MM #59: 7 Steps to the Ideal Exploratory Session

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2. FEATURE: 7 Steps to the Ideal Exploratory Session - Part 1

Whether you are at a point in your coaching where you are completely comfortable approaching and securing new clients for yourself, or you have just begun, the tips below will support you in taking your coaching practice to the next level.

Use the following guidelines to set up your exploratory session for a new prospect. Of course, you'll want to adapt it to your own coaching style. Take the best for you, practice, review each session, fine tune, practice again, and repeat to the point where you are confident. You'll then be getting the response, results, and fees from your clients that you want and deserve.

The Exploratory Session

1) Set the context of the session

• This really just means: agree why you are both speaking to each other.
• Is it one-time inspiration? A feel good chat? Or a pre-cursor to major change in their life?
• For me, it's to explore whether together we can make a MAJOR change in their life, or not. I let them know that at the end of the session there will be - if I feel it appropriate -an invitation to set up a committed coaching structure to support their goals.
• If you skip this step, it's possible they will feel 'sold to' - best to have everything up front.
• Let them know there's no obligation at all. And that you don't work with everyone. You'll only go forward together if it feels right on both sides. (It's even better if this is actually true!)

2) Locate their 'Hot Button'

• Ask them to come up with ONE goal. You can start with three, but focus in quickly on ONE. Otherwise it's too scattered.
• Help them to clearly define what one thing would really make a difference in their life right now. Ask how they would feel in their body if that were to happen and how their life would be different once that occurs. See if they can connect with the feeling. (Further questions to bring out the goals are covered in The CoachStart Manual.)
• Check they believe it is possible. 'Pie in the Sky' dreams are not something they will pay for. If it doesn't seem possible, help them pick a more realistic goal, or help them see how it IS possible.

3) How a coach will make the difference

• If they don't see how coaching can make the difference, you'll may have an inspired prospect, who will go off to try it on their own.
• Help them see how the coaching will 'look'. Most people haven't had a coach, and don't even understand it's once a week on the phone for a fixed period of time, with home work. (I like to have them read about this before the session, so they are already getting used to the idea, and we don't waste time on it in the session).
• Let them know coaching can be fun, enjoyable and rewarding process.
• But more importantly - ASK THEM HOW COACHING WOULD HELP! It's ten times more valuable to both of you, if they come up with how it will help, instead of you trying to sell them on it. You can hint if they flounder and you can intuit how coaching will help this person.

4) Commitment

• Get them 'off the fence'. Ask them, "How
  serious are you about making this change in your life?" Then they can truly
  look at if they are just blowing smoke or they really are going to do something.
  If they say they are really serious, your chances of a signing client just jumped
  higher.
• Challenge them with 'uncommon compassion'. If you honestly think
  that if they don't sign up they won't do anything differently, consider telling
  them.
• Let them know that it’s OK to think about it, but that’s NOT WHAT
  YOU’RE ABOUT. Thinking about it doesn't actually change lives. You are there,
  if they are ready for it, to get them to the place where they are doing more than
  “just thinking about” whatever it is they REALLY WANT in their life.

Part II

In the next issue we will cover the last three steps:

1. Objections
2. The invitation
3. Setting up your client.

Action: Prepare for your Exploratory Sessions

1. Write down a procedure/script/list of questions you would like to ask for your
exploratory sessions.

2. Decide how many introductory sessions you want to give in the next 60 days. For accountability post at the blog the number of sessions you will do, and by when! (Also any juicy questions or steps for your exploratory session that you are particularly proud of.)

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This article was based on a recording of a coach mentoring session you can hear in the Explode Your Practice™ CD set:
http://www.explodeyourpractice.com.

Enjoy!

David