The following is taken from David’s interview with Rachel Pryor in 10 Super Coaches.
What top three methods, in order, did you use to get your clients in the first 2 years?
In the first 2 years, I committed to never getting a client through my network – I wanted to start again. So I attracted media attention, and clients came through articles. It took around 3 years to have a totally self-sufficient, referral-based practice.
However, coaching is no longer ‘news’ so I would recommend that coaches get clients through doing what they enjoy – if it is speaking, writing (internet-based publications are always looking for new material), or finding more original ways to enjoy themselves and become known.
I also mentored other coaches for 5 years or so, though I made sure that I never had more than 1/3 of my practice made up of coaches, because I felt that would become unreal.
The following is taken from David’s interview with Judy Feld in 10 Super Coaches.
What top three methods, in order, did you use to get your clients in the first two years?
Three main methods, all virtual (not in-person):
My first five clients came from a marketing letter to everyone in my rolodex/database. It was small then, only 120 people. It asked for referrals; it did not invite the recipient to be coaches. I only had to send this letter out once.
E-newsletter – essential. I launched mine in 1996, and have been publishing it continuously since then. It keeps connection, establishes trust, and works hand-in-hand with my website. Provides a “call to action”.
Website- essential. And rare in 1995. I think I was one of the first 10 coaches to have a website. It becomes your “virtual place of business” and allows people all over the world to connect at any time. Provides a “call to action”.
The following is taken from David’s interview with Ginger Cockerham in 10 Super Coaches.
What top three methods, in order, did you use to get your clients in the first two years?
Referral Engine – I chose a niche of people who are generous, and let them be my advocates! My clients in the financial services industry are dependent on referrals to grow their own businesses, so they refer naturally, regularly and generously.
Media and Presentations – I love to write so I wrote a monthly column in Today’s Dallas Woman for two years with coaching themes. I presented and coached during those presentations to organizations, financial services companies, study groups for financial reps.
Networking – I became active in the coaching community and volunteered and took leadership roles, I gave back to my clients and community, I shared and received from many, many other coaches, I formed a networking group with other professionals and helped grow their businesses while they helped me grow mine.
The following is an excerpt from the CoachStart Manual.
Public speaking is a great way to get clients. You speak to local clubs or organisations (usually for free, or you get a nice pen) and give their members a 30-minute talk at their regular meeting. You help them with a particular issue they might be facing, you’re positioned as an expert, and they get a strong sense of who you are.
If you make it easy for them to give you their information, you can follow up and build a relationship; e.g., through your ezine.
Some in the audience will want to have you speak at their club or company, and it may not be long before you’re starting to charge a fee.
And, when you have a great talk, you can record it and sell it on CD!
I gained several long-term clients, and my first paid corporate speeches, out of free speaking on the local club circuit.
The following is taken from David’s interview with Leza Danly in 10 Super Coaches.
What top three methods, in order, did you use to get your clients in the first 2 years?
My top three methods were:
- Magic
- Referrals
- Public Speaking
I am not joking when I saw magic was my primary enrollment method. In fact, it was really important to me that I create my practice magically, meaning that I visualized it, I programmed for it, I spent time regularly in meditation imagining my full practice and seeing myself happily coaching a full practice. I made a schedule of where my client appointments were going to be and I absolutely allowed myself to desire it, imagine and expect it to happen.
Then I would delight as the phone rang and people called and I would set up sample sessions. I got so excited about the opportunities for growth for the people who called. I think I held an authentic space of possibility in such a way that they could more clearly see who they were becoming. Then I imagined people saying yes to coaching, and they did.
Again, I want to be clear I am not talking about a child’s magic that is about wishful thinking and looking the other way. I’m talking about the true, adult magic of consciously creating reality.
Once I started getting clients, then they referred other people. Also, even though I don’t recommend coaching friends and family, I did give them sample sessions so they would know more first-hand what I was doing and they were more likely to refer people.
Later, I began training coaches and speaking at conferences, which is another way for people to see you and get the power of your presence. But I didn’t do any public speaking in the first wave of practice-building.
The following is taken from David’s interview with Bobette Reeder in 10 Super Coaches.
What top methods, in order, did you use to get your clients in the first 2 years?
I was totally involved in my community… did a lot of leadership activities and social activities and visible activities.. this led to lots of credibility with a large number of people. I also was heavily involved in the coaching community (my training school and IFC).
What method did you find most effective in getting your initial clients?
I talked about coaching whenever the opening presented itself… and then I dropped the subject unless I was pressed to discuss it. I made it seem almost mysterious… and people wanted to know more. And my life was visibly changing too… always attractive. And I was VERY excited about it… very enthusiastic… people wanted some of that!
