Why Coaches Don’t Get Hired
by Christian Mickelsen
(San Diego, California)
Editor's Notes: Most people will reject being coached by you, not because they don't have the means to pay for your coaching but because they can't "see" the value in being coached.
Even if they're struggling, really struggling, to overcome some obstacle in their lives for which being coached would help them break through that barrier, they often will turn a blind eye and not hire a coach.
Why? Well, there could be as many reasons as excuses. And, frequently they are excuses and unless you learn how to call them out on these excuses, which only happens within a powerful coaching conversation, people will not move a finger or take out their wallet to do something about it.
As a coach, it's up to you to get prospects "off the fence," by holding a mirror up to them and showing them what the cost is if they do nothing or keep on doing the same that they're doing which isn't working. Remember, you are not their friend, you are not there to make them feel good. You are their coach and they should understand that you will do whatever it takes to get them into action, that's in their best interest, to live up to their dreams.
Why aren't you being hired by more people if you know this to be true? It's something that coach Christian Mickelsen explains in this new article that is just below. Keep reading to discover what you can do to get more coaching clients...
Why Coaches Don’t Get Hired
A lot of coaches have been talking to me about people not having the money for coaching.
Have you heard these things from prospective clients:
“I can’t afford it” or
“I don’t have the money for coaching”
Even though many people may say they can’t afford coaching, often times it’s not true.
What is truer is they may not be able to see how coaching will be worth the investment. I’ll tell you how to help them see that it’s worth it so you won’t hear about money issues any more and you’ll get a lot more clients. First…
I’m going to tell you a story about a client of mine from many years ago. His name was James and he owned a private investigations company.
His company had 8 employees and was on the brink of going bankrupt. He was behind on several bills. His company cell phones kept getting shut off. He was worried about the company cars being repossessed, etc. He was in BAD financial shape!
Do you think a guy like this can afford coaching? Do you think a guy like this would be willing to pay for coaching when he was behind on so many other bills?
Yes! He hired me at my highest rate ever at that time: $3,600
How do you get a guy like James to pay? And if you can get someone in this situation to hire you, wouldn’t you be
able to get other people in less dire circumstances to hire you?
The lesson here is that people will pay for what they perceive is important to them. You need to make them see how getting your coaching is critical.
Many coaches are starting out with the belief that people can’t afford coaching. If you believe this you’re already dead in the water!
My friend Therese told me this phrase that I’ve integrated into my consciousness:
“There’s an unlimited amount of money in the world, the only thing standing in your way of having it is your creativity, know how, and commitment to getting it”.
The author of Rich Dad, Poor Dad says to stop thinking “can I afford this?” and to start thinking “How can I afford this?”
The truth is that most people can afford your coaching fees. They could put that amount of money on a credit card today and you could be working with them tomorrow. But…
Here’s why most people don’t hire a coach and end up with “money challenges” when they have an initial coaching session:
They don’t see how coaching will make a real, significant difference in their life because the coach doesn’t know how to show them specifically what coaching will do for them.
They think coaching sounds “nice” and seems like a good idea for “some day”, but not for today because the coach doesn’t inspire them to make change or uncover the challenges that keep them from changing.
They aren’t stirred-up emotionally. The coach doesn’t find out what the long-term impact of staying the same will mean for the client. What happens in 5 years if they never change?
Here’s what you need to do to eliminate money from being a barrier to getting hired:
Find out what the potential client wants to change. What do they want? What’s not working?
Find out why it is important to change now. Why now? What’s different today?
Uncover the challenges that are keeping them from changing on their own.
Discover the long-term impact of not changing. If they stay the same, what does that mean to them?
Connect the dots between what you do in your coaching to what they want to change. Show how what you do in your coaching will help them overcome their challenges and get what they want.
When you can eliminate money from being a barrier to getting hired, you’ll find a lot more people hiring you right on the spot.
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