the emerson suite - how to find lifelong coaching clients and efficiently grow your business
TRANSCRIPT
How to find Lifelong Coaching ClientsAnd Efficiently Grow Your Business
WEBINAR
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Who We Are | Who You Are
Our Research: Business Issues & Coaching
Solutions
A Case Study
How to Grow Your Professional Coaching
Business
How Prospects Make Decisions
OVERVIEW
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WHO WE ARE
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DOUG EMERSON MARY LEGAKIS ENGEL
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WHO YOU ARE
A Seasoned Coach:
• Several years of experience
• A good-sized client portfolio (short and long-
term clients)
• Have selling skills
• Likely have referrals
• You want to take your coaching business to the
next level
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WHO YOU ARE
An Emerging Coach:
• Been coaching for a little while
• Have a few clients (short programs)
• Don’t LOVE sales
• Not getting the traction you want in your
business
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WHO YOU ARE
New Coach:
• Recently certified or exploring becoming a
coach
• May have a few clients
• Not sure where to start
Start with the Client
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Conflict
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Stress
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Leader-managers would be MORE EFFECTIVE if they consistently:
• Set a few high priority objectives that measure job success
• Focus themselves and their organization on the achievement of those objectives
• Eliminate wasted time
• Use the appropriate behaviour with the people they work with
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13© Reddin Global 2016 Source: http://www.techvibes.com/company-directory/toronto/tag/startup
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BACKGROUNDCurrent State Opportunities for Coaches
Highly competitive Differentiated skill set
Fragmented tools Methodology and complete toolkit
Paper-based and bureaucratic Leading-edge, integrated mobile tools
Customized approaches Scalable, customizable approach
Short-term client engagements Clients for life
Focus on apparent effectiveness Focus on REAL effectiveness
Case Example
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The “discipline of doing it”
Finding prospects
The proposal process
The conversation
The decision
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1. Emailing contacts/network/friends/family2. Phoning contacts/network/friends/family3. Reaching out to connections on LinkedIn
4. Network: Chamber of Commerce
5. Hosting free webinars/seminars
6. Speaking on stages
7. Gift certificates placed where your target market hangs out
8. Website freebie & nurture sequence
FINDING PROSPECTS
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1. Find somebody who will talk to you
2. Meet them and show interest
3. Come back with a proposal
THE PROPOSAL PROCESS
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1. What do you want to achieve?
2. Do you want to be more effective?
3. Do you know what you’re accountable for and how you’re being measured?
4. Are you being as focused and efficient as you would like to be?
5. Are you using the most appropriate behaviour most of the time?
6. Would you like my help?
WHAT TO SAY
Case Example• Bad behaviors around leadership• No clear #2• Missing targets every year• Poor decision making – by committee, too long• Ineffective meetings• No performance management system
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METHODOLOGY1. GETTING STARTEDDocument collection and Kick-off Session to get started and create trust
2. CHANGE AGENDACore accountability framework that keeps your client focused on effectiveness
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METHODOLOGY1. GETTING STARTEDDocument collection and Kick-off Session to get started and create trust
2. CHANGE AGENDACore accountability framework that keeps your client focused on effectiveness3. JOBJob Effectiveness Planner Concepts & Coaching Methodology, including Progress Reviews
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METHODOLOGY1. GETTING STARTEDDocument collection and Kick-off Session to get started and create trust
2. CHANGE AGENDACore accountability framework that keeps your client focused on effectiveness3. JOBJob Effectiveness Planner Concepts & Coaching Methodology, including Progress Reviews4. SITUATIONOwnership Grid, and Meeting Effectiveness Tools, Concepts and Coaching Methodology
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METHODOLOGY1. GETTING STARTEDDocument collection and Kick-off Session to get started and create trust
2. CHANGE AGENDACore accountability framework that keeps your client focused on effectiveness3. JOBJob Effectiveness Planner Concepts & Coaching Methodology, including Progress Reviews4. SITUATIONOwnership Grid, and Meeting Effectiveness Tools, Concepts and Coaching Methodology5. BEHAVIOURPersonal Style Profile, 3D Managerial Styles Model, Style Planning and Coaching Method
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METHODOLOGY1. GETTING STARTEDDocument collection and Kick-off Session to get started and create trust
2. CHANGE AGENDACore accountability framework that keeps your client focused on effectiveness3. JOBJob Effectiveness Planner Concepts & Coaching Methodology, including Progress Reviews4. SITUATIONOwnership Grid, and Meeting Effectiveness Tools, Concepts and Coaching Methodology5. BEHAVIOURPersonal Style Profile, 3D Managerial Styles Model, Style Planning and Coaching Method
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6. YEAR END EFFECTIVENESS REVIEWPrepare the client for year 2 and evaluate their success in the program
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SPONTANEOUS CONVERSATION
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REVENUE is at 110% of target.Expenses are 20% better than expected.As a team we are significantly more effective on meetings than we have ever been.MICHAEL G., CEO
We're functioning well as a team, my relationship with MG is strong and we're setting new records every month. Thank you for being an amazing coach!CASPER W, COO
EFFECTIVENESS COACHING
A proven methodology that creates discipline and client retention through:
• A standardized process for implementing the Job, Situation and Behaviour tools
• A mobile management toolkit – The Emerson Suite
• A multi-year coaching methodology
• Referral sales system built into the process
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How to BECOME aCertified Effectiveness Coach
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THE EMERSON SUITE TRAINING AGENDA
13 hours of training, 25 hours of practice
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Client Management System
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I landed a new client and so the training has more than paid for itself already.
Leigh Gauthier, PCCCertified Effectiveness Coach
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WHAT YOU GETEFFECTIVENESS COACH CERTIFICATION PROGRAM
The Effectiveness Coaching Methodology13 hours of self-paced learning and exercises2 practice licences for The Emerson SuiteA Virtual Coach to mentor you through the processLive group Virtual Instructor calls twice per month with Head Coach, Mary Legakis Engel
$4,695 VALUE
EFFECTIVENESS
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WHAT YOU GETFINDING CLIENTS FOR LIFEBONUS PROGRAM
Sales training and systemHow to keep clients for lifeProgram packaging and marketing materials
$2,500 VALUE
FIRST YEAR OF MEMBERSHIP INCLUDED
Access to the Client Management SystemAccess to a community of world-class coaches and consultants in CoachHubAccess to ongoing professional development and conferences
$1,200 VALUE
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WHAT YOU GET1 FREE CLIENT LICENCE POST-CERTIFICATION
Comprehensive set of tools for REAL effectivenessGet started for free with your first client after certification $595 VALUE
LIVE TRAINING EVENT – VIRTUAL OR IN THE TORONTO AREA
Dedicated practice time with the toolsLive training with Mary Legakis EngelQualifies the full program for ICF CCEs $800 VALUE
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TOTAL SYSTEMEFFECTIVENESS COACH CERTIFICATION PROGRAM
or $994/month for 6 months
TOTAL INVESTMENT: $5,495 plus applicable taxes
FINDING CLIENTS FOR LIFEBONUS PROGRAM
FIRST YEAR OF MEMBERSHIP INCLUDED
1 FREE CLIENT LICENCE POST-CERTIFICATION
LIVE TRAINING EVENT IN THE TORONTO AREA
TOTAL VALUE: $9,985
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The client’s decision
Success rate
Depth of relationship
Value
Methodology
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Why do people say No• Don’t have the budget (in other words, not
thinking about the ROI)• Lack commitment• Think they can figure it out on their own
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TOTAL SYSTEMEFFECTIVENESS COACH CERTIFICATION PROGRAM
or $994/month for 6 months
TOTAL INVESTMENT: $5,495 plus applicable taxes
FINDING CLIENTS FOR LIFEBONUS PROGRAM
FIRST YEAR OF MEMBERSHIP INCLUDED
1 FREE CLIENT LICENCE POST-CERTIFICATION
LIVE TRAINING EVENT IN THE TORONTO AREA
TOTAL VALUE: $9,985
Set up a call…[email protected]