Whitepaper
How to engage clients by design
If you are a coach, consultant or facilitator, you will know that enrolling new clients can be less than straightforward.
As someone whose “product” is relational and high value, gaining new clients is not like selling a product. Instead, it involves building trust, understanding the real challenge, gaining agreement on what you will do, and outlining a plan your client approves of.
When I started a consulting and coaching business, I found a great deal of sales approaches that aim to “close the deal”.
Whether you are seeking to build a sustainable coaching or consulting business, or to grow your influence within an organisation, your success requires you to
choose to pursue opportunities that will bring the most benefit to you and your clients, and
be effective at creating value from opportunities when they arise.
Closing the deal, or opening a relationship?
This paper outlines an approach that establishes a relationship where your client is equipped to make a good decision about engaging with you. It shows you what to pay attention to in order to do that well, in a way that is authentic, and feels good.