My colleague and dear friend Rebecca Tracey of The Uncaged Life (and her colleague Ellen Ercolini) have come out with a new program for Life Coaches that I wanted to share with you. Rebecca has been featured on my blog a number of times.
They have a really interesting take on helping coaches get more clients that I’ve never heard before (e.g. “We believe that “coaching” in and of itself isn’t a business.” and the idea of picking your expertise before choosing your niche).
If you’re a life coach (or holistic practitioner) I invite you to give this a read.
Why did you choose Coaches to work with? What types of challenges do Coaches tend to have?
Ellen: We picked coaches because we both come from coaching backgrounds and we’ve watched our peers struggle, which totally sucks. Coaches have a very strong drive to help the world – they really, really care about it. They really want to make people’s lives happier and positively impact the world. Who doesn’t want to help those folks accomplish their dreams faster? It’s such a gratifying circle of positive impact.
What they don’t have, by and large, is strong marketing and entrepreneurial skills. SO many coaches graduate coaching school (ourselves included!) thinking “I can change the world! I can do anything!” And, without the biz skills to back that up, it’s not true. Which leads to really talented people getting depressed and sad about their perceived lack of coaching skills, when in reality it’s the marketing and business skills they are missing.
We figured it out pretty early on in our business development, so now we’re on a mission to short circuit that learning curve for other coaches.
Becca: Ditto what Ellen said. And I’d add that coaches tend to be really timid with their marketing. They often have this view that doing good shouldn’t make them a lot of money. That they don’t need money. Which is totally ridiculous. There’s nothing noble about being broke. And there’s nothing “bad” about wanting to make not just a good living, but a damn good living. Money doesn’t buy happiness, but it does buy some freedom to travel, volunteer, give back, and provide for your family. Those things feel pretty noble to me!
What’s the system you offer to help coaches solve those problems?
Becca: We believe that “coaching” in and of itself isn’t a business. Coaching is a skill that you use in your business to help bring your clients some kind of result. So in a sense, we’re helping coaches actually figure out what their business is – where their expertise lies.
Once they get clear on their expertise (which includes their niche), we teach them to talk about coaching in a way that gets them clients. Coaches have the habit of using really jargon-y words, so we teach them how to talk about what they so that people perk up and listen (and then ask for their card!). We like to make it EASY for coaches to get referrals, so we teach them how to get known as an expert in their field. Then we teach them how to use their expertise to create packages that their clients are begging for. No more having to go hunt down your clients. And this all may sound intimidating, but it’s actually really simple, and anyone can do it.
Ellen: YES! We both use this method in our businesses and have seen huge growth. When you start speaking clearly about the problems you solve in a way that your clients resonate with, people actually start remembering what you do.
What’s the number one mistake you see coaches make when they are first starting businesses?
Ellen: They try to help everyone. Here’s the deal – when people hear ‘I work with everyone!’ it gets interpreted as ‘no one’. I see new coaches all the time saying they help people live a ‘more fulfilled life’ – when I ask who specifically they work with they say ‘oh everyone!’ – when I ask how many clients they have it gets really quiet.
Another huge roadblock for new coaches like Becca mentioned, is talking with too much coaching jargon. Coaches understand what ‘shifting perspectives to align with values’ means, but it’s because we’ve all gone through classes! New coaches need to be vigilant about explaining what they do in language that their ideal clients use. So I guess that’s two mistakes, but they go hand in hand.
Becca: Trying to work with everyone. Gahhh, it drives me nuts! Not only does it not help with their marketing, but I can guarantee that they also don’t WANT to work with everyone. We’re allowed to be selfish in our businesses for the sake of our clients. What I mean is that by only working with clients who totally light you up, you’ll do WAY better coaching, you clients will get more out of it, and work will always feel good for you.
New coaches also tend to have these open ended packages (typically 2-4 sessions a month, for minimum 3 months, on an ongoing, seemingly never-ending basis. No one wants to buy a never-ending service! I don’t know who started with that model, but those don’t sell. New coaches are often reluctant to break away from the way it’s typically done, but we show them a way to structure their packages that makes WAY more sense, and that gets them more clients.
What’s your view on coaches choosing a niche? How should they go about that?
Becca: We believe in expertise first, niche second. Most people go about it backwards – they want to come up with a niche first, before they are even really clear on what they want to do.
So for example, instead of saying “I help single moms”, they might say “I’m an expert organizer and I help people with really busy lives to fit all the millions of things they need to do into their days without getting totally overwhelmed”. That leaves them lots of room to work with different kinds of people (if they don’t want to choose just one niche), but also positions them as the expert in something, so they get known faster for what they do. So YES – choose a niche, but make sure it’s grounded in your expertise.
Ellen: Exactly! Because as we know, businesses evolve. Developing your business around your expertise makes it simple to apply it to different groups (niches) – and if you want to transition niches, it’s a simple pivot, not an re-brand. It’s also much more of a natural extension of who the business owner is as a whole person, so it makes the marketing and sales aspect a lot smoother.
How will this help Coaches in terms of Marketing?
Ellen: Using this system coaches become super clear about where and how to market themselves, and they’ve got the words to make people hear them. It enables the coaches to speak clearly about the problems they solve, and articulate the results they offer. Which is totally what people want! They want you to swoop in and solve their problems! Which our coaches do now. Many of the coaches that have gone through Coaching Business Jumpstart have landed new clients the next day because they finally knew how to talk to potential clients. How’s that for short-cutting the learning curve?
Becca: Most coaches don’t even know what the term “marketing” really means (I certainly didn’t when I got started!). But marketing is really all grounded in being specific about what you do – so in that sense, everything we teach them will help with their marketing! Especially because we help coaches get confident in what they are doing. Too many coaches don’t see their true value, they tend to leave out all their past experiences and just see themselves as new coaches. But we teach them to integrate ALL parts of who they are into their business, so that they feel totally confident in what they do and how they offer it to people, and confidence is KEY in marketing yourself. If you don’t believe in what you do, how can you expect anyone else to?
Where can people find you ladies and learn more about the Coaching Business Jumpstart?
You can get in on the program and find out more about our individual coaching businesses at www.coachingbusinessjumpstart.