coaching – the perfect tie in to your consulting business
DESCRIPTION
Coaching is a great value-added skillset and service for a consulting business.TRANSCRIPT
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Coaching – the Perfect Tie-in to a Consulting Business
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Agenda and Learning Outcomes
1. Compare Coaching and Consulting2. Define client expectations of the coaching process3. Give examples of coaching tools: language, focus,
write a mission statement
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Agenda and Learning Outcomes
4. Analyze business opportunities and income potential5. Develop a marketing plan6. Prepare an elevator speech
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Consulting versus Coaching
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Consulting versus Coaching
Assess
Analyze
Advise
Partner
Perspective
Possibilities
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Consulting versus Coaching
A consultant is an expert brought in to advise the client.
A coach is a process expert brought in to expand the client’s thinking and accountability.
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The Tie-in to Consulting
From a Corporate perspective - Top 3 reasons coaches are hired: – develop high potentials or
facilitate transition (48%) – act as a sounding board (26%) – address derailing behavior
(12%) – Harvard Business Review
76% of the time personal issues are addressed
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The Tie-in to Consulting
From an Individual perspective – Most important reasons for hiring a coach: career, business management, self-esteem,
work/life balance. - ICF
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Client Expectations
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Client Expectations of Coaching
• Skill development• Perspective• Action planning
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The Tie-in: Consultant and Coach
• A Consultant works with a client
• The client struggles to implement changes
• The Consultant coaches the client to create the change
• The Consultant coaches the client to think and act in keeping with the chosen outcome goal
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The Tie-in: Consultant and Coaching
• How is the ideal client for a coach and a consultant similar?
• How likely is it that the person benefiting from a consultant benefits from coaching?
• How does coaching add value to consulting?
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Coaching Tools
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Coaching Tools: Assertive Communication
Quit telling, start asking
Stop focusing on the problem
Start focusing on the solution
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Coaching Tools: NLP
• What They Do Want• Forward Focus• Internal Motivation• Proactive• Positive
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Coaching Tools: Write a Mission Statement
1. Brainstorm a list of words
2. Sort the words into groups
3. Brainstorm phrases for each group of words
4. Combine phrases
5. One sentence
– 12 words or less
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Business Opportunities
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Coaching Business Opportunities - Statistics
Improvement shown:• Training =• Training + coaching =
500% ROI!Coaching has...
22%86%
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Coaching Income Potential
• Hourly cost: $100 - $3,500; Median is $500• 1 coach for every 29,000 people in the US and Canada• Professional Credibility
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Coaching Income Potential
Life Executive Group
Pricing adjusted up with experience
Two Sessions per Month = $250Four Sessions per Month = $490
Two Sessions per Month = $490Four Sessions per Month = $950
Once a Month = $49Twice a Month = $98
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Example
Income Goal $100,000
Number of clients
33 clients at $250/month = $3000/year/ea = $99,000/year
Hours to work
33 clients twice a
month each = 16-17
coaching hours per
week
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Marketing
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Marketing: First Priorities and Great Next Steps
– Name and Niche– Theme and Message– Website and Business Cards
– Information Packet– Blogs and Articles– Speeches and Presentations
First Priorities
Great Next Steps
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Marketing Plan
• About Your Market– Demographics– Demand
• Barriers• Pricing• Goals• Strategies
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Marketing: Consistency
• Exposure– Online– Presenting– Networking
• Client Sources– Word of Mouth– Referrals– Connections
Marketing Made Simple softwarehttp://centerforcoachingcertification.net/
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Elevator Speech
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Elevator Speech
• What is ‘Typical’?• What is the level of interest?
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Elevator Speech
1. Ask: What do you do?2. Listen3. Ask: What is your
biggest challenge?4. Listen
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Elevator Speech
5. Share: Interesting – tied to what I do6. Be QUIET7. Wait: They will ASK what you do8. Share: Tie your work to their challenge
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Elevator Speech
9. Confirm: Not the place now, let’s have a 5-minute phone conversation to see if we should talk more
10. Ask: for their card11. Research and prepare12. Follow-up!
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Think Possibilities
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Think Possibilities
What are the opportunities for you to use coaching certification?– Professionally– Personally
(Think Skills and Coaching)
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Think Possibilities
• How would coaching certification benefit you?– Credibility– Financially– CEUs
• What is your timeline?
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Evaluations – Remember the Learning Outcomes
1. Compare Coaching versus Consulting2. Define client expectations of the coaching process3. Give examples of coaching tools: language, focus,
write a mission statement4. Analyze business opportunities and income
potential5. Develop a marketing plan6. Prepare an elevator speech
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Thank You
Please tell me how I can be helpful!
Cathy LiskaTraining DirectorCenter for Coaching CertificationDirect: 843-209-2641TrainingDirector@CenterforCoachingCertification.comwww.CenterforCoachingCertification.com