Powerful Language Creates Powerful Clients
I’m currently coaching a group of successful leaders, who have a track record of success, mostly in the corporate world.
I’ve noticed something interesting about powerful leaders who have transitioned into coaching and/or consulting…
They don’t want to learn more coaching skills. Great leaders are already great coaches.
What they do want is to learn a powerful language for enrolling high-level clients.
Here’s a question I was asked recently:
“Rich, I have been asked to coach the leadership team at a non-profit that is making a real difference to people’s lives.
Most of the coaches who work with them provide their time for free – either in exchange for hours towards certification, or to build their brand.
I’ve been asked for my terms and whether or not I require payment for my time.
How should I respond? I am interested to help but I don’t think I should give away my services for free!”
Here’s how I replied:
“You know, I’d probably say something like this:
You asked me for my terms but I would never dream of making a proposal – pro bono or otherwise – before I had an opportunity to interview the leaders of an organization about what they want to create.
If you’d like to tell me more about what you are up to, let’s block out time for a powerful conversation.”
If they don’t have time for that, they are most likely looking for ways to get as much free coaching as they can – and I would suggest that they are not for you.
But if you really want to turn up the flame a little, here’s what I might say:
“Let me be extremely candid with you. There are a million struggling or beginner coaches out there who would love to work with you for free.
But you are a company with a really important mission. So, the question you need to ask yourself is, do you want your team coached by beginner coaches?
That doesn’t necessarily mean that you’ll have to pay for high-end coaching.
You’re a non-profit. That might not be the right road for you.
In fact, I regularly do pro-bono work for organizations that inspire me.
What you need in order to fly is a team of high-caliber coaches, not a collection of beginners.
I tell you what I would be willing to do. I’ll block out two hours to coach you and your leadership team. I would normally charge $5K for that but my company will cover the entire cost. There will be no charge to you.
We’ll use these 2 hours to draw out your vision and create a powerful strategy to get you there.
If at the end of that time, you’re complete, that’s perfect. And if, at the end of that time you want to discuss other ways I could support you, we’ll discuss it then.
How does that sound?”
Powerful language creates powerful clients.
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