When someone asks you for something are you the kind of person (1) to do it or (2) do you point out where they can find it or do it themselves? And, which of these people are your employees?
Today I had an encounter with a food industry employee that made me chuckle. I asked her which meal was which (the example could be vegan versus vegetarian or sausage versus ham sandwich, you get the picture). She told me "it is marked". So, if you are a kind, polite, non-confrontational person you now begin the search for "the mark". If you are a tad more assertive you may ask the less-than-stellar employee to still TELL you which is which (perhaps she can't find the mark either!).
Either way, it is important that you teach your employees FIRST by example. SHOW them how to respond to this common question. But also, teach them why their first response (as above) may not be the one desired by you (the boss and paycheck signature). Help them understand desirable responses versus undesirable ones. Do some role play in training. And, you've read me advocate for this before.... send in the mystery shoppers. You need to know what your employees are saying to your customers and how they are responding. I bet your competition knows.
Tuesday, March 29, 2011
Thursday, March 24, 2011
#162 Do You Deny Yourself?
Coaching Mom ents used to be exclusively for my coaching clients and Champions members. We've now opened them up to share them with you via this blog. Coaching Mom ents are shared each Friday and meant to encourage you on your path to greater enjoyment and/or success- whatever you happen to be reaching for. They remind us to think about our paths, our decisions and our priorities. Hopefully they make you think about something and refocus. Enjoy.
#162 Do You Deny Yourself?
List the top 3 things you like to do. Now, when is the last time you’ve done each? Make sure you are making time for the things you love. Schedule each one in your calendar now. And, ask those around you what their top 3 are- and help them make time for them. They’ll appreciate you even more.
#162 Do You Deny Yourself?
List the top 3 things you like to do. Now, when is the last time you’ve done each? Make sure you are making time for the things you love. Schedule each one in your calendar now. And, ask those around you what their top 3 are- and help them make time for them. They’ll appreciate you even more.
Thursday, March 17, 2011
Coaching Moment #161Treat Yourself
Coaching Mom ents used to be exclusively for my coaching clients and Champions members. We've now opened them up to share them with you via this blog. Coaching Mom ents are shared each Friday and meant to encourage you on your path to greater enjoyment and/or success- whatever you happen to be reaching for. They remind us to think about our paths, our decisions and our priorities. Hopefully they make you think about something and refocus. Enjoy.
#161Treat Yourself
What is the last gift you gave to yourself? It could be a gadget, an experience, forgiveness, etc... Make sure that in the hustle and bustle of life you don’t neglect treating yourself well and recognizing what your needs and wants are.
#161Treat Yourself
What is the last gift you gave to yourself? It could be a gadget, an experience, forgiveness, etc... Make sure that in the hustle and bustle of life you don’t neglect treating yourself well and recognizing what your needs and wants are.
Wednesday, March 16, 2011
5 Steps to a Profitable Coaching Business
Five Steps to a Profitable Coaching Business
The primary revelation to any coach unlocking their financial potential is to first recognize that coaching is still an anomaly to most people. Therapy is widely understood, although still taboo in some circles. Mentoring is welcomed and expected to be free of charge. Consultants are well-paid professionals with expertise in a particular area and highly sought. Coaches… well, they have more education to offer before they achieve wide recognition and more lucrative contracts.
Coaches who choose to start and run their own business suffer the same challenges that other experts and professionals do, they don’t typically have an M.B.A. They haven’t been serial entrepreneurs. They aren’t versed in contract negotiation and business management basics. The majority are good or great coaches and mediocre business owners. The good news is that coaches tend to be ready for a good challenge. They are creative, resilient, and fast learners.
There are five basic steps to facilitate a coach becoming more profitable. These steps can be addressed in tandem.
Step 1: Educating Others. Coaches must perfect their “commercials” to all audiences, potential clients and potential leads to clients, and address what they do, how they do it, what the benefits are, and why they are the best person for the job. Coaches must ensure they have the credentials, background, experiences and ability to perform their duties with positive results. Then, they must be able to share that experience verbally with prospects and groups that are helping them build your business.
Step 2: Network. As a sole proprietor, or small business owner, a coach must develop a trusted network of other business professionals who can serve as their sales team. Relationships take time. Quality relationships can be a vital part of a coaching businesses’ growth over the next year. One of my own networks generated 64% of my business in 2008- the first full year of my private practice. Many networks are formalized with exclusive memberships and weekly or monthly meetings. Referrals and leads are tracked and taken seriously by all involved parties. Other networks are informal and built over a longer time with trusted friends and professionals in your circle, city, client base, etc…
Step 3: Fast-Track M.B.A. Most coaches don’t have the time to commit to another intensive degree while building their coaching business. However, the business of business, so to speak, has to take center stage if they want to make coaching a profitable and successful part of their life. Most cities and online universities offer classes in contracts, simple accounting, governmental opportunities, etc… The Small Business Administration (www.sba.gov) is a good place to start learning about successful business ownership. How will you determine your pricing? What contract will you have in place to ensure a clear understanding of expectations, deliverables, secure payments, schedules and timelines, etc….? Coaches should also consider developing a team of professionals to assist them in the management of their business: accountants, financial advisors, attorneys, sub-contractors with various expertise, etc… Research and hire them early on. The earlier they are involved the better your business will be prepared to succeed.
Step 4: Embrace Feedback. As the clients’ needs change a coach too should be ready to evolve and deliver. Understand their offerings and be willing to make adjustments as necessary to provide the services people need. If a town is undergoing an economic hardship or industry layoffs it may be wise to take additional training in career development and mapping, gain further understanding of seniors re-entering the workforce, and/or stand ready to address cultural shifts. Great coaches are hired and retained because of their trusted role in a person or company’s life. Their talents often reach much further than one area of expertise. Showing diversity and continual education to serve a client base and acquire new clients is a very attractive feature of any business.
Step 5: Deliver Excellence. Treat every contact as a million-dollar one. Every client is the first and most important. Every person that the coach comes in contact with has the potential to become a raving fan. Raving fans produce more clients, thus more opportunities to produce raving fans. Businesses may be opened overnight but they build successfully overtime with loyal clients who sing a coaches praise at every turn. One dissatisfied client or company can set a business back years in reputation, track record of excellence and financially. If a coach agrees to take a contract at a price they can’t live with, they have no one but themselves to blame. They still must deliver as though it was their highest-paid contact with their best client. Their reputation and business is on the line.
These five steps will allow a coach to develop their coaching practice while recognizing that coaching is a business similar to many others and requires strong management to be profitable. As a coach, their role is clear. As a professional coach in business to be profitable, their role has just been amplified to include multiple other hats. With creativity, perseverance, and their keen interest and ability to learn, they’ll find the right fit as they complete these steps.
The primary revelation to any coach unlocking their financial potential is to first recognize that coaching is still an anomaly to most people. Therapy is widely understood, although still taboo in some circles. Mentoring is welcomed and expected to be free of charge. Consultants are well-paid professionals with expertise in a particular area and highly sought. Coaches… well, they have more education to offer before they achieve wide recognition and more lucrative contracts.
Coaches who choose to start and run their own business suffer the same challenges that other experts and professionals do, they don’t typically have an M.B.A. They haven’t been serial entrepreneurs. They aren’t versed in contract negotiation and business management basics. The majority are good or great coaches and mediocre business owners. The good news is that coaches tend to be ready for a good challenge. They are creative, resilient, and fast learners.
There are five basic steps to facilitate a coach becoming more profitable. These steps can be addressed in tandem.
Step 1: Educating Others. Coaches must perfect their “commercials” to all audiences, potential clients and potential leads to clients, and address what they do, how they do it, what the benefits are, and why they are the best person for the job. Coaches must ensure they have the credentials, background, experiences and ability to perform their duties with positive results. Then, they must be able to share that experience verbally with prospects and groups that are helping them build your business.
Step 2: Network. As a sole proprietor, or small business owner, a coach must develop a trusted network of other business professionals who can serve as their sales team. Relationships take time. Quality relationships can be a vital part of a coaching businesses’ growth over the next year. One of my own networks generated 64% of my business in 2008- the first full year of my private practice. Many networks are formalized with exclusive memberships and weekly or monthly meetings. Referrals and leads are tracked and taken seriously by all involved parties. Other networks are informal and built over a longer time with trusted friends and professionals in your circle, city, client base, etc…
Step 3: Fast-Track M.B.A. Most coaches don’t have the time to commit to another intensive degree while building their coaching business. However, the business of business, so to speak, has to take center stage if they want to make coaching a profitable and successful part of their life. Most cities and online universities offer classes in contracts, simple accounting, governmental opportunities, etc… The Small Business Administration (www.sba.gov) is a good place to start learning about successful business ownership. How will you determine your pricing? What contract will you have in place to ensure a clear understanding of expectations, deliverables, secure payments, schedules and timelines, etc….? Coaches should also consider developing a team of professionals to assist them in the management of their business: accountants, financial advisors, attorneys, sub-contractors with various expertise, etc… Research and hire them early on. The earlier they are involved the better your business will be prepared to succeed.
Step 4: Embrace Feedback. As the clients’ needs change a coach too should be ready to evolve and deliver. Understand their offerings and be willing to make adjustments as necessary to provide the services people need. If a town is undergoing an economic hardship or industry layoffs it may be wise to take additional training in career development and mapping, gain further understanding of seniors re-entering the workforce, and/or stand ready to address cultural shifts. Great coaches are hired and retained because of their trusted role in a person or company’s life. Their talents often reach much further than one area of expertise. Showing diversity and continual education to serve a client base and acquire new clients is a very attractive feature of any business.
Step 5: Deliver Excellence. Treat every contact as a million-dollar one. Every client is the first and most important. Every person that the coach comes in contact with has the potential to become a raving fan. Raving fans produce more clients, thus more opportunities to produce raving fans. Businesses may be opened overnight but they build successfully overtime with loyal clients who sing a coaches praise at every turn. One dissatisfied client or company can set a business back years in reputation, track record of excellence and financially. If a coach agrees to take a contract at a price they can’t live with, they have no one but themselves to blame. They still must deliver as though it was their highest-paid contact with their best client. Their reputation and business is on the line.
These five steps will allow a coach to develop their coaching practice while recognizing that coaching is a business similar to many others and requires strong management to be profitable. As a coach, their role is clear. As a professional coach in business to be profitable, their role has just been amplified to include multiple other hats. With creativity, perseverance, and their keen interest and ability to learn, they’ll find the right fit as they complete these steps.
Thursday, March 10, 2011
Coaching Moment #160 Feelings Assessment
Coaching Mom ents used to be exclusively for my coaching clients and Champions members. We've now opened them up to share them with you via this blog. Coaching Mom ents are shared each Friday and meant to encourage you on your path to greater enjoyment and/or success- whatever you happen to be reaching for. They remind us to think about our paths, our decisions and our priorities. Hopefully they make you think about something and refocus. Enjoy.
#160 Feelings Assessment
How are you feeling today? Optimistic, creative, cloudy, depressed…? Take time to assess your feelings each day. Think about what may have brought those feelings on. And, finally, act on them. If it’s a creative day, make sure you do something creative and you don’t waste it. If it’s a day full of clouds and depression, take extra care to do things that are calming, relaxing and enjoyable to recover.
#160 Feelings Assessment
How are you feeling today? Optimistic, creative, cloudy, depressed…? Take time to assess your feelings each day. Think about what may have brought those feelings on. And, finally, act on them. If it’s a creative day, make sure you do something creative and you don’t waste it. If it’s a day full of clouds and depression, take extra care to do things that are calming, relaxing and enjoyable to recover.
Friday, March 4, 2011
Coaching Moment #159 Your Daily Allowance.
Coaching Moments used to be exclusively for my coaching clients and Champions members. We've now opened them up to share them with you via this blog. Coaching Moments are shared each Friday and meant to encourage you on your path to greater enjoyment and/or success- whatever you happen to be reaching for. They remind us to think about our paths, our decisions and our priorities. Hopefully they make you think about something and refocus. Enjoy.
#159 Your Daily Allowance.
How much money do you spend in a typical day? Right now, take a guess. Then, track your spending today (or do it for the weekend). Every dollar that you pull from your wallet or pay with credit should be noted and what it was used for. Finally, analyze the cost of what you spent with the benefits received. Was it worth it?
#159 Your Daily Allowance.
How much money do you spend in a typical day? Right now, take a guess. Then, track your spending today (or do it for the weekend). Every dollar that you pull from your wallet or pay with credit should be noted and what it was used for. Finally, analyze the cost of what you spent with the benefits received. Was it worth it?
Tuesday, March 1, 2011
Coaching Tip of the Month: March 2011 Persistence
Persistence pays off. Most people will never do something. Some will dare to do it once. Few will stick in there until the results are achieved. Which are you?
I was clearing out my filing cabinet to purge old data when I discovered a tattered and ripped piece of a magazine page. Here's what it said:
To be more persistent, just practice it. Write down something you want to do. Tell people about it and ask them to ask you for updates. Do it. Continue to follow-up and repeat as necessary. Just work on being more persistent at one thing. Then another. Then another. Soon practice will make perfect (or near perfect) and you'll see the fruits of your labor.
When someone says they'll get back to you, don't wait around. Get back to them. Don't wait for answers, seek them out. Don't be afraid to ask busy people for an answer- likely you are on their list but way down there. They'll be appreciative they get to answer and move on.
Start to check things OFF your to-do list today.
I was clearing out my filing cabinet to purge old data when I discovered a tattered and ripped piece of a magazine page. Here's what it said:
A word about persistence and determination....Nothing in the world can take the place of persistence.
Talent will not; nothing is more common than unsuccessful men with talent.
Genius will not; unrewarded genius is almost a proverb.
Education will not; the world is full of educated derelicts.
Persistence and determination alone are omnipotent. The slogan 'Press On' has solved and always will solve the problems of the human race.
-Calvin Coolidge
30th President of US (1872-1933)
To be more persistent, just practice it. Write down something you want to do. Tell people about it and ask them to ask you for updates. Do it. Continue to follow-up and repeat as necessary. Just work on being more persistent at one thing. Then another. Then another. Soon practice will make perfect (or near perfect) and you'll see the fruits of your labor.
When someone says they'll get back to you, don't wait around. Get back to them. Don't wait for answers, seek them out. Don't be afraid to ask busy people for an answer- likely you are on their list but way down there. They'll be appreciative they get to answer and move on.
Start to check things OFF your to-do list today.
Subscribe to:
Posts (Atom)
Posts
.JPG)
