Professional Coaches » Tips & Tricks

It’s That Time of Year Again

admin — Fri, 01 Jan 2010 10:00:35 +0000

With the New Year upon us, it's time to rethink about what you do and how you tell people about what you do. I don't know if this happens to you, but it does happen to a lot of coaches I know: They may start their year with a nice, crisp elevator pitch to describe what they do but as the year progresses, the pitch evolves. It's okay for an elevator pitch to evolve IF it evolves in a good way. But it doesn't always work that way: Your pitch might take on new elements as your business changes or as the market place changes. Frequently, I've noticed that lots of coaches who have heard the objection "your price is too high" will unconsciously add a price clarification into their elevator pitch even though it's not necessary. So a pitch that says "I help people become organized" becomes "I help people become organized and I don't cost as much as other coaches".

So, now it's time to spend a moment and think about your elevator pitch for this year:

* What are you doing in your business this year that is similar to the past?

* What elements from last year's elevator pitch can you carry over to this year?

* How has your business changed?

* What elements of your business are NOT currently reflected in your elevator pitch?

* What are the top objections you've faced?

* Who are the key clients you want to attract this year?

It's time to reinvigorate your elevator pitch to get ready for another exciting year!

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Create a Lasting Record of Telephone Calls

admin — Wed, 30 Dec 2009 10:00:10 +0000

If any of your coaching takes place over the telephone, one of the services you can offer your clients is to record the telephone call and provide it for their review later. (Disclaimer: If you are recording any telephone call for professional reasons, you should let the other person know and you should ask for permission first).

Basically, the easiest way to get started now, without any fancy equipment, is to use a system like the ones offered by RecordiaPro.com, RecordMyCalls.com, or FreeConferenceCalling.com… but there are many others. Most of the systems work something like this: You create an account at one of these sites then you call them and conference call your client. You have your conversation, then you end up with an audio file (often an mp3) as a record of your call.

So, here are a few ways to use this:

1. In any telephone coaching scenario, talk to your client over the phone then deliver a recording of the call. As a bonus, send them a transcription, too.

2. In telephone seminars, have numerous people dial in and listen to you (and they may or may not ask questions, depending on your preference) and have your seminar recorded as an mp3 to use as a podcast.

3. Get a transcription of your call to be used in various ways (as a blog series, in an ebook, as the foundation for a guide or manual, etc.)

Your conversations are valuable and by recording them, you are preserving them to be reused by you and by your clients in the future.

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My Evolution in Learning

admin — Fri, 25 Dec 2009 13:14:38 +0000

When I first became a coach, I used to read everything I could about coaching. Everything. If it even had the word "coaching" in it, it was in my reading list. (Which means I can now coach kids hockey whenever I'm needed!) After a while, it all started to sound the same and I began an evolution to where I am today: Now, I read as widely as possible.

Of course, I still have a few key coaching resources that I turn to again and again (insert shameless plug for this blog here). They are in my Google Reader and I'm a faithful and loyal follower. But as soon as I started reading more widely, I found that I became a better coach because:

* I could relate to people more effectively. Chances were, I'd just read something interesting related to what was important to them.

* I began to develop my own unique and creative coaching tools: An article about watercolor painting therapy inspired me to introduce a creative drawing component into my own practice that clients have responded to.

* I could more easily draw a link between "the outside world" and my coaching services, helping me acquire more clients because I could see things from their perspective.

I'd recommend the following:

* Bookmark a handful of coaching resources (of course) and don't ever stop honing your craft.

* Read one national newspaper or newsmagazine

* Read one local newspaper if you have local clients (and if you live in a bigger city, opt for those neighborhood newspapers instead of your city paper)

* Read a general content magazine that covers a wider range of information like Readers Digest or Salon

* Read a magazine of a hobby that you find interesting

* Avoid tabloid or celebrity gossip magazines (well, you can read them in your spare time but I don't think they're applicable here)

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Analogies as a Teaching and Learning Tool

admin — Tue, 15 Dec 2009 17:39:21 +0000

Several years ago I was in a business coaching group. There were a number of us – maybe 12 or so? – who would gather for weekly meetings and talk about our businesses while networking. One day, the session opened with the group leader asking us to describe our business experience while using the analogy of a roller coaster. So some people talked about Ferris Wheels and some people talked about Merry-Go-Rounds, and I sat there with a bad attitude, rolling my eyes and asking myself "why did I pay to do this?"

Years later, my thoughts have changed on the matter. Although I think that the roller coaster analogy itself may have been weak (and the leader never did anything with it beyond asking us to describe our experience), I've come to realize the value of the analogy in general.

An analogy is when we describe something and show how it is similar (analogous) to something else. Analogies help us to clarify our thoughts, put words to our feelings and to analyze situations.

Clarifying our thoughts

Sometimes we can get so caught up in a particular moment that we lose sight of its true importance (or we get stressed out about it even though it is totally unimportant) and an analogy can help to clarify what we are thinking. Sometimes there are so many things to think about in one given moment that we lose sight of the one thing that needs to be thought about.

Put words to our feelings

Sometimes a situation is so complex that it begins to feel insurmountable and we can become overwhelmed with it. The more complex it becomes, the harder it is for us to know how we feel about it and that not only stresses us out but it also causes us to stop acting. Analogies help us to express what we feel, particularly at times when we can't express it with more conventional "I'm sad" or "I'm scared."

Analyze situations

As mentioned, sometimes a situation is complex that we don't know what we are going to do. A analogy helps us to figure out (even in a slightly imperfect way) what the situation really is like and that helps to put us on a path towards figuring out a solution.

If you're not using analogies in your practice, you may want to think about starting. They are a great way to get the conversation going and to get clients unstuck.

A few things you should know about analogies:

* Analogies will always be imperfect. There is never an exactly comparable analogy. Your job isn't to highlight how an analogy is flawed but rather to explore how the client sees the analogy as comparable and why they chose that particular analogy.

* When asking clients to give an analogy, give them some parameters. Don't just say: "give me an analogy" but rather ask them to give you an analogy within a certain definition. The roller coaster is on example. Or you might say, "Imagine that you are an animal. What animal would you be? Why? What animal would your competitors be? Why?" You should try to pick an analogy type that your clients find engaging. (A person with an interest in aircraft, for example, might be interested in creating analogies about how his or her business is like a particular airplane).

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6 Go-To Coaching Tool Sources

admin — Fri, 11 Sep 2009 05:49:51 +0000

As a coach, you want to keep your practice useful to your clients, and probably fresh and engaging, too. From time to time you find that you need a tool or resource to help you help someone else. Here are six sites, each with a great big pile of resources to help you. Not all of these resources will be exclusively applicable to you but you’ll probably find something you can use.

Coaching for Success Inc. has many helpful tools for a variety of coaches, from business and professional coaching to life and relationship coaching, even to specifics like financial coaching and spirituality coaching. Scroll down through the specific types of coaches to find the type of coaching that you do; you’ll web pages, diagrams, resources, and more! (Resource page: http://www.coach.net/toolmenu.htm)

BREFI is a UK-based coaching company. Although their resources are billed as "corporate or individual" resources, I find these resources are ideal for middle and upper management ("individuals AT corporations" one might say). There are inspiring downloadable stories, neuro-linguistic programming resources, and flashcards. A good variety. (Resources page: http://www.brefigroup.co.uk/resources/view_product_category/product_category_sname/free.do).

Peer Coaching Program (sponsored by Microsoft) has a vision to train teacher leaders to coach peers. A lot of their coaching resources are peer-oriented and oriented toward helping teachers teach more effectively but I still liked them and found that a few were applicable across other disciplines. (Resources page: http://pc.innovativeteachers.com/mpc_web/CoachingResourceCenter/CRCHome.aspx)

MindTools is a site that is not strictly for coaches, but the resources can be used by coaches as invaluable tools. They have a number of resources, tools, and ideas that relate to stress management, creative thinking, problem solving, decision making, communication, and more. You’ll find these tools to be general (that is, anyone can use them but they need to apply them to their own situation). You’ll find good stuff here but you’ll need to customize the concepts to your own specialty. (Resources page: http://www.mindtools.com/).

IdeaChampions is a consulting and training company that works with people to promote creativity, innovation, leadership, and more. They have a slick looking website and a lot of really cool looking products. In terms of a consulting brand, these guys are champions. But over on their resources page, they also have a few podcasts and PDFs about innovation and creative thinking. (Resources page: http://www.ideachampions.com/downloads.shtml)

Coaches Plus Learning Community is a place for life coaches. When I first clicked here I thought the page looked sparse until I realized that I needed to click through each link to find way more resources: Client forms, tips, workbooks, there is a lot of stuff here and it is good! While most of it is specific to life coaches, business coaches might find a few gems here as well. (Resources page: http://www.coachesplus.com/categories/coaching-resources-centre)

These resources are not going to replace your quality insight. But they can help you to work with your clients to draw out important details, walk them through challenges, and collaborate on a solution that will work in their situation.

And, let me invite you to share the wealth: If you have tools and resources that work for you, why not compile in a page on your site and leave a link in the comments field below.

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Data Storage and Back-up for Dummies

admin — Thu, 28 May 2009 04:04:39 +0000

In your practice, you potentially collect a lot of data. You probably have marketing information, prospect information, past and current client information, and resources that you use and/or share with clients. And don’t forget all that important bookkeeping data that your accountant wants every month.

What would happen if you arrived at work tomorrow and discovered that it was all gone from your hard drive? (insert freak out here)

Data back-up is like flossing your teeth or checking your car’s tire pressure. It’s something you should do regularly but probably don’t. Lots of people don’t. There are usually 3 reasons why people don’t back things up:

It took a lot of time to back things up;
It could cost a lot of money for storage space;
It was a hassle.

Fortunately, those aren’t excuses any longer. Advancements in data storage have dramatically improved backing-up opportunities and have resolved these three issues. Now, there are all kinds of options that you can implement to back up your data.

Here are the three that I use.

External Hard drive. For a hundred bucks or so you can get a TON of space (probably more than you’ll need for the amount of information you currently have). I keep my hard drive connected to my computer and have it set on "auto sync" (the synchronizing software came with the hard drive). So, every few minutes, my external hard drive whirrrrs for a moment and everything is mirrored between my computer and my hard drive.

USB stick. I like the external hard drive for a close-at-hand solution that carries a lot of information. But sometimes I like the security of knowing that my information is easily accessible but not at my office. At the end of every day, my receptionist takes 3 minutes to copy over my computer files to a USB stick and puts it on my desk where I pick it up on the way out the door. If I need to do work offsite, this is a handy way to have everything with me.

Amazon. This is the mother of all backups. I love it and highly recommend it. It costs just a few cents a month (no, that’s not an exaggeration. I think I pay 50 cents a month). You go to www.JungleDisk.com and follow their instructions to download their program. Then sign up at Amazon S3 (JungleDisk has all the details). Then run JungleDisk on your computer. You can configure it to save regularly to Amazon’s "cloud". It’s so easy.

Now that I’ve given you these 3 storage ideas, here’s a best practice: Do all 3. Your data is your business and if it were to be lost, it could cost you. Like paying for insurance, it can seem unnecessary… UNTIL you need it! So, for the cost of an external hard drive, a USB stick, and Amazon’s back-up, it’s well worth the peace of mind and business continuation that you’ll get. Take an hour or two and get it all working together. Get a back-up system in place. Yes, you’ll lose an hour of productivity, but if disaster ever strikes your business, you’ll be able to bounce back fast.

Today’s technology solves all three previous excuses you had for not backing up data: It’s so quick (and sometimes automated) to back up your data. It costs so little now to back up in all three ways. And, it’s as easy as dragging files from one place to another.

Okay, you’ve reached the end of this post. Did you write "put a back-up plan in place" in your schedule? Scratch it out. That’s right, scratch it out. Don’t schedule it. Do it right now.

I’m watching you. Do it now.

No, don’t even think about clicking to another site. Put a back-up plan in place.

Think I’m nagging you? Trust me, you’ll thank me some day.

Contemporary VA

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Online Tools for Professional Coaches

admin — Thu, 23 Apr 2009 02:30:38 +0000

In recent years, the need for coaches to meet clients face-to-face has largely diminished. There are still many coaches who prefer or even insist on meeting clients in person and in some coaching situations, that is the right choice. But today’s web has opened up the possibilities to allow coaches to work with clients online. We’re not just talking about the telephone, there’s so much more.

Skype. Face to face can still happen, even when separated by oceans. Skype is a web-based telephone service that works through your computer and allows you to talk, video conference, instant message, and share files. It’s an excellent communications hub enabling professional coaches with the ability to meet clients no matter where they are.

GoogleDocs. GoogleDocs is a free online word processing application. If you use Microsoft Word, GoogleDocs feels excatly the same. Files are stored online in your own secure account and you can access them from any computer. But GoogleDocs offers coaches two additional advantages: You can share documents with others so that both of you can work on the same document at the same time without overwriting the other person’s work. For example, that means that your client on the other side of the globe can sign into a document that you’ve shared with them and the two of you can work on their goals. Together, at the same time. And the other benefit to a coach: GoogleDocs allows you to create custom forms that can be posted on your website. New clients can fill out the form online, click submit, and all of their answers are entered into a GoogleDoc for you to review before their first session. Why not have one form for new clients and another form for your regular clients to fill out before each session?

Mindomo or Mindmeister. These are web-based mindmapping software that allows you to create mindmaps online. Like GoogleDocs, more than one person can edit a map at once, making it the perfect tool for you to work with your clients no matter where there are. (I’ve listed both of the ones that I’ve used here, and there are others, but I prefer Mindmeister).

Blogs. Blogs aren’t just for you to promote your business so that the world can see. Blogs can come with limited access for only certain people to view. A coach might have a client create a blog as a personal journal of their progress, and set the viewership permission so that the only people who can see blog are the client and the coach. This allows the client to keep the coach up to date, and the coach can add comments to encourage or direct where necessary.

These are just four tools that can empower coaches to meet with clients anywhere, and to collaborate with them in real time, all the time.

Contemporary VA

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Do I really have to sell?

admin — Thu, 23 Apr 2009 01:48:38 +0000

Professional coaches offer meaningful services to people — services that can have a powerful impact in their client’s lives. Unfortunately, GETTING clients is one of the biggest problems in professional coaching because many coaches are skilled at working WITH clients but have less skill (and interest!) in selling their services. So consider this a sales 101 lesson specific to professional coaches.

Part of the problem lies in the misconception that sales is about pushing people into making a decision that they aren’t comfortable with. The truth, however, is that sales should be about helping people figure out what they need and then showing them how to get it. Not that different than what you do as a coach!

Once you’ve met someone who may have a need for your services, your first task is to highlight that need. You don’t have to push them into anything. Ask questions that draw out their own thoughts and feelings on the issue. Talk about the issues they’re facing as a result. And talk about the consequences of continuing in the same way that they always have.

By doing this, you are helping yourself understand the need and, more importantly, you are helping them to realize just how great in scope their need really is.

Once you have helped them see their current state, talk to them about how much better it could be. Don’t talk about what you can do for them. Don’t talk about how you can solve their problems. Instead, focus on helping them see an image in their minds of how life could be improved when they address their issue or challenge. In sales speak, you’ve probably heard of selling the sizzle, not the steak. Helping them to see that ideal in their mind is the sizzle. Don’t worry about your services just yet — that’s the steak.

Once they have seen the ideal image of themselves living with their issue completely resolved, then you can ask the question: "How can you get there?"

They might suggest some ideas of their own. That’s fine. But then the conversation will reach a point when you can offer that they come and talk to you. Point back to that image that they just pictured. You will want to rephrase it for your situation, but you’d essentially say something like: "You know how you pictured a life that was highly productive and free from procrastination? I’d like to help you achieve that."

And then ask when they would like to schedule an appointment. Don’t ask if they would like an appointment. Ask when they would like an appointment.

This is a basic sales presentation, customized to the professional coaching industry. Of course you will want to modify it slightly for your own needs, but this method works — proven over and over through decades of sales experience in all industries. Of course you won’t book appointments with everyone you use this method with, but it can help create some structure and direction around your pre-coaching conversations.

And do you notice something else? It’s not pushy. It’s not forceful. What’s more, it probably is not that different than what you do now: help people see the problem clearly, help people see the solution clearly, and help them get from the problem to the solution. The first step is the SALES step — to get them to see you professionally.

Contemporary VA

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Marketing Your Coaching Business

admin — Wed, 04 Mar 2009 15:50:30 +0000

The professional coaching business is in demand. Businesses and individuals are utilizing professional coaches for an array of reasons and goals.

Today’s current economy opens even more doors for professional coaches to be of assistance in the areas of business strategy and growth, and to assist individuals with the expansion of skills and flexibility for the job market and other goals.

In today’s age, many people and businesses are utilizing the Internet to find resources, including coaches. It’s important to expose yourself so that when they reach out they can find YOU. You can’t just sit in some corner on the web and hope they find you.

Every business needs to create an online presence and be active in its’ marketing. It’s no longer just about being a name in the phone book. Businesses are working with coaches and other businesses across the country, and even across the world.

So what do you do to expand your exposure? A number of things. You can reach out to resources that can assist you in your marketing efforts like a Virtual Assistant Firm (who can also help you with other key elements of your business) or you can undertake your own marketing efforts.

Marketing online requires the maintenance of a website and/or blog and actively promoting the same. Social Marketing and Networking should definitely be part of your strategy. Learn about online marketing strategies and tips to help you along the journey. The key is to put yourself out there. If you don’t, and someone seeks your service, they may just find your competitor instead of you.

Karen J. for ProfessionalCoaches.com

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Smart Goals – Setting Your Goals

admin — Wed, 04 Feb 2009 06:01:30 +0000

As a New Year comes in, we all begin to think about our goals. Unfortunately, as the year progresses goals are often lost in the hustle and bustle of our lives.

Could it be that we’re simply not setting “smart goals”? Possibly.

We tend to set big goals, attainable, but big. When you set a big goal, it’s important to set a smaller structure of goals.

Our minds can be easily overwhelemed when we think of our big goals. Big goals may be quitting smoking, moving into a bigger house, increasing company revenue and other goals that are not generally attained with just one or two steps.

If we break big goals down into little goals that will bring about the success of our big goal, our minds don’t feel so overwhelmed. You could call it a ‘plan’ but people generally get more satisfaction when they feel they’ve accomplished a goal, even if it is a small one.

Big obstacles broken down into small obstacles appear easier to achieve. They don’t seem to tire our mind out trying to wrap itself around something that sometimes can simply seem impossible.

If a goal may take months or even a year, many people will give up long before many, if any, of the smaller steps involved are accomplished if they haven’t set ’smart goals’.

We’ve all heard of using a picture that reflects our goal and placing it somewhere that we will frequently see it to motivate us. It works. Many people have achieved their success utilizing this method. But it becomes an even more successful method when we couple it with daily or weekly goals.

Studies show that having a deadline in place renders more achievements. Set deadlines on goals and attach pictures, or even written words, with each deadline and not just the final outcome.

If someone wants to quit smoking, have them set a daily or weekly deadline for themselves. Maybe use a calendar, even a makeshift one, that includes each daily or weekly goal/deadline and utilize a picture that reflects progress. Maybe find pictures that show the effect on the lungs of quitting smoking for a week, two weeks, one month, two months, etc. Then a person can visualize their body healing itself as they reach each goal.

Negative pictures can have just as much of an impact, if not more in certain situations, as positive pictures. Consider attaching pictures of what an active smoker’s lungs look like along with the improving lung pictures. Sometimes, the ‘gross’ or ’scare’ tactic can have great impact. Couple that tactic with the person seeing the alternative, of their lungs improving, and achieving their small goals and you will likely see progression to finish.

You could even go so far as for the person to paste a picture of themselves into a picture with a coffin on it with their beloved kids, parents, friends and family members standing around it. Yes, it sounds very morbid, but impactful. Every time they feel like breaking their goals, they can take a look at that picture and decide for themselves if they want to continue on to an early, self-inflicted journey to their passing.

This method can be utilized for any goal. We have to be creative so that we can keep our mind stimulated.

People will sometimes try to avoid negative outcomes before they will work hard toward positive outcomes. So reversing the method of using the picture of a sunny beach or utilizing it hand-in-hand with the negative picture can oftentimes be more successful for the harder-to-motivate person.

When setting your goals, or your client’s goals, set smart goals and be creative. Ensure they are consistently reminded not only of the good that accomplishing their goals will bring to their life but what the failure of those goals will bring as well.

If it’s a new house they want, have them use not only a picture of their dream house, but also a picture of their existing house so that they can consistently compare the results.

The same for if they want to make more money. Or if they want to attain a new skill. Have them consistently see what will happen not only if they achieve their goal, but what will happen if they don’t.

And again, set smart goals, small goals that are steps to the bigger goal and a vision of the accomplishment, or non-accomplishment of each small goal.

If we only think ‘hey, if I accomplish this I’ll have a bigger house, or more money’ it’s too easy for the mind to ditch it and settle because the impact of not reaching the goal isn’t vivid enough.

We have to consistently take new approaches, even if some aren’t so pleasant, to ensure success. Reaching success isn’t all roses and daffodils and pretending that it is could be a set-up for failure.

Karen J. for ProfessionalCoaches.comSimilar Posts:

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