Adler welcomes today’s guest blogger, Mary Cravets, with whom we’ve forged an exciting new relationship to support Adler students and grads in their coaching business development!
The prospect of finding clients or coachees can be paralyzing. You know the tremendous impact coaching can have on someone’s life, but how do you get people to work with you? You’re probably struggling with thoughts like:
- Where do I find people to coach?
- How do I explain the benefits of coaching so people will want to work with me?
- Should I advertise, or get a website?
- How do I get coaching to catch on within my organization?
- Where do I start?
When looking for people to coach, there are a lot of moving parts you’ll need to master. If you’re coaching within an organization, you’ll need to learn how to express the value of coaching (messaging), getting the word out about coaching (marketing), and how to enroll clients (sales). If you’re starting a coaching practice, you’ll need all of those things plus you’ll need to create a business plan, acquire basic entrepreneurial skills, and develop your pricing and packaging.
But none of these things will matter if you don’t take one critical first step: identify your ideal client or coachee.
So take a deep breath, and put all of those other moving parts to the side for a moment. We’re going to get you started smart, focused, and strong.
First, let’s look at the mistakes to avoid.
Usually when coaches get started they are extremely excited and want to share what they’re doing with everyone. Here are the top 3 mistakes new coaches make when they are trying to find people to coach:
- They talk about the brilliant techniques they’ve learned, the methods, the history of coaching… and on and on. Don’t do this if your goal is to find people to coach.
- They passionately explain the transformation that is possible with coaching. They are so passionate, however, that it often comes across as needy.
- They learn a client/coachee generation technique that (while promising to deliver overnight results) feels awkward and inauthentic.
#1 and #2 usually will not work, and #3 DEFINITLEY will not work because you are trying to be something you’re not.
So what do you instead? When you’re looking for people to coach, take the focus off of yourself and put it onto your ideal client or coachee.
Focus on what your ideal client/coachee wants. What do they fear? What keeps them up at night? What is their heart’s desire?
Capture the core characteristics of your ideal client or coachee, and then commit to only talking and writing about these characteristics. People will start to be attracted to you and your work as a coach. They will be curious. They will say, “I NEED you!”
To discover the core characteristics of your ideal client/coachee, download this exercise now: http://marycravets.com/adler