If They Want to Think About It...

Have you ever got near the end of a complimentary call with a prospective client where they tell you that they 'want to go away and think about it'? Many coaches take this request very literally and then never hear from the prospective client again. Has this happened to you before?

Each time I hear these words I'm reminded of Auguste Rodin's famous sculpture, The Thinker. You know the great sculpture of the guy (more accurately Dante) deep in thought. In my experience, people who 'go away to think about it' usually do so for a long, long time... and hardly ever come back at all.

There is an alternative interpretation of the potentially fateful words ('I want to go away and think about it') that may help you to turn the situation around within the call.

My interpretation of these words is that the potential client still has some unanswered questions floating around in their mind. It's simply your job to help them find out what those questions are and if possible answer them on the call.

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What's Your Biggest, Burning Question?

What is the biggest question you would like to ask me regarding your coaching practice? If you complete a very short questionnaire I'll respond to your situation personally. So...

Ask your biggest question and get your personal response from me

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> Tips on dealing with the Rodin Prospect!

Here are a few tips to help you to better respond to the prospective client's request to 'go away and think about it':

1. Agree - Align with the prospective client and agree that they do need to think about it before making a decision. For example:

'Well Rodin. I agree that before you decide if you are going to choose me as your coach, you need to think about it.'

2. State - Politely make a statement that they've obviously got some unanswered questions that they need to think about. For example:

'...From my experience, I've found that in instances such as this people usually have some unanswered questions in their mind.'

3. Ask - Now is the time to ask the potential client for their unanswered questions so that you can deal with them there and then in the call. For example:

'...What is the main unanswered question you have that I can help you with right now?'

Answer their questions and then assume that they want to move forward to be coached by you.

So, what will you do if they want to go away and think about it?

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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