There are a lot of coaches who are superb in their niche, but they are not able to sell their services, some of them because are trying to follow what others are doing, others because are not figuring out how to do everything.
In this article I will talk about the basics to sell coaching services, If you are one of those who does not know how to start this will help you, but if you are one of the coaches who are following others strategies, you will love this.
Let’s start from the beginning – Before trying to sell your coaching services
Does not matter what are you trying to sell, you need to know the answer of the following questions:
- Who is your dream client?
- Where can you find them?
- What are the challenges they are facing?
- How can you help them?
Let’s think for a minute, if you do not know or understand your potential clients, you are not going to be able to connect with them, so you won’t have any sales.
To know who is your client you need to create the buyerpersona, I mean the dream client profile.
I am sure the following image will help you to understand how to do it:
Buyerpersona is more than just information to create your segmentation, if you do not have an idea of your dream client their goals, challenges and issues, you are not going to find the right solution for them, so if you achieve any sale probably won’t be a successful one.
If you understand your buyerpersona, you will be able to understand the what, where and how formula…
will help you to know:
What to offer them, Where to offer them and How to offer them.
The keys of selling coaching programs!
As you know coaching will help people to go from A to B, I mean your clients need to get any transformation, otherwise your program is not working.
When you are trying to sell a coaching program, you need to focus on the result you are offering, but the result need to match with your potential client needs, if your program won’t help them to overcome their challenges, the program is not for them.
The first key is to create a good offer, based on your buyerpersona needs.
But is more than just create a good offer, you should be able to make that offer in the right place, I mean, you are not going to offer a life coaching in the swimming pool, right? (unless your target are swimmers, otherwise makes no sense).
The second key is to understand where you can find your dream clients, but always looking for the right environment to make any offer.
Now you have a suitable offer, the right place to talk about the offer, but you need to work on the right way to do it.
The third key is to create a right message and communicate it in the right moment.
Remember that you will always need to create a simple message, something that your target audience can understand easily, but remember, it is necessary to be trustable in order to sell something, so you need to earn people trust after trying to sell or pitch the offer.
My final recommendation is to check again all of your programs and think if they fit with your potential clients, if not, you have two options, think again about the dream client for that program or make all the necessary changes to make it suitable for the audience you are trying to reach.