Big Yes, Easy No

Hi,

You may have times when you become discouraged that not many people are taking you up on your offer to be their coach. However, take a close look at what you're asking people to do. Is it a big yes or a little yes? Let me explain...

A number of coaches go for the jugular and try to turn a prospect into a client in as short a time as possible with the minimum number of steps. It rarely works. In effect they're asking a complete stranger to warm up to becoming a client in jig time. The yes they're asking for is just too big. And a big yes often leads to an easy no.

Consider asking for a 'little yes' first instead and watch the number of people interested in benefiting from your coaching services increase over time. Little yes, harder no. But how do you do it?

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How to Niche Your Coaching Practice

I'm putting the finishing touches to the How to Niche Your Coaching Practice electronic product. If you have a question regarding niching that you think should be answered within the product then do let me know. I will respond to your question personally and in detail via e-mail as way of thanks.

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> Ways to get an easy yes...

Here are a number of strategies to give people an offer that is an easy yes. You can even offer a series of these:

1. F'ree report - People like to get something for nothing and a f'ree report (electronic or printed) is a quick way of getting an easy yes. I have a preference for the electronic version as it's obtained instantly and it doesn't cost much. However, the format you choose may depend upon your choice of target market.

2. Newsletter - Sometimes the pricing objection is a knee jerk reaction. Ask the potential client what they are comparing your prices to. You'll frequently be surprised at the responses you hear.

3. Consultation - Here's a strategy that can be a lot of fun. Divide your coaching fee into a daily amount and then compare it to an everyday expense. For example, £250 per month is around £8.22 per day. That's less than the price of a meal.

Surely you're worth investing £8.22 per day on yourself aren't you?

4. The instalment plan - Some potential clients may be fiscally challenged so you may consider offering them an instalment plan. Therefore instead of £250 in the first month, it may be that you offer payments over two months in instalments of £125.

5. M0ney back guar.antee- As a last resort, offer the potential client a money back guar.antee. Understand that in the prospect's mind they may have some doubts as to whether coaching will work for them and they don't want to make a wrong decision. Offer to take all these doubts away. For example:

I understand that you may be unsure as to whether you'll receive the benefits we've discussed. Let me take all the risk. Invest in the coaching today and I'll give you a guarantee. If by the end of the first session you find that it's not what you're looking for, I'll refund your m0ney in full.

So, when they say your coaching is expensive...

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.: (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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