By: Michelle Schubnel

There are two big reasons why “coaching doesn’t sell.”

Reason #1: The majority of people don’t really know what coaching is. It’s hard to sell something if your prospects don’t understand what that thing is.

Reason #2: Even if your prospects do understand what coaching is, if you are focusing on marketing and selling coaching, you’re focusing on the wrong thing.

You see, most people don’t really want coaching…

But they do want solutions to their problems.

Understanding this distinction and implementing it in your marketing and client enrollment process is critical for the success of your business.

For instance, does your answer to the question “What do you do?” focus on you and coaching (like the Doesn’t Sell example below) or do you focus on your ideal client and what is most important to them (like the Hot Replies)?

Doesn’t Sell:

“I’m a professional certified co-active coach and I coach my clients so they can take their life or business to the next level.”

Hot Replies:

“I help men in their 50’s-60’s who have been unexpectedly laid off, find new work as quickly as possible.”

“I work with home-based business owners who have trouble with time management. I help them become more focused and efficient so they can make more money in less time.”

How about when you are looking for speaking engagements or writing articles? Do your topics focus on coaching or do they focus on solutions to big problems?

Doesn’t Sell:

“How Coaching Can Help You Achieve Your Goals”

“The Benefits of Working With A Coach “

Hot Topics:

“The 5 Best Ways to Connect With Your Teenager”

“Healthy Eating for Busy Moms: 7 Simple Secrets

for Making Healthy and Tasty Meals Quickly and Easily”

And how about with your client enrollment?

Do you hope that when someone experiences your coaching they will want more? Or do you follow a specific process that focuses on what people really want and enables them to see working with you as a terrific solution?

Doesn’t Work:

Offering sample sessions and coaching the person on anything they want, hoping that you do such a good job that they see the value of coaching and will want to hire you.

Proven Process:

Offering a complimentary consultation to potential clients where you focus on a big result or outcome the person most wants

to achieve, the impact achieving that result will have, what is currently standing in the way and how your coaching can help.

Can you start to see how coaching doesn’t really sell?

Instead, the secret for filling your practice with ideal, well-paying clients is to stop focusing on coaching and instead focus

on solutions to problems and desired results and outcomes.

How is this playing out in your business?

Does your marketing focus on coaching or on solutions to problems?

Need more information and details this topic?


Go here to download a recording of my recent teleseminar and discussion on this topic:

Why Coaching Doesn’t Sell… And What To Do About It.

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