abilities. In the course of our careers and our personal relationships, not to mention in the course of our lives in general, however, every single one of us builds daily on our own unique knowledge and experience, and not only is this immensely useful to ourselves as individuals, but also to other people. Although we might assume that what we have learnt is common knowledge and thus of little value to others, in fact nothing could be further from the truth.
The person who has worked his or her way up through the ranks to become a top leader or executive is somebody who has a unique perspective on the challenges to be met along every step of the way. In the course of his or her rise to success, this individual will have used a good deal of trial and error to get the right results, and this is experience which could be used to save others endless hours of wasted time and effort. They will have identified shortcuts too, which again could be employed by others to similar good effect. Just as importantly though, someone who has been through the experience themselves will understand the feelings and emotions involved in the process, as well as all of the practical concerns and issues, making them an ideal candidate for helping others through executive or leadership coaching.
In a completely different area of life, meanwhile, a person who has struggled with but overcome health-related issues such as those related to diet or exercise will also have learned many extremely valuable lessons along the way. From the vast amounts of often conflicting information and advice which is available, they will have been through the process of sorting out what works from what doesn’t and come up with usable strategies which could equally well be employed by others. Once again, with the relevant training and qualification to act as an online coach, such a person could be in a position to offer invaluable support and guidance through health coaching services, while at the same time developing their own coaching business as a self-employed individual. Those with backgrounds in the healthcare industry too can easily use their knowledge and skills in the health coaching arena.
Life coaching, which typically focuses on helping others to achieve their full potential across a whole variety of aspects of life, is a form of online coaching which many people find highly appealing, not least because the very process of coaching others contributes to their own personal development. While many countries currently do not regulate the provision of life coaching services, anyone who is considering becoming a life coach is strongly advised to acquire relevant training and qualifications to secure their professional credibility and reputation.
Remember, your experience could be extremely valuable to others and it could form the basis of a profitable online coaching business.
Anda Tudor, Life Coach August 18, 2011
Although some people just seem to be born procrastinators, every single one of us is guilty at one time or another of putting things off until a later date. Sadly though, it’s not just the unpleasant concerns that we keep moving down our to-do lists, but even the things which could genuinely bring us joy and happiness. How many times, for example, have you heard people talk about how they will write that book, start that business or get serious with that diet “one day”, only for that day never to arrive?
In his best-selling book entitled The Road Less Travelled, psychiatrist M Scott Peck devotes one of his chapters to the subject of delaying gratification, which he describes as “a process of scheduling the pain and pleasure of life in such a way as to enhance the pleasure by meeting and experiencing the pain first and getting it over with.” He then goes on to explain that although most people learn this process by the time they reach adolescence, for reasons unknown, some individuals barely develop the ability to delay gratification by the age of 15 or 16. Despite the fact that these people may be of higher-than-average intelligence, their procrastination causes them to perform at less than optimal levels, not just during their school years, but in many cases throughout their entire lives.
Although in certain situations it can be quite easy to see why procrastination occurs, in others the reasons aren’t nearly so obvious. Putting off opening a credit card statement or opening it but then delaying in calling the credit card company when you realize that you can’t afford to make the payment, for example, typically happens because of fear. Even putting off the more difficult jobs at work and dealing with the easier ones first can come out of the fear of getting it wrong or not doing well enough. In all of these examples though, the very act of delaying only stores up even greater problems for the future.
Even in the case of those activities which could potentially bring us joy and success, such as starting a business or writing a book, fear can often be an important factor which contributes to procrastination. Surprisingly though, it is not just failure that people commonly fear, but success too. In some cases, there is the feeling deep within the individual that he or she doesn’t deserve to succeed, whereas in others the fear has more to do with the consequences of success and how it might affect their lives and their relationships. In failing to rise to the challenge, however, those who put off their dreams, sometimes indefinitely, deprive themselves of the opportunity to meet their full potential in life.
The development of skills and strategies to overcome procrastination is something that many of those who choose online coaching are keen to address. Whether the problem manifests itself in a career sense, a health sense or across all areas of life, executive coaching, business coaching and leadership coaching, health coaching and life coaching respectively can help to equip those who are apt to procrastinate with the tools to move forward confidently and with determination. With online coaching being such a convenient option, there isn’t even any need to procrastinate in signing up!
Anda Tudor, Life Coach August 17, 2011
For many people, setting up their own business is a lifelong dream which is never realized. For those who do make the giant leap from being an employee into self-employment, however, not only is the experience an extremely exciting one, but also one of the most daunting. It is for this reason that many new entrepreneurs seek support and guidance via business coaching.
Even before a new business gets off the ground, there are a million and one different things to do and to consider, from setting up the business entity to arranging finance, identifying target markets, writing business and marketing plans and a whole lot more. Both at this stage and once business activities are underway, entrepreneurs are called upon to use the widest range of skills imaginable, some of which may never even have been tested while they were in paid employment and which may not represent areas in which the individual is particularly strong or gifted. Even knowing which of these to tackle personally and which to farm out to someone more experienced can be an enormous challenge for many new business owners, and this is one of the many important areas where the more seasoned entrepreneurs who provide business coaching services can offer invaluable advice, guidance and support.
Of course, it’s not just the sheer range of activities and responsibilities which can present concerns and issues for new entrepreneurs. Switching from paid employment in an organization where other people ultimately carried the can to being in a situation where the buck stops with you can not only feel foreign and stressful, but extremely lonely. In addition, knowing that your business lives or dies according to the time and effort that you put into it can mean that every semblance of a work/life balance is lost, even to the extent where health and personal relationships begin to suffer or fall apart completely.
Setting up and running a business involves embarking on an extremely steep learning curve which encompasses a multitude of different factors. Sadly, the harsh reality is that many new entrepreneurs don’t survive the ride, and even if their businesses manage to keep going throughout the first year, the majority is destined to fail before they hit their 10-year anniversaries. In fact, estimates put the failure rate at 25% before the end of Year 1, and 50% by the close of Year 5, with 70% of new ventures having crashed and burned after 10 years. Although these figures might seem exceptionally high, especially bearing in mind the wealth of information which is available to new business owners today, both information overload and the generic nature of the advice which is provided in books, training courses and so on can often add to confusion and cause entrepreneurs to make fatal business errors.
For those who choose to take up business coaching, one of the key benefits is the ability to receive advice, guidance and support which is directly relevant to their own business ventures and their own unique sets of circumstances. In addition, however, because the coaches themselves have set up and run successful businesses of their own, new entrepreneurs who avail themselves of business coaching services effectively have the opportunity to learn by somebody else’s mistakes and experience rather than through their own trial and error, which can shorten the learning curve tremendously.
Whether you are about to kick off your own new business or are looking to fine-tune your entrepreneurial skills in an established venture, business coaching could be your key to reaching your objectives more quickly and painlessly.
Julia Ann August 16, 2011
We all are facing at a certain moment a change in our environment. Can be a happy situation, from getting married, promoted, moving to your first house, or difficult, like losing someone close, breaking up with your partner, changing the city due to your work duties and losing the contact with all your friends, all these can be very challenging and cause you trouble if you don’t manage the change.
I recently moved to a new apartment and I was excited for this, the apartment is bigger, brighter, close to a park, just like I wanted and still after the move I was stressed. There were many things to handle, to organize and it looked like the transition phase will take longer than expected. Where is this going to be over? When can I enjoy my apartment as I was imagining?
My old routine with going to the gym and doing other activities was all of the sudden changed. The main focus became the apartment entirely as I wanted to finish it as soon as possible but still I wasn’t happy. I realized that I had to change something. I analyzed the situation and these are the steps I took:
1. Establish realistically when the current transition can end.
Tip: In my case, one week was enough. For other cases, can be month. See what works for you and your situation and note this timeline. If in time you need to adjust the timeline as you see that the transition may end sooner, do so. In case of a happy event you want to keep the happy situation as long as possible. It is normal and very understandable to feel this way; the ending of the transition period in this case means only the smooth, complete inclusion of this happy event into your life.
2. Continue with my routine. How much time do you need for your routine activities like, going to the gym, playing sports, watching movies, etc?
Tip: Restarting your routine activities will bring you back your stability. Clarify how much time an activity can take and how many times per week you want to do them.
3. Make a plan for the week. Incorporate the things you “need” to do, like in my case to work on the apartment, and also the things/activities you want to do, like have fun, meeting your friends, attending specific events, etc.
Tip: Once you start making the plan for the week you will see that it is easy to expand it to the whole month. This will give you clarity and confidence that you are in control of the situation and joy knowing that you are things/activities that you like coming up.
4. What else can I do to keep myself happy and positive?
Tip: Discover what activities are important for your happiness. Is it going to a park, going out for a movie or meeting with your friends? Would you like to meet new people? Put everything on a piece of paper and take action. Establish how can you do all these, when is the best time to do it and put them on your weekly plan from point 3.
5. Check at the end of the week the progress made. See what you would like to improve. Congratulate yourself for the progress!
To Your Happiness!
Anda Tudor, Life Coach July 12, 2011
Starting your own business can be an overwhelming process. There are many things to consider before doing that, to make sure you are on the good path and that your business is going to be successful. You want to invest money and time in something that will bring you financial success and personal satisfaction, right?
For this reason, is better to ask yourself a set of questions, to do a “survey” before starting, in order to see if you are ready for the new adventure. Make sure you are answering realistic to the questions, so you can objectively decide if having your own business if suitable for you.
To make your life easier, I built the questionnaire for you.
1. What service/product you want to provide? What are the vision and purpose of your business?
Tip: Be specific in defining the service/product you want to sell to your customers. Focus on the things you are best at. Create a vision for your business, how is going to serve you and your customers? How is your business going to look like in 5 years?
2. Who is your client?
Tip: Determine who your target client is. To whom do you want to sell your services/product? Describe on paper what the characteristics are for your typical client: age, income, why are they interested in your services/products, what need are they going to satisfy using your products.
3. What makes you unique?
Tip: There might be out there other businesses similar with yours and maybe you would like to take as much as possible from other business models. At the same time you have to think that you have to be different, unique. People will always search for better deals and they will compare similar products/services. If you are not offering them something they didn’t see somewhere else, unique, they will buy from somebody else.
4. How much money do you need to start, to operate each week? Are you able to sustain yourself until the clients are going to use constantly your service/product?
Tip: Get familiar with the financial part of a business. Analyze how much money you need to start the business, to operate weekly until the first client arrives, and what do you need to maintain the cash flow at a level that permits your business to grow.
5. Do you want to work by yourself or do you need to have employees?
Tip: Consider all the operational aspects of your business. Are you going to have enough time to do all the paper works by yourself? See if it is something that you can outsource to other company or person, like accounting, answering the phone, etc. You will want to focus on the activities that bring the most money for your company.
6. How are you going to manage the relationship with your customers?
Tip: Create a strategy to keep your existing customers satisfied, loyal to your business. Show them that you value their opinion and choice. A happy client is likely to bring other clients to you.
At the same time you have to create a successful plan to bring new clients on board.
If, after taking this questionnaire you still want to build your own business, great! You are on the good track.
To Your Success!
Anda Tudor, Life Coach June 18th, 2011
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