Your job as a Professional coach, first and foremost is to be a Leader.
That’s a natural way of being for most of the coaches I teach because they have a background as a leader (sometimes in the corporate or non-profit world, often as an entrepreneur). But even coaches who have been trained in leadership skills, can forget them at crucial moments in a coaching setting.
When most coaches hear a client say, “I’m in. How do I pay you?” They shout a silent “Yipeeee!” to the heavens and start giving out their bank details.
That’s NOT powerful leadership.
It’s counterintuitive but it will serve you so much more to SLOW THINGS DOWN at this moment and to TEST THE YES.
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HELL YES! BECOMES SILENCE…
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Most of us have had the experience of hearing a HELL YES from a client – only for it to become a NO a couple of days later…
It’s frustrating.
Many of us have heard a clear YES from a client – only for it to turn into total silence in the days ahead. Or, even worse, you never hear from them again…
It’s painful.
And it’s ok. We’ve all been there.
And it’s why TESTING THE YES is one of the most important lessons you’ll ever learn as a Professional coach.
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“THEY’RE A YES!”
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“She signed up!” said a coach I knew.
That’s awesome, I replied.
One small thing.
Did you Test the Yes?
I think so, they replied. But can you clarify, so I can be sure.
Sure, I said.
Call her:
Hi there. I’m calling to see how you are doing.
Do you have a couple of minutes?
That was a powerful conversation we had yesterday. We went deep.
So I want to check in on you. How are you doing?
< Go Silent. Leave space for her to think/speak. >
And I want to check that we didn’t move too fast yesterday.
Are you sure this is right for you?
Did we move too swiftly?
Do you need to check in with your [business partner, partner, husband, etc]?
< Create more space for her to think/speak. >
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UNUSUAL RULES APPLY
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This can feel counterintuitive.
After all you just heard a YES. Why wouldn’t you want to take it at face value and get paid immediately?
Well, because the sale of high-end, high-caliber services is not like selling a product or a low-value service.
When you ‘sell the invisible’ and when what you sell is high-value and high-end, different and unusual rules apply.
So it pays for you to be unorthodox. It pays for you to lead powerfully.
Testing their yes really helps your client get clear on WHY they are a yes and to relax into their yes.
She’ll trust you more because of it.
If she has any tiny doubts you’ll be able to support her with them.
And if she’s changed her mind completely, you’ll build so much trust that even if you lose a potential client, you’ll have gained something FAR more powerful. A raving fan who totally trusts in you.
And your client will really get—deep down—that she needs you more than you need her.
It’s an unusual feeling.
And it feels good.
And it’s very attractive.
Next time you hear a yes, slow down. Take a breath.
Remember that you’re paid in FAR more ways than money.
LEAD THE CONVERSATION.
No rush.
Powerful and gentle at the same time.
Remember, job #1 is to serve your client. The value that you create increases exponentially when you…
TEST THE YES.
Love. Rich