If you don't follow up with them one of two things will happen: 1) they'll find someone else to coach them or 2) they'll think you don't want them as a client anymore and ...guess what ... they'll find someone else to coach them.
Do you always buy from the first company you talk to? What is it that makes you buy from one company rather than another? It's not always because they're cheaper, is it?
In these days of automated internet shopping and 'press 2 for accounts', people are crying out for people who care enough to speak to them. If you had the choice between being treated as a number or as a friend, which one would it be?
Phoning or emailing a prospective client and asking if there are any ways in which you can help them, isn't cold calling, it's politeness. And how about catching up with clients who haven't had a session for a while? Could you call them or send them a postcard asking how they're doing and saying you've missed them?
Studies show that it costs about five times as much to get a new client to book a session compared to an existing client. The easiest ways that you can immediately increase your income from coaching is by getting your existing clients to do more with you. After all, they know you, they trust you and they've got used to having sessions with you.
"But Hannah, surely you realise that Coaching is about empowerment and we should be getting our clients to the point where they don't need us anymore?"
Absolutely right. But just because they've finished their course of coaching on one issue doesn't mean that they'll never need another coaching session ever again. You never know when that person you coached a year ago on work/life balance might get a promotion and need to develop their Leadership skills. Or when someone decides to change career, get fit or move abroad.
Do you want them to go to another coach?
Of course not. So, think about ways that you can continue your relationship with them. Whether it's a quarterly phone call, postcard, birthday card or newsletter, find a way to keep in touch because you never know when their circumstances might change.
It also increases the likelihood that they'll recommend you to someone they know. And even if someone asks you about coaching but doesn't go ahead, it doesn't mean that they'll never need a coach. Some people think about getting a coach for a year before they actually do anything about it.
What are the ways that you could keep in touch and make sure that leads don't go cold?
Contact:
Agbolade Omowole
nigeriaslifecoach@gmail.com
+2347064649978
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