The Top 6 Mistakes Coaches and Practitioners Make (Part 2)
In Part 1 we discussed the need to integrate money and spirutality, and how to better serve your clients's needs in a sustainable way.
What’s next? More nuts and bolts to build on the philosophical grounding and mindsets we established in Part 1.
4: Having only one stream of prospects
Most coaches and practitioners rely solely on word of mouth and word of mouth is good. In the 21st century marketplace there are hyper-empowered and talkative people. This is good for you. However, it is not enough. Make a decision now to take control–to be the locus of responsibility–for the success of your business. While word of mouth is critical, it is only one of at least three prospect streams the successful coach or practitioner must establish for themselves. What are those three?
•Formalized referral systems [two of them]
•Speaking engagements and free evening talks
•Word of mouth
•An affiliate program with a percentage or fee for referrals; offer to pay a commission – a generous one.
•Write a referral clause into your client contract stating that if the client is happy with your services that they then agree to refer two people to you for a complimentary exploratory session. While you never want to be heavy handed about this, it does set their intention and focus their awareness on a more formal approach to referrals. And wouldn’t you rather pay them than pay for advertising (online or otherwise)?
Evening Talks | Introductory Talks | Speaking Engagements
These are the bread and butter of filling your practice and keeping it full. When you give talk make it explicit in your marketing and in your introductory remarks that you are there for two reasons:
1. To provide value to their lives–first and foremost and;
2. To market your services and/or products, course
Say this at the beginning – in the first three minutes – and let them know you will be revisiting what is available to them at the end. And then at the end of your talk, pass around a signup sheet for them and next – and this is critical – if they expressed interest, initiate contact with within 24 hours with an initial email beginning the sales flow process of your sales system.
Word Of Mouth
Consider this a great backup and occasional unexpected icing on the cake when those unintentional or random referrals occur. And occur they will. Sometimes they come from something you posted online or from a referral you were unaware of or a former client you have not contacted in a while.
If you do this, and you consider them in this order of importance, you will always be in control of your flow of clients and prospects–and they will flow in. Your sustainable prosperity will follow.
5. Failure To Leverage Contact Points And The Opportunity They Hold