SELLING
YOUR
SERVICES
How to Make Your
Investment in Training Pay
Selling … And You!
The Art of Selling
Selling … And Your Practice
At New Insights
we believe that by training
and equipping people, whose
passion and purpose is to
transform the lives of others,
we help to inspire a better
world for all.
The following pages have been extracted
from Selling Your Services, one of three
Business Practice Support manuals
included with the
New Insights Life Coach Training &
Certification Programme
(PRO Track)
It represents a very small sample of
what awaits you. 😊
The New Insights Life Coach Training & Certification Programme – Version 5.0 – Selling Your Services
1.2 What Exactly are You
Selling?
This is a good time to remind you of how the original founder of New
Insights, Neil Asher, described life coaching:
“Life coaching is a solution-focused approach to personal development
aimed at helping you make significant and lasting changes in all areas of
your life through the use of specific tools and scientifically tested
techniques that work.
Life coaching will help you to realise your true potential by taking you though a process to
uncover and then eliminate obstructive and destructive behavioural and thinking patterns in
your life. This process is conducted in a thoroughly supportive, caring and inspirational
environment.”
Are you excited about the product that you have to offer?
You should be. ☺
Life coaching can be transformational in its effect on your clients. Especially
with the thoroughly researched and well thought through Programme that
you are able to offer as a New Insights certified life coach.
The New Insights Life Coach Training & Certification Programme – Version 5.0 – Selling Your Services
Many life coaches practise issue-based coaching where they simply help
clients to find solutions to the various problems that crop up in their lives
from time to time.
Although there is nothing wrong with this, you have another very substantial
string to your bow. You are able to offer your clients a powerful,
comprehensive, seven month Programme of transformational change based
on the I-N-S-I-G-H-T-S life coaching model and process.
Make no mistake; what you have to offer is something very special. For many
of your clients this will include uncovering their purpose in life. How do you
put a value to an experience like that?
Don’t make the mistake that many in the life coaching industry make and
shrink away from selling your services. Be proud of what you can do for
others and do everything you can to make them aware of that!
If you have chosen the niche or market that you want to target with your
coaching then use that, together with the input above, to put together a
concise description of what you will be offering to prospective clients.
The New Insights Life Coach Training & Certification Programme – Version 5.0 – Selling Your Services
1.3 Selling is a
Transference of Energy
How does energy come into the equation?
Well, scientists have found that when you communicate with someone, only
7% of what you convey to them is done so verbally – that’s all! So what you
are saying is not nearly as important as how you are ‘saying’ it. And as we
know …
The way you communicate is a construct of the space you are in.
Which really means:
What comes out of your mouth and how it sounds is a direct result of how
you are feeling (your ‘head’ space). So if you are feeling positive about what
you are selling you will say great things about your product in a way that
sounds sincere. Your tone and voice qualities will reflect how you feel about
your product or service.
Try this:
•
Put a big smile on your face and think of someone you love. Then say
“I love you”.
•
Now think of someone you dislike and say the same again. Feels very
different, right?
Well the same thing is happening when you sell to someone. The type of
energy you transfer to them will reflect the energy that you are feeling inside.
So lesson one is about ensuring you transfer good, positive, inspiring energy.
Step one in doing this is to ensure you really believe in what you do.
(And of course you do, or you wouldn’t be here, would you?)
The New Insights Life Coach Training & Certification Programme – Version 5.0 – Selling Your Services
1.4 Belief in What You Do
In your own words describe what it is that you do (in other words life
coaching)
Now, take what you’ve written and condense it into just two compelling, punchy sentences:
The New Insights Life Coach Training & Certification Programme – Version 5.0 – Selling Your Services
Now, you have a brief ‘cocktail party’ introduction as well as a longer version
for when people ask you that question (as they inevitably will do).
Get really familiar with these explanations, as you will often get asked what it
is you do. It is far better to have a great answer to hand than to simply say:
”I am a life coach” (which, for many people, is not that meaningful and does
little to convey the true nature of the great work you do).
Here’s an example (the short version) for a life coach who specialises in
working with executives to bring about work-life balance:
“I work with CEOs and entrepreneurs to fast-track their businesses and
financial growth by bringing all round balance and meaning to their lives
thus helping them to be more effective leaders and motivators.”
As you can see, the focus is on high flyers and the language used is ‘pitched’
at them.
You could, of course, have more than one introduction if you have more than
one target market.
OK, now let’s get back to increasing your belief in what you do!
One great way to increase your belief is to come to terms with how you are
actually helping others.
Remember the six human needs?
Contribution is one of the highest needs and, if you feel as though you
REALLY are helping others (contributing to society) then you will be in a
really great space yourself.
Now would be a good time for you to think about the many ways in which
your life coaching services can help other people to live better lives. You
covered a lot about this in the skills training theory, particularly Module 1,
and you may wish to revisit this – or just simply complete the exercise below
with your own ideas.