The following is taken from David’s interview with Marcia Reynolds in 10 Super Coaches.
What top three methods, in order, did you use to get your clients in the first 2 years?
Public speaking: I worked hard to develop my skills and this part of my business so I would be hired as a keynot speaker for big conferences. This helps me to attract many possible clients at once. I have worked with speaking coaches, attended acting workshops, joined the National Speakers Association (where I get to see great speakers and learn marketing techniques) and began speaking everywhere I could to practice. I now coach people in public speaking as I think it is vital to success in most businesses.
Writing: I write articles, audio programs and books. People read or hear my ideas and contact me. Some of my products are in bookstores. Others are self-published. I sell them on the Internet and at my seminars and speeches. I give books away to potential clients…this works better than a brochure. My book is only 60 pages…a quick read that teaches as well as tells people about my outlook on personal and professional development.
Publicity: I learned how to attract reporters through emails pitches and press releases. This is how I received my first client that was not a referral from a friend.
The following is an excerpt from the CoachStart Manual.
Sometimes all it takes to set up the session is for you to invite them to have one! (I know — rocket science, right?). It might sound something like.
“What I usually do for people who are interested in coaching is to set up a 20-30 minute chat to talk about their goals and give them an experience of being coached. I don’t mind if they become clients or not; it helps me develop my skills, and it’s one way I develop referrals. No charge. Would you be interested in that?”
Exercise
Practise your hot invitation at least once this week. You might be in a store, at a bus stop, talking to the telephone information service, or at a party. When someone pops that magic question: “What do you do?” — be ready.
Note: In both the Warm and Hot Invitation you might notice we found a hot button/area, extended an invitation, and removed any obligation or pressure to continue with coaching. That’s the secret formula!
The following is taken from David’s interview with Michael O. Cooper in 10 Super Coaches.
What top three methods, in order, did you use to get your clients in the first 2 years?
Sample Sessions: I find that offering sample sessions is the best way for people to experience my coaching ability and style. I offered coaching sessions to people in networking meetings, at the Chamber of Commerce, associations I frequented, friends, family members, colleagues, etc. I mastered the Complimentary/Sample Session with the help of Michael Charest and Michelle Schubnel in their “Coach and Grow Rich” program. I still find this the easiest and most effective way of landing new one-on-one coaching clients.
Networking: I prefer to network with people I already know frequently and have generated dozens of referrals this way. In the early phase of my business, I spent 5-8 hours a week at networking meetings, and I have to say I was horrible at it! Or at least horrible at attracting clients this way. I did generate some interest, but my “elevator speech” wasn’t strong enough to attract clients because I was too generic (prior to establishing my niches). I took networking classes and now rarely attend general networking events, because I personally do not find it as effective as other methods of attracting clients, although I know dozens of coaches who are experts at it!
Internet: I built my website very early on in my business growth cycle. I believe I hid behind it for a while, but many other coaches and clients know me because of that website – many coaches copied much of the material from it. It took over 18 months to attract a client just from the website alone.
The following is an excerpt from the CoachStart Manual.
How many times are you at a party, meeting, in an elevator, etc., and someone asks you what you do? This is an excellent opportunity to invite someone to experience coaching with you. However, firstly you must give them a REASON or INCENTIVE to do so. Secondly, you must extend an INVITATION!
A HOT INVITATION is one extended when you are already talking to someone, and coaching comes up (as opposed to a warm invite where you call someone you know to discuss coaching). You’re on the spot — here’s an opportunity to turn a conversation into a trial coaching session.
The following is an excerpt from the CoachStart Manual.
I believe it makes sense for your client-gathering strategies to depend on how far you are along the coaching ‘curve’. If you have at least a year’s experience in coaching, and an existing client base, then I suggest you jump ahead to Advanced Marketing Strategies.
However, if you’re still building up your confidence, then I’m going to outline here a strategy, which I have found to be the fastest for building confidence, and getting your initial clients. (Once you are confident and have a full practice, revenue increases, your attraction increases, and you’ll know more about who you want to coach.)
The following is taken from David’s interview with Jim Earley in 10 Super Coaches.
What top three methods, in order, did you use to get your clients in the first 2 years?
Normally I wouldn’t mention this one, but the thing I did the least, but which brought me the client that kept me in business, was cold calling HR directors. I only pursued the torture of cold calling for six months, but netted a client that provided up to $25K in revenue in a couple of years.
I joined the Minnesota chapter of ASTD (American Society of Training and Development), volunteered to serve on the newsletter, became newsletter editor, and was invited to join the board. I participated up to my ear lobes in that organization for about five years. That gave me lots of visibility and credibility with people in the training and development circles.
I also bartered a membership in an Inner Circle group; a facilitated peer coaching group for business owners. This was a miracle of the highest order. It gave me the opportunity to rub elbows with people accustomed to making a lot of money. It also gave me a source of accountability (I didn’t want to look like a chump there). In time, it led to some business.
