How to Get Your First Fifty Clients
(Lessons from my speech delivered to the
Problem Facing Coaches
How to Get Clients
Why These Techniques Work
the Online Speech
Are you interested in:
- Starting, or filling your coaching practice?
ten to fifty clients?
- Creating a good income from coaching?
- Becoming a coach, but you're not sure about how to get
Unfortunately, obtaining clients
can be a very confronting process. Too many coaches are trying to get clients
the hard way, and making it a struggle. Too many coaches are training in coaching
skills, but not learning the principles to freely grow their practice.
come to me with questions like: How do I get clients? Who would I call? What would
I say? Will they think I'm selling to them? What if I get stuck during a session?
How can I get clients without being pushy? Won't it be weird or uncomfortable
coaching my friends and colleagues? How can I be credible when I don't even have
a certification yet? Can I really make a living from coaching?
you can relate to these questions, then you have come to the right place! I've
been through these issues, and helped many
coaches greatly solve each one. They don't just get more clients, they tap
into their passion for coaching, and shine like they're a new person. It's important
you have a thriving,
successful practice; if you don't - what kind of role
model are you for your clients? And the more you get out in the world and coach,
the more not only society benefits, but the coaching profession as a whole.
please read my tips here, and apply them to your emerging practice. If you're
ready to get into action and listen to the details of how to apply each
strategy, you may access an online copy of my speech to the ICFA Conference right
here on this page.
* * * *
Before I show
you exactly how to get your first clients, make sure you take away a free copy
of '50 Power Questions to Ask Your Client'. It comes with a free subscription
to my ezine 'Mentor Monthly', which teaches you how to coach more effectively,
and gain clients with ease. (Note:I will never disclose
your private information to anyone else, and you may unsubscribe with two clicks
of the mouse)
The sad truth is, many well-trained coaches are simply
not coaching. Questions like the ones above plague coaches for the first couple
of years of their practice. So coaches who would love to be coaching 10 paying
clients, too often have only two pro bono clients. And coaches who would love
25 or more paying clients, would typically have 5-10 clients who are not all paying
their full rate.
I call this the 'Snail
Startup Syndrome'. Unfortunately, this does not serve you or
society. It doesn't serve you because you spend time struggling to fill your practice.
And it doesn't serve society because without clients - you are not making an impact
You must get over the confidence hurdle
if you are to fill your practice, and contribute to society.
The Good News
you can greatly accelerate this process. It's completely possible to overcome
those natural hurdles, and to build your client base with ease. For example, Estelle
Gibbons found this out when she applied these powerful techniques over three
months, and found herself with 17 clients, and $3,000 a month in coaching revenue.
(And she was starting from ground zero - she had never coached before! Would you
believe she's a helicopter rescue nurse?)
If you're in a hurry
to get started, you can skip ahead to find out what's
included in the speech, and be listening within minutes. Or - read on to find
out the fundamental principles I've used to get my practice off the ground, in
a way that felt honest and authentic to me.
Making the Shift
several years I have been helping coaches make the shift from focusing on themselves,
to focusing on being there for their clients. You must become fully aware of how
much your self-focus is stopping you from truly coaching. Then it's possible to
create a new focus - one that is a perfect fit for you - that enables you to coach
with complete freedom. This shift is the one that will enable you to freely
tell the world you are coaching, and to really open up your doors to all clients
with enthusiasm. This new perspective or shift is unique for each person: you
must find your unique perspective.
So many coaches are
still 'in their head' when they tell people what they do. Their explanations don't
make sense, and leave people still wondering what a coach does. And even when
they do understand it, they are often left thinking coaching is 'for someone else!'
That it wouldn't apply to them. Consider this example:
help people create goals for themselves, and then develop strategies with them
to pursue those goals, to enhance the quality of their life".
a load of rubbish! Who would be inspired to hire you from that?
you want for people and the planet is not quite the same as what the next
coach wants to contribute. And your target market will not be quite the same as
my target market. You must find your own way of expressing coaching, so that both
they and their prospects are inspired. This alone is a powerful motivating
force that will have you wanting to tell people about coaching,
and genuinely wanting to coach them.
Bypassing the Hard Sell
rarely want to be sold to. And too often an invitation to be coached, or a call
to discuss it, immediately feels like you're trying to sign them up. The key to
getting a lot of people to say yes to coaching, is to find a way to take the pressure
off, so that people are free to say yes to you. It's critical you create an invitation
that feels completely
honest for you, and that is very easy for people to say 'yes' to. When
you have this, you will have complete freedom to build your practice. Until then
you'll be one of the 90% of coaches who are 'nervous nellies.'
Most Powerful Marketing Method
Many coaches fall into
the trap of launching into long term marketing methods, without giving equal attention
to methods that will produce clients now! Yes - long term strategies can feel
nice and safe. They can also keep you in the 'Snail Startup Club.' Methods such
as Internet marketing, public speaking, professional visibility and public relations
are all very powerful - and I've used each of them. But use these later! It's
important that you give significant attention to the shorter term strategies which
will produce clients now! Just imagine how confident
and experienced you will feel once you have coached twenty people?
You MUST get to that place sooner rather than later.
In the online recording I discuss in detail what I believe is the fastest, most
efficient method of getting the first fifty clients. And - how to make it feel
natural for you.)
* * * *
If you're serious about
building a coaching practice - without feeling like you're selling or being 'pushy,'
then I strongly recommend you listen now to the online recording where I detail
how to apply the above strategies. Coaches from all over the world are
finding it extremely valuable, and recognising it can save them months and years
of 'struggle.' And I'd love to hear about the results you create in your practice
using these techniques.
In fact I'm so sure that applying these
techniques will help you get 10 clients in 30 days, that if you are not
completely satisfied, I'll refund your money. (I'm not interested in anything
that isn't a win-win).
the First 50 Clients
(Speech to the ICFA Conference in Sydney)
I delivered this
speech for the first Australasian coaching conference - hosted by the US-based
International Coach Federation. The topic was Practice Building 101 - Getting
the First 50 Clients.
For this talk I pulled together everything I had learned
from building up my own practice - from one client paying $25 a week, to twenty
very empowered clients with a revenue that tops six figures (and that's from coaching
two days a week). Plus I drew on all the knowledge I had gleaned from personally
mentoring over sixty coaches in ten different countries. If there's
a strategy to be tried, we've tried it! And - I was able to draw on my experience
of setting up and writing the training curriculum for the International Coach
Academy- particularly the business building modules.
don't have to be a highly trained coach to be able to contribute to 20-50 clients.
You don't need to have highly advanced business skills. And - you don't need to
outlay hundreds of dollars. Just follow the step by step principles I've
outlined for you in the talk, to build your practice easily, and with more
listened to the disc for the first time on Monday and have already booked 45
people for exploratory sessions. I may have to extend my goal to 100 people
in 100 days.
never knew I could inspire people to take advantage of a free session. You have
motivated me into action and I wish to thank you for this."
been "writing" mental notes of gratitude for days - and I wanted to finally email
a big "thank you." I laughed, felt supported, and learned so much I could
use the next day. I realize now we actually do people a dis-service if we do not
reach out to let them know what we are capable of as coaches.
am a high energy person, but have been intimidated about where to put the energy
in marketing. Now, I am no longer afraid or tentative and I'm actually excited
about it all! Thank you for being extraordinarily practical and not forgetting
how it feels to just start out so that you may make a difference in our beginning
communicated with humor, empathy, compassion and then gave us the tools to
use immediately. That is such a blessing. Many thanks."
Spencer, M. Ed.
Here's what you'll learn:
How to make the shift from being timid about coaching,
to being excited and expressive
to communicate coaching so that both you and your prospective client are
inspired and even provoked by the possibilities
How to obtain clients without pressuring or doing the 'hard sell'
How to market your coaching in a way that feels easy and
natural for you, and make a contribution to people at the same time
How to make an emotional shift (not just a logical one)
in your coaching practice. You'll experience a 'closed eye' exercise which will
use a powerful timeline principle with you.
of live coaching during question time at the end.
As a bonus, you'll also hear an example of:
- How to build
rapport with your audience
- The power of being authentic (i.e.
not 'BS-ing' your audience)
- How to structure an effective speech
to give a talk that actually generates clients (yes - clients hire me as
a result of being in the audience)
don't take my word for it...
"David's strategies helped me get my coaching business up and running
with 17 clients after just three months! And I couldn't believe I had $3,000
a month coming in just from helping people with their lives!"
the First Fifty Clients' was just what I needed! I have listened to the recording
twice already and plan to listen to it again.
Although very competent
in coaching skills, I really needed a clear path from 'hello' to 'getting
a client.' I realized I was so focused on ~me~ and getting a client that I was
missing the important steps in between - especially getting to a trial or exploratory
session. The speech broke it down so clearly, and gave me a structure to use.
It is making a big difference in helping me build my practice.
- The free bonus recording of you explaining a trial session in detail was also
excellent. After listening, I sat down and called twenty people on the telephone!
have applied the information, with terrific results. I started last Monday,
making a deal with myself to have a new client each day. So far, that has occurred
- and I have ten new clients!
been on my own starting a new coaching business for almost a year, and was really
stuck as to how to get back into the conversations that would turn themselves
into paying clients. I now have these new clients, some at full rate, some at
half-rate, some pro bono. And - I feel so alive and creative and in touch with
my own work!
am very grateful to you for your inspiring and practical approach. I would
highly recommend people listen to this talk. It is easy to assimilate, and fun.
And when people follow your directions and their own passion, the results are
astounding. Thanks again!"
The Art of Living
is something special to see someone allow us .. invite us ... to go in and find
our own answers. David's coaching during question time in the speech was some
of the best coaching I've ever seen"
Head Teleclass Leader
For more of what people
coming up with a reasonable price to charge, I first looked at some of the results
these strategies have produced. Clearly Estelle Gibbons who ended up loving her
coaching, and making $3,000 a month after only three months, got
several thousand dollars worth from these techniques. And even if you only got
one clear insight that you can apply now to your coaching practice (or which helps
you clearly decide if you want to be a coach), you might say it was worth over
However, as I want this to be completely affordable
for all coaches in all countries, I've set the price at a low
(You may choose your own currency on the final
Special Bonus Resources
at the conference (who had paid several hundred dollars to be there, not to mention
hours travel time), received valuable resources as handouts. These were a gift
to further support coaches in building their practices. To make the process even
easier for you, and to ensure you get more clients, if you order now I'll
include at no additional cost:
Fifty Trial Sessions in Fifty Days Form
A resource to help you access
your current network in a way that feels natural and authentic to you
and to them. (i.e. no more 'push!').
Top Ten Pro Bono Tips
it pays to discount your coaching in the beginning, or even take on some clients
'free' or pro bono. In these cases, there is still a LOT you can ask for in return
- from arranging 'contra' deals to getting testimonials. This is a valuable list
of what to
Get paid even when you're not getting paid.
Top Five Prospective Client Objections
What do you do when you've talked about coaching, and your prospective client
says they can't afford it? Or they can't think of what they would work on? Or
they think they can do it themselves? This gives you the top five objections to
coaching you are likely to encounter, and how to empower the client to break
through these obstacles.
Transcript of the Speech
of you who are visual, it's nice to be able to print off the speech and read it
at your leisure. This transcript now comes in HTML and PDF (Acrobat) versions.
Gift 5: (New! Limited Time Only)
Minute Recording of 'How to Structure Your Trial Coaching Session'
- your prospect has agreed to have one trial session with you to see if coaching
might be for them. Now what do you do? In this bonus recording of a live
coach mentoring session, I explain in detail how to structure a trial session
so that your prospective client says "YES!" to hiring you
as a coach. (Requires the free RealPlayer to access; instructions provided. )
* * *
As you can see
these resources alone - even without the online speech - are worth over US$100.
However they are included with the speech free of charge to assist you to build
your practice. This brings the total package value to US$158.75 , available
right now for only US$39.
guarantee that if you implement the strategies described in the speech, and commit
to the game I invite you to play, you will have an additional 10 clients within
30 days. And if you're really serious about your coaching, 20 clients within 90
days! If not, contact us within the first 90 days, and I'll cheerfully refund
your purchase price. And - you get to keep the bonus
resources with my best wishes.
How You Can Start Building Your Practice In The Next Ten Minutes...
to advances in technology, you can now listen to this speech from the comfort
of your own home or office (i.e. online). And - saving the hassle of flying thousands
of miles to a conference, and saving hundreds of dollars worth of conference fees.
And best of all - you don't even have to wait - you can access it immediately.
how it works: You'll be taken to a secure server where you can enter your payment
details safely and confidentially. Or if you like, you can now pay by phone, fax,
mail or PayPal. You will receive an email with a receipt and order number for
your purchase (which I recommend you print off for tax purposes). You will then
be taken to a web page where you may listen to the speech immediately. At that
page you'll also get immediate access to the bonus resources. (And - you'll be
given instructions to download the free RealPlayer software if you don't already
(New! Want to listen
from your stereo, or in your car? Prefer to own your own copy? Due to popular
demand, you now have the option to order the speech on CD).
To ensure you get to try out this new product with zero risk, I suggest you:
to the speech now. Then take any action you feel inspired to commit to. Two
weeks later, listen to the speech again, so you can really let the principles
sink in. Make sure you re-read the bonus resources so you can further reinforce
your learning. And just before 90 days have passed, if you feel it wasn't worth
the low price you paid, simply email me to request a full refund.