A lot of business coaches make a fatal error when trying to secure a new client.
They try to sell the whole shebang before the prospect has even seen whether the coach is any good!
And it’s not surprising that coaches often make this mistake. Many have been taught the art of “thinking big” and “shooting for the stars to reach the moon!” They believe that if you ask for a lot, you might at least get something.
But in fact, the opposite is true.
The lower your barrier to entry is to working with you, the more likely you are to succeed in securing your client and building a lasting, profitable and growing relationship with them.
Make it a no-brainer to work with you. Offer a small, fixed fee simple job that gets a result.
Then in the process of implementing that job, you can complete an easy but thorough review of what the client has in place to grow their business.
And without selling anything from it.
Why?
Because it will pique their interest. They will stew on the questions which raise possibility but don’t yet offer solutions. And all the while, you’re doing your small but important task and getting a great result.
You’ve now proven yourself and it’s simple to revisit the questionnaire and sew seeds onto an already ploughed and furrowed ground.
From here, building a long term, sustainable and profitable relationship for both parties is a natural step.
So what are some of the small tasks you could do to earn that trust and the right to take it to the next level?
Well, here are five simple ones:
- Setup a simple Adwords campaign OR
- Review their existing Adwords campaign and make key suggestions for improvement
- Complete an analysis of their competitor’s social media performance and strategies with key learning
- Create a Facebook ads campaign
- Offer a one hour “vision and goals clarification” session
Depending on your market, each of these could be offered for a small fee of around £50 to £100 and so ask for just a small commitment from your prospect. This is effectively a loss leader for you which will get you into the real game where the long term relationship can be established.
So ditch the think big and go for the small win.
