Sell More to Your Clients

Do you ever get frustrated when you attract a client, work with them for a few months and then they seemingly move on leaving you to fill another vacancy in your practice? Yep - it can get tiring - and costly too.

You see, attracting a new coaching client is one of the most costly marketing activities you'll ever be involved with in your practice. This includes 'cost' from a time, money and effort perspective. Sure, you want to be involved in activities that attract a new stream of clients into your practice but don't exclusively focus on this. Why? Well...

There are other marketing activities you can focus on that will provide you with more leverage and give you more bang for your buck. Remember the statistic that your current clients are 6 times more likely to purchase from you than prospective clients. Therefore, where do you think you'd be better off spending the majority of your admittedly limited resources?

Let's take a step back and return to first principles:

The main purpose of your coaching practice is to attract and keep clients.

Note the intentional emphasis on the work keep. Please be clear that I'm not talking about keeping clients imprisoned in your practice for years on end - far from it. What I am talking about is serving a client in their own best interest for as long as possible.

Do you have strategies for doing this in your coaching practice?

Encouraging clients to return

Here are some things to consider on how you can encourage clients in your coaching practice to return to you again and again:

1. Process - Take a good look at the steps your clients currently take from entering your practice all the way through to the point where they move on. Can you see ways that you can modify the process so that you increase the chances that clients stay with you for longer (and they benefit more too)?

2. Present - Consider how you are currently presenting what you have to offer your clients. Are you letting them know everything that you can do for them? Do you let them know often enough?

3. Extend - Write down all of the services that you are currently offering to your client base. Take a closer look at the needs of your clients and ask yourself if there are other products and services you could provide them with. What else do they need?

For example, a couple of years ago I did the same exercise and noted that in addition to wanting a mentoring service clients often had a need for a website and newsletter. Therefore I developed a Website Package and Newsletter Package to help my clients more and extend my offerings in the process.

I hope you found this week's newsletter useful and importantly that it's got you thinking about how you are currently running your coaching practice.

So, do you sell more to your clients?

With very best wishes,

Shaun

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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