Most of my clients who end up hiring me, don’t know me personally.
It’s usually through a reference from a friend, but mostly via online: Yelp or LinkedIn.
Once I get contacted on the phone, I ask the person what their goals are so I can tell them if I can help them or not.
Coaching is a lot like hiring a personal trainer. When you hire a trainer, it’s his/her job to create a program to reach your goals. What I do is very similar, but instead of improving your body, I improve your mind.
I try my best to address the issues brought to me and use past experiences to prove that I’m capable of assisting.
No matter what we talk about, I normally end the call with two criteria for them to consider moving forward:
1) Fit – If we don’t have chemistry, we shouldn’t work together. I can figure that out within the first 5 minutes of a call, but it’s not up to me. I want the person on the other end of the phone to feel they can share with me where they need help and trust that I’ll be professional and confidential.
2) Confidence – “If you don’t have the confidence that I can take you to where you want to go, don’t hire me.” I say this with confidence because I have confidence in my abilities to better people. It’s a bold statement, but I wouldn’t say it if I couldn’t back it up. For example, I can’t promise I can find a new job for a client, but I can promise if they follow my process it will lead them to a new career eventually. That may not sound as convincing as putting a deadline on it, but it’s the truth. I believe the pillars I use for any industry transfer very well. I mean at the end of the day, that’s why someone is hiring me right? They can’t do it on their own, so they’re asking for my help.
This system of mine is something I created over time. I saw the patterns in requests with my clients and responded accordingly. Reference is why people contact me. How I communicate to my clients is what proves credibility. But in the end my system is what helps people make a decision on whether to hire me or not. Why? Because a system creates structure and people want to know whether you have it or not.