This Song Will Help You Get More Coaching Clients
Well, maybe not the song itself. But if you DO what the song says you will.
Listen to “I Like to Move It” from Madagascar.
Then let those lyrics become your mission.
Make them your goal with new people you speak with about coaching, and also the prospects who are now sitting in your funnel.
“I like to move it move it.”
(I don’t know about you, but I can’t get it out of my head now!)
OK, what am I talking about here?
Well, coaches often are bothered by “no’s”.
But, I believe what is more gut-wrenching and esteem-numbing is a “maybe. Or worse yet, a follow-up file packed with inaction. Yes, the no-movement people who reside in your database right now are COSTING YOU MONEY.
The ones who will never do anything—most of them, by the way—are eating your most valuable asset: time.
For the ones who will eventually do something, let’s do whatever we can to get them to move it, move it more quickly.
And it does NOT involve being pushy.
You can lessen the number of wishy-washy responses you hear by seeking movement on every conversation you have, whether it is online, by phone, or in person. Movement is defined by the prospect/client doing something as a result of your conversation that places them closer to the ultimate objective of working with you.
In my training seminars we call it taking ACTION. If they aren’t doing anything, or aren’t willing to, your momentum has stalled (if it was even there to begin with), and you’re wasting your precious time by pursuing this person.
Let’s look at ways to get more movement.
1. Develop a “Decision = Success” Mentality
Equate getting a decision–yes or no–with progress.
I’ve always said that if I’m ultimately going to get a no, I want it today … not six weeks, six months, or six years from now. Why waste time where the fish aren’t biting? Move on to the prolific areas.
Not to suggest that you should blaze through prospective clients without regard for the quality of your conversations. Striving for action ensures the quality is there. And you can have a feeling of satisfaction after getting a no, since that person will require no more of your time and you can invest it with someone who might pay off for you.
2. Clear Out the “No Way’s”
These are the frustrating ones. The teases. We feel there just miiiiiight be something there. Maybe they’ll do something at some point. Really? In whose lifetime?
Call them all with one objective in mind: get a decision, yes or no.
Ask my “Cleansing Question”:
“Pat, we’ve talked quite often over the past nine years about how we can help you get back your health and off of that soda habit that you say is causing lots of issues. I’m wondering what the probability is that we can get you started within the next two weeks.”
If their answer is a definitive no, find out why, and address it if you can. If not, which is more likely, since they probably weren’t a real prospect to begin with, congratulate yourself on a successful call, and move on.
3. If You Schedule a Call Back, Know Why
Don’t agree to a call back until you ask yourself this question: What have they committed to DO as a result of this conversation? “Lemmee consider it,” doesn’t cut it. What will they consider, using what criteria, and what will happen next and when? After all, if they’re not doing something between now and the next contact, why would you want to call them back?
4. ASK for More Decisions
A major cause of “maybe’s” is the absence of an explicit request for a decision, or commitment to do something. If you’re shy about this, deal with it. The lesson here is simple, move them forward or move them out.
You’ll save time, get more clients, help more people, make more money, and be less frustrated.
OK, it’s time for you to take action and do a little action-taking. We’ll now change the lyrics to the song a bit… sing along with me:
“I like the movement movement…”
Take that action and do let us know about your successes!
(If you enjoy these tips, would you please help spread the word? Please post this http://healthcoach.training/move-it/ in the online health coach groups and communities you participate in, and forward it to your colleagues. Thanks in advance!)