Your Staircase to More Clients

In a recent newsletter I drew the analogy between how attracting new clients into your coaching practice can be similar to the process of d@ting. Remember, I recommended courting the prospective client over time rather than trying to get them into bed on the first night? Hey, not so fast Rover!

In this issue, I'd like to take that analogy a little further...

Imagine a staircase. You and your potential partner are at the bottom. At the top of the stairs you can see the doorway to your master bedroom and you can just about glimpse the edge of your bed. You know that delights that could await you both. The gap consists of a series of small steps along the way. Without a staircase it would be a pretty big jump to get up to the bedroom right?

It's the same with attracting new coaching clients. I see many coaches trying to get into bed (so to speak) with as few steps as possible.

For example, many use the offer of a complimentary consultation with the hope that the prospect will then decide to become a client. This is a bit like trying to lift the client up to your bedroom using just one very high and awkward step in between. Can you picture yourself with your hands together struggling to lift them up onto the first high step?

A far better approach is to develop a series of small steps into your coaching practice that are very easy for the prospect to take en route to becoming a client. For example, this could include the offer of a complimentary report, a newsletter, a teleclass, a complimentary CD, a lower c0st product or service, etc.

So, what easy steps into your coaching practice can you think of?

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I Sincerely Thank You

Last week, I reached a significant milestone in the development of this newsletter. With your help I attracted the 500th subscriber. If you have recommended this newsletter to any of your coaching colleagues in the past I would sincerely like to thank you.

If you have recently joined the newsletter by recommendation from a kind and considerate coach - then welcome.

As way of thanks to all of you subscribers, new and old, here's a complimentary audio of last week's highly enjoyable teleclass on 'How to Create a Client-Attracting Newsletter'

http://www.authenticpractice.com/newsletterteleclassbonus.htm

You can choose to listen to it online or download it to your computer so you can listen to it at anytime.

Enjoy!

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> Tips on developing the stairway to heaven for your coaching practice

Here are a few tips to help you to develop the staircase that leads prospects into becoming clients in your coaching practice:

1. Design it - Do your homework in advance and consciously design each of the steps into your coaching practice. Construct a series of small and easy steps for your staircase in advance.

Preparation and forethought is something that separates amateurs from professionals.

2. Minimise it - Make each step as easy and desirable as possible for the prospect to take.

What can you do to increase the perceived ease for prospects taking each step?

3. Reward it - Give the prospect an incentive for taking each step along the way.

What is the payoff to them for taking each step? How can you increase their desire and willingness to take each step?

4. Measure and Improve it - As a former engineer, I'm crazy (and some would say insane) about measuring things. If you can't measure it, you can't manage or improve it.

Measuring regularly is a key skill in marketing. Measure the conversion rate for each step of the way and look at how you can adjust the problem steps to improve your staircase. Where are people tripping up and what can you do about it?

P.S. If you'd like to be kind and considerate and Recommend-a-Coach to this newsletter then please do so and remember that you'll get another complimentary audio too.

So, what's your staircase to more clients?

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.

If you have received this copy of the Authentic Practice Newsletter from a colleague and you would like to receive future issues, then please visit http://www.authenticpractice.com/subscribe.htm. Thank you.