As a life or business coach, or a consultant, you probably offer an initial complimentary session to new or prospective clients. Here are some tips to make the most of that session.
Before you even meet with your prospective client, you must have a system or approach that you can describe – not just “we meet and play it by ear, whatever comes up”. People feel more secure and hopeful knowing that the professional adviser has a plan.
Once you have a system or approach that you can describe, you will feel much more confident going into the complimentary session. You know specifically what you can do for the client, and you know how to sell it.
When booking the first session, make it as soon as possible. Even the most motivated people get nervous about a new venture. So book the meeting for the same day or the next day if possible, and don’t give the client time to change their mind!
Once the meeting starts, don’t try too hard. Let me explain. What I mean is don’t overwhelm your prospective client with too much information. It will only confuse them, and by the end of the session their head will be swimming.
You don’t want your prospect feeling overwhelmed. You want them to leave the complimentary session feeling clear about their next step (hiring you!), not confused by too much information.
Another important tip is to interact as a professional, not as a friend. This is particularly important for life coaches. Your prospect has plenty of friends they can talk with; what they are looking for is a coach or consultant that can help them move forward in a professional way.
During the consultation, don’t be afraid of offending the potential client – if you hear or sense something that you think might be a blind spot for them, point it out in a neutral manner. That will provide huge value to them and differentiate you from “talking with a friend”.
For more tips on how to start and run a successful coaching or consulting business visit Barbra Sundquist’s website Become A Certified Life or Business Coach.. Check here for free reprint license: The First Session with a New Client.