Do They Qualify?

Do you find yourself unsure on who the potential clients could be for your coaching practice? Do you find yourself providing complimentary sessions to every Tom, Dick and Harriette only to see little or no results at the end of it? Unfortunately, this situation is not uncommon.

Before consuming your time and energy with all of your prospective clients, I invite you to apply a qualification process so that you can better allocate your precious resources and insulate yourself from unnecessary disappointment. Qualification process - what qualification process I hear you say without a guffaw.

I see a number of coaches who go chasing after 'potential' clients, when a quick assessment against some pragmatic criteria would eliminate a lot of unnecessary running around and frustration.

Here are 3 key criteria against which to assess a potential client for your coaching practice:

1. Interest - Are they really interested in what you are offering them at this moment? What do they need at this point in time?

2. Time - Do they want to work with you right away to achieve results? Hey, they may be interested but just not interested enough to move forward at this moment in time.

3. Money - Yes this is where the rubber meets the road. Can they actually afford your services?

Unless the prospects you have in front of you meet all of the above criteria, you'll most probably be wasting your time and theirs too. Rather than 'prospects' they are really 'suspects' at this point in time. However, that does not mean that they will remain suspects forever - just in the near future.

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How to Set Your Coaching Fees Teleclass

Are you unsure about how to charge for your coaching services? Maybe you feel uncomfortable discussing this topic with prospective clients. Well, on Wednesday, 21st September at 8pm (3pm EST and 12noon PST), I will be delivering an informative teleclass on how you can set the fees in your coaching practice.

To get your complimentary place on the teleclass, just send a blank e-mail.

If you don't receive details within 24 hours then please let me know and I'll send the details to you personally.

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> Tips on qualifying your prospects

Here are some ways that you can qualify prospective clients in your coaching practice:

1. Ask - As you're a coach, I'm sure you can think of questions you can ask prospective clients to be able to assess how much they meet the criteria mentioned above.

2. Filter - Based upon the responses you receive, assess the prospective client. Are they a hot prospect, tepid, cool or freezing cold?!

Once you know this, you can then allocate your resources accordingly. Obviously, focus your efforts on the hotter candidates before moving on to the rest.

3. Follow-up - Although some people may not be great prospects today, they could become a great candidate for your coaching services at some time in the future. Therefore, it is vital that you have some system in place to follow-up with people regularly afterwards.

You do have a follow-up system don't you?

So, do they qualify?

With very best wishes,

Authentic Practice
helping coaches to get more clients
45 Capitol Court
Old Coach Road
Wollaton
Nottingham
NG8 1GX

Website: http://www.authenticpractice.com

Tel.: (0115) 928 3070 or (0845) 123 5105
Mobile: (07811) 262 111

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I work with coaches who have a strong desire to help others but are currently struggling to get clients. I help them to attract more clients and create a stable coaching practice to make a difference in the world.

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