Most of you know by now that your business is not about you.
People who are checking you out aren’t looking for coaching or consulting.
They want to find solutions to a problem.
Your job is to know what that problem is and to explain what you do in terms of results.
Imagine what it would be like to answer the question “What do you do?,” with a great story about your client.
For example, let’s say you specialize in business coaching and someone says, “So, what do you do?”
Your answer: “I’m a business coach. Let me tell you about one of my clients. This guy’s problem wasn’t sales, it was keeping up with demand. He had so much work he didn’t know what to do, but the problem was his checking account was always empty. Long story short, he turned things around, raised his rates, started qualifying his customers, and bingo. Last year he had record profitability, in spite of the recession.”
See, people can remember a story like that, and it will help them remember you.
Here are some questions to help you describe what you do in terms of results.
- Think about the clients you have coached over the last twelve months. Is there any recurring pattern or theme to the type of coaching you have done? If so, what are the common themes.
- Can you describe the scenarios your clients find themselves in when they come to you?
- Go back and read through some email conversations with your clients. Do you see any breakthroughs?
- What stories do you have from your clients about how life is different because of coaching?
- What is the highest compliment a client has ever paid you?
There you go, hope this is helpful, now what are your ideas? Please share!
