4 Questions That Get Clients Practically Begging To Work With You

by Jean-Paul Cortes
(San Jose, Costa Rica)

What do you do?

Have you ever been asked this? I'm sure you have. Regardless of what you do in life, you're bound to be asked what you do by somebody.

And, if you're a coach, I'm wondering, have you struggled with your answer? My best guess, is that you have.

I know. Because I've spoken to all manner of coaches. And it doesn't matter what type of coaching you do, most folks have a hard time understanding what in the heck is coaching. Which is to say that they don't understand what it is they'll be doing in coaching. Or what they hope to achieve through working with a coach.

It's also part of the reason why there are a lot of coaches trying to find a good answer. Why they're frequently caught with a deer in headlights look. Left wondering why somebody won't work with them, even if they know it could possibly be a life changing experience.

It's not what you do, but how will you get your client from point a to point b

There's a reason why this happens to many coaches that are starting out. Well, there are several reasons but a couple of main ones.

First, when you're starting out, and even if you're a veteran coach, there's no accepted official explanation of coaching. In other words, ask any one coach to define coaching and you'll get as many different answers. It's just the way it is. And it really doesn't matter. Because it's not relevant to your client.

Because your client is really not at all interested in you. Or what you do. Or even how you do it. What matters to your client is getting from point a to point b (figuratively speaking). Which is why she's looking for your help.

You can toil and struggle, trying to convince your client that they should work with you, offering a complete definition of what you do. Or...

Ask questions and find out what your client's specific problems, goals and aspirations are

Would you agree that if you knew someone's specific problems, specific goals and aspirations, and further knew that what you had to offer is the exact solution to those problems, goals and aspirations, it would be insane to refuse to start working with you right away?

Well, this is the opposite of what happens in most first time interactions in coaching. A lot of coaches will try to fit their particular coaching model somewhat as a blanket solution to everything.

The problem is, everyone is different. Each person you coach will have their own experiences, problems, goals, and aspirations. Which means that you need to know what they are first and then tailor a specific process for that.

It's about what your clients want for themselves, not what you want for them

This is the realization that every coach must make. Success in coaching someone comes from a process of self discovery. Your client is already an expert in their life, so it's not up to you to define what they should or should not want. Your job is to help your client discover, clarify and remain accountable to their own process.

It's a difference in perspective. And it makes a very powerful difference in results.

4 questions that will get you clients desperately wanting to work with you

Coach Christian Mickelsen gives us 4 questions you should always know the answer to when speaking with potential clients. As you read them, notice the difference of perspective. He's not trying to explain coaching, his style of coaching, coaching model or process. These questions get to the root of how he can help his clients best.

Here are the questions:

# 1. Who do you work with?

#2. What is their biggest problem?

#3. What do you do to help them?

#4. What result do they end up with?

Did you catch that? The reason why they're so powerful is because since you are crystal clear on what you do. When someone describes their particular challenge you'll know that you are the perfect fit. It all gets easier then.

Coach Christian gives a few examples of bringing your answers together in a "Client Getting Commercial." But if you want to read them, you're going to need to read the full article. It's right below.

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Get Clients with These Words...

by Christian Mickelsen
(San Diego, California)

Coach Christian Mickelsen Creator of Free Sessions That Sell

Coach Christian Mickelsen Creator of Free Sessions That Sell

Editor's Notes: Christian Mickelsen is a leading authority on personal development and personal coaching. He's the author of "How to Quickly Get Started As a Personal Coach: Make Great Money Changing People's Lives", “Get Clients Today: How To Get A Surge Of New, High Paying Coaching Clients Today And Every Day”, "Change The World And Make Great Money Teaching, Training and Serving Humanity", and the upcoming book “The Solution To All Of Life’s Problems”.

He's been seen in Forbes, Yahoo Finance and MSN.

He's the founder of IMPACT - the world's leading association for personal coaches.

As a personal coach for over 13 years and a trainer of coaches, he's helped countless thousands around the world experience the life changing power of coaching. He's on a mission to get the whole world coached.

He lives in San Diego, California with his wife and two daughters.

Make sure to check out his new program: "Coaches With Clients"


Here are the *exact words* to say to get clients. I’ll share them with you in a second, but first here’s my personal “blood bath” story of “networking event terror”…

How do you feel when people ask, “so, what do you do?"...

Do you feel confident because you know exactly what to say to end up with new clients? Or…

Do you freeze up, get nervous, and try your best to fumble through with an explanation and get ZERO clients from it? Personally…

I used to get VERY nervous and get this tight feeling in the pit of my stomach because I wasn’t sure what to say and even when I did have something “planned” to say, people would look at me weird. Or…

They would nod and smile and say “very interesting” in a way that made me know they didn’t think very highly of me.

It was VERY FRUSTRATING! But then I figured out a way of taking those situations and having the reverse experience. Where people would immediately say…

“I need that. I’ve been looking for someone like you all my life. Would you be *willing* to work with me?”

I remember the first time I had that reaction from someone. I was totally
floored (but I kept my poker face on and ‘played it off’ like this sort of thing happened to me all of the time).

People probably ask you what you “do” all of the time. If you ever go to networking events, then sometimes you “get to” say what you do in front
of an audience.

That can make you even more nervous, but if you do it right it’s really a chance to give a “Client Getting Commercial”.

You get to give a ‘commercial’ to people 1 at a time or in front of a group. But…

If you don’t know what to say, this opportunity can quickly become a nightmare.

In my program, “Client Attraction & Money Making Mastery”, I teach a formula for quickly writing up your own “Client Getting Commercial”.

I’m going to give you the formula for creating your “Client Getting Commercial”
and then I’m going to give you several different “Client Getting Commercials” that
you can take and use as your own.

OK, so here’s the formula for creating your own “Client Getting Commercial”…

Answer these questions:

# 1. Who do you work with?

#2. What is their biggest problem?

#3. What do you do to help them?

#4. What result do they end up with?

I recommend that you answer these questions yourself and create
your own unique spin on this. But…

Here are some examples of the ‘Client Getting Commercials’ in action.

You can think of them simply as examples OR you can take them and
use them as YOUR OWN. Enjoy…

-> For Business Coaches: Say this…

I help business owners who are spending too much time at work to
clarify & prioritize their focus so that they can make more money and work
as little as they want.

-> For Weight Loss Coaches: Say this…

I help women that are struggling to lose 20 pounds or more to actually
stick to their diets and slim down to their sexiest weight.

-> For Sales Coaches: Say this…

I help high commission sales professionals that are struggling to
make enough sales, streamline their sales techniques and work more
efficiently so that they can double or triple their commission checks.

-> For Parenting Coaches: Say this…

I help parents that are ‘at their wits end’ because their children are talking
back, doing drugs, or hitting people and teach them what to say and do with
their kids to turn their children into well behaved people headed for
successful lives.

-> For Dating Coaches: Say this…

I help single women that are having trouble finding and keeping a great man
to become the kind of woman that is open to love and easily attract the man of their

Or this…

I help single men that are having trouble with dating to discover what really attracts great woman and overcome their insecurities so that they can get all of the dates they want with the kinds of women they want.

-> For Leadership Coaches: Say this…

I work with leaders and managers that are being pressured to squeeze more results
out of their team and I show them how to use personal coaching techniques with their
team so that they double their productivity & profitability.


These types of “Client Getting Commercials”
will get you clients because…

#1: Identifying a specific type of person and talking in specifics always out-performs speaking in “generalities”.

Most coaches talk about “getting to the next level” and “bridging the gap”,
but ultimately those things are too vague.

#2: You’re addressing their BIG problems, and the emotional pains that these
problems are causing them is exactly what motives people to take action and get help (your help).

#3: You’ve explained, in a very concise way, how you work with people. This way
they “get” what you do in way that makes sense and isn’t confusing.

Notice that none of the examples above even mention the word coaching!

Why? People don’t care about HOW you help them get results. They just want the results.

#4: You’ve talked about the specific RESULTS that they want. That’s the other
thing that motivates people to buy coaching. Now, here’s what you need to do…

Pick the “Client Getting Commercial” from above that most closely matches the people that you work with and practice saying it over and over (5 times or so) until you have it memorized. Then…

Think of some places where you can actually use this over the next few days and watch how people respond.

Notice how people start getting very interested in what you do by asking
for your business card, telling you that they know someone who needs you,
and if they are in the situation you described…

They’ll practically BEG you to help them.

Now go do it!

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