There are many reasons we decide to become coaches, maybe to help others, to transmit our vision or simply cause we like talking to people. The reason why we decided to become coaches is our own, fact is, as much as we may be driven by the noblest of intentions, our potential coachees just don’t know.
The coaching industry is growing massively, but so is the competition. Furthermore, these days just about anyone can call themselves a coach, which makes it even harder for our potential clients to find us in the torrent of the noise of the business world.
Coaches are usually also entrepreneurs and therefore have to find their own clients. The sad truth is even if you offered an amazing service for free you’d still have to cut through the noise to get coachees.
There are two main ways you can get prospects:
- Inbound, i.e. people coming to you
- Outbound, i.e. you going to people
Inbound is about marketing and increasing your brand, creating content, SEOs, etc. It is a great way to generate revenue, but it takes time and doesn’t guarantee consistent income. Plenty of gurus claim that with their 3,000 € programs you will get organic growth, and usually, they advertise themselves via paid adverts.
Marketing is definitely an option, but there’s a reason why the vast majority of businesses start by building sales teams and then move into marketing.
Outbound is the realm of sales. As a coach, you feel like the last thing you want to do is sell. I mean sales are for Jordan Belfort and the evil traders right?
Often, even the idea of having to reach someone on LinkedIn to “sell” ourselves will make your skin crawl. It feels unnatural, awkward and invasive. Is that really the only way?
Let’s take a step back; the majority reading this article will have learnt English as a second language. How awkward was the first time you spoke it? You made mistakes and pauses, how embarrassing. Some of you will not even remember that embarrassment anymore, you’ve simply become fluent and forgotten the awkwardness.
My name is Giulio Segantini, a coach with a sales background of nine years. I’ve worked in a company where we specifically hired entry-level and turned them into sales consultants. I’ve trained and mentored over 300 people, and I’ve recently decided to make a career out of it as a sales trainer.
In September I will hold a 90-minute webinar where I will go through the following:
- Introduction to selling
- The ICP (Ideal customer profile) with a focus on targeting and qualification
- Your value proposition and how to present it
- Prospecting via social media, email and briefly calls
- Objection handling theory
- Following up
I am a philosophy graduate turned sales person then entrepreneur, I know what it means to feel awkward about selling yourself, but, like all things, it will be much more natural once you have a basis to build upon.
In these 90 minutes, I will help you all be more comfortable selling yourself and give you a framework to generate revenue. The goal will be to move past the Yuck into the I’m learning mindset.
My passion is sales and it’s contagious, let’s see if I can infect you.
Giulio Segantini
Sales Authority and Founder of Global Sales Circle
www.globalsalescircle.com
Join the webinar: https://coachingfederation.at/de/veranstaltungen/56-prospecting-crash-course
