Are you a health coach who is putting off getting started because you are a coach….not a salesman?
Do you feel like the two just don’t go together?
Think again! One of the strongest coaching skills can also be your most valuable sales skill.
Listening.
Selling does not have to be salesy or slimy.
It shouldn’t put you in the position of “pushing” something on to someone.
If you know these 3 secrets, you will be able to sell and be assured you are doing your customer a favor.
1.Only market to the people who fall within your niche, the people you established earlier as being your ideal client. This used to be called “qualifying”. You are only talking to the people who want to listen. If you market correctly, your sales are much easier.
2.Don’t have a $ earnings, sale, target…anything in your head when you talk to the customer. The only thing that should be in your head is how you can help that person in front of you. Decide up front, it is your job to explain to that person what they need to solve their problem. To do that, you have to listen to them, hear what they are saying and address their needs. If what you have to offer is not what they need, don’t be afraid to say it. If you are honest, you will prosper…maybe not with this person, but with their friends, neighbors, kids or parents. You do not have to be a cheesy salesperson to sell health coaching. If they ask a question, do not talk around it. Be direct and answer their questions. You will gain more in the long run if you turn a person away or to a less expensive program that is right for them, than if you push them into something they don’t need because it makes you more money.
3.Know what you are talking about and if you don’t know – admit it. Don’t ever try to bluff your way through. Admit if you don’t know the answer and tell them where your great resources for that answer are. There is nothing wrong with not knowing. It is wrong to pretend like you know.
There is a simple formula that helps to easily make sales while focusing on serving your clients. Keep these steps in mind and you will have no trouble filling your client roster.
NEEDS + FEATURES = BENEFITS
NEEDS: This is just what it sounds like. You need to find out what the needs of your prospective client really are. This might not always be what the client walks in thinking s/he needs. As an expert health coach, it is your job to ask probing questions and get to the heart of the real needs that must be addressed while working together.
FEATURES: What are the features of your product/service that will address your client’s needs? E.g. If a weight loss client needs something simple to help in meal planning, you would highlight the feature of your coaching where you provide customized meal planning. Focus on the features that are relevant, don’t give a list of everything s/he could get. The only features relevant to the conversation are the ones that directly impact his/her needs.
BENEFITS: You know your client’s needs and the features of your product/service that will address these. Now let him/her know the benefits. How will s/he feel better? What will life changes look like? What is the vision that is exciting about implementing these changes? These are the benefits, the reason s/he will end up working with you to make health changes.
What is one tip you would like to share with fellow health coaches? What are your feelings about sales? Share below!
Thanks for the great tips Cathy! The one tip I would share is be yourself and don’t think you have to do everything that another coach is doing. – oops, guess that was two 🙂
Great tip Lori, though sometimes it is nice to watch other coaches and learn what they are doing right…and learn from their mistakes without making them yourself.
Thanks for these great tips Cathy. Sales is definitely the hardest part for me and these tips are really helpful. My best tip is don’t be afraid to tell people what you do. I have found that people are genuinely interested and even if they don’t become a client they may end up telling others about you.
I’m glad you could use it Shari!
Very true Leslie, sometimes that leads into them selling you to help them.
As a new coach, I appreciate any tips that remind me that there is a reason I am doing this. I need to remind myself daily of what my authentic purpose is in doing this work at all. It’s very easy to get distracted with all the little things that come with starting a new business. #2 is my favorite!
Thanks for these tips Cathy! My favorite is #3 because I believe we build greater authority when we know what we know and don’t what we don’t.
If I were to add a tip it would be to allow yourself to shine in the eyes of your client without blinding them. There is a reason they chose to contact you. It’s like they came turned on a lamp (you) so they can accomplish their desired result.
Cathy,
I believe we are enhancing the lives of others by sharing our wealth of knowledge. Everyone is looking for ways to live longer, feel stronger and be healthier.
I don’t feel slimy at all when I sell my services and my products. I know they are well needed.
Thanks for bringing up that tip.
These are such great tips Cathy! I especially like NEEDS + FEATURES = BENEFITS.
When you put it like that, it completely changes the dynamic! Many thanks for continually offering great content!
Thanks Cathy! These are great tips. I would say, think of the “sales” in regards to just talking to them as a friend. It helps with networking and the sale in he end when you don’t think of it as slimy!
This is a great list, Cathy – it’s so important to remember that everything is energy and that we can shift our own energy around “sales and marketing” to see it as “creating value and communicating!”
When we think about all the things and services in our lives that make us feel taken care of and abundant – our homes, cars, masseuses, hairstylists, etc. – we think of them in gratitude, and our ideal clients can think of us with that same love and appreciation when we make their lives better!
Great tips! I believe as long as your authentic and you clearly convey the “what’s in it for me” from the clients perspective, it won’t come off as salesy.