MM #96: Sign More Clients With Powerful Questions

1. Announcements/Offers

What People are Saying About '10 Super Coaches'

To find out how 10 ordinary coaches are earning $30,000 to $1.4 million per year, and how you can do it too, click here:

10 Super Coaches

"Why re-invent the wheel when you can see how successful people are already producing results you want? Don't hesitate, buy it today. The '10 Super Coaches' ebook has given me the confidence and inner strength I needed to build my business, I have been able to fine-tune my fees, and I have offered sample sessions with success."

Denise Simons, New Zealand
RELATE Coaching

David, the product is awesome! I cannot express it any other way. I'm still digesting the nuggets on every page and relishing every interview. Thank you for the your brilliance in its development."

Heather Fraser
USA

Visit 10 Super Coaches

---

2. FEATURE: Sign More Clients With Powerful Questions

As Coaches, we are always looking for ways to better the lives of our clients. But how can we help someone if they cannot commit to using a coach?

When doing a trial session with a new prospective client, we first must assess if they are in need of a coach. Let's face it- there aren't too many out there who aren't!

Then we have the opportunity to show them how we can help to improve their lives. For a client who does not know what they want or is slow to make decisions, this can be a difficult task.

So I am going to let you in on a technique that will eliminate excuses before your trial session even begins!

The Secret

The secret is in the "what".

It is said that 'what' questions really help people to access their own wisdom.

A 'what' question serves as an open-ended question that they can't only say 'yes' or 'no' to.

I know what you are thinking, 'This is great but how can I use it to eliminate excuses before the session begins?'

Great question!

The best way is to ask your prospective client to work out what information they need to be able to make a decision. In other words, have them write down, before the session, what they would need to know to be able to make a decision about setting up a coaching structure for their goals.

This is a fantastic opportunity to coach them through the decision of getting a coach! Give them their "homework" before the trial session by having them write down what they need to know in order to make a decision.

This is a really powerful technique that makes them take a look at themselves.

Examples

• What are your current frustrations?


• What would you like to change in your life?


• What information do you need to make a decision on coaching?


• What other people do you need to talk with before getting a coach?


• What is the value to you of completing your goal?


• What would it take for you to be really happy right now in this
  conversation?


• What would you need to achieve in 3 months to know hiring a coach was a great decision?

Action

1. Add "what" questions to your website if you have a form they can fill out to request a session.


2. Add some "what" questions to your introductory emails that help to prepare your prospective client for their trial session.


3. Let us know your "what" questions at the blog!
   

***

Enjoy!

P.S. Got a comment on this article? Please add it to the blog.