There are really 2 parts to this answer
- The general way people go about getting clients
- The specific way we teach at the BCA certified partner programme
People go out and try and put themselves infront of an audience of potential prospects. They often advertise themselves very broadly, and are willing to work for anybody. They usually use networking events, cold calling or social media to try and find clients.
We have a much more direct and targeted process of how you should get clients. Although it can be supported by organic marketing and social media, it does not rely on this.
What we use is the FAST funnel, and we give you this system completely done for you.
Finding and Farming people:
This is being really specific about who you work with, and who your experience is aligned to work with. You can go out and send your messaging directly to clients that are relevant to you, and immediately position yourself to get sales calls.
We provide you with a specific scripted 15-minute phone call that you can use to raise the client’s problems and position yourself as the solution. If you and the client are the right fit, they should leave wanting to book the longer sales call.
We show you exactly how to do the sales call. We even give you what we call the Godfather Script, which is an amazing script that tells you exactly what to say to position yourself as a coach that can add value to your client.
Transition, taking payment:
The last part of the funnel is how you get the payment and transition into the eventual coaching plan and onboarding process.
Our approach to finding clients is much more direct so that you are not wasting your time with people who aren’t interested in the services you’re offering. It’s also much more authentic because you are completely upfront with your reasons for connecting with people.
That’s why we have Certified Partners who have never coached before but still get clients within their first 4 weeks.
Each of your clients could potentially be worth hundreds of thousands of pounds, so you need to have a targeted approach. This is much more effective than trying to appeal to everyone and hoping that someone resonates with what you’re saying, which they won’t because you’re being so generic.
This is why we have such a direct and targeted approach on how to find clients.