OUR BLOG

I’m a business coach, and I can’t help but observe business owners and how they operate.

I’m always looking at what works and what doesn’t, so I can pass best practices on to you! And recently, I got slapped upside my head with yet another example of how business owners can be shortsighted in how they treat their customers and clients.

If you’ve been reading my newsletter, you know we got married in the Cayman Islands recently.

We hired a wedding planner to help with the legalities and facilitate the details for us, since we live 1,100 miles away.

There’s something she did … or rather didn’t do … that can provide a major learning for you and your business.

As a life and business coach, I don’t talk about myself and what’s going on in my world in my coaching sessions … unless somebody asks. And they often do.

At the beginning of our recent call, my client asked me, “What are you up to this week?”

“I’m leaving Friday for a speaking engagement.”

“You must be so excited! I know how much you like speaking!”

“Uh, no … I’m not excited at all.”

You got that new client. She looks like a great fit. You send off your welcome package and make the initial charge to her credit card as you agreed. Yea!

Later that day, she replies, “I’m not totally comfortable with that 6-month commitment to coaching we discussed. I’d be willing to contract for three months and then reevaluate.”

You know it doesn’t actually serve most clients to expect to see full results in less than six months, but you want to accommodate her needs, so you reply …

“I want you to feel comfortable with me and confident in the process. So, I’ve changed the paperwork to reflect a three-month commitment. We can reevaluate where you are then. I want you to feel delighted with our work together!”

A few hours later, you’re totally surprised to hear: “I’ve changed my mind and have decided not to pursue coaching. I’m not ready at this time. Please refund my fee.”

Wait! … What?

You’re in business to make a profit. So, as a business coach, I always look at what your numbers are telling you about how you’re doing and, more specifically, where you’re getting the most return on the time, money, and effort you’re investing.

Numbers?

Yeah, like …

There’s nothing wrong with using LinkedIn to connect with people who may eventually become customers or clients. That’s clearly a big part of the appeal.

But there’s a problem out there in LinkedIn land, and I don’t want you to fall into a common trap where you turn people off and end up hurting your reputation.

Have you ever wondered why one service provider gets chosen over another? Why did they pick that coach or consultant instead of you? The first thing I’ll tell you, as a business coach, is it’s not always about price.

Intangibles play a much bigger role than you might imagine.

And I want to give you one simple insight that can mean everything for your business, allowing you to attract more clients and make more money!

You’ve always loved a good story … ever since you were two. And we all really love a classic redemption story. For me, personally and professionally, it goes beyond the basic human interest appeal. As a business coach and a speaker coach, I rely heavily on the redemption story to connect with people … to illustrate … to guide … to inspire.

Last month, in my Life Lessons newsletter, I wrote about Tiger Woods after his improbable victory at the Masters at age 43 … with a fused spine. How he lifted himself from the depths of despair to get his life, his body, and his game back in shape.

I got more feedback on that article than any I’ve ever gotten. (Thanks for your nice comments!)

So, what I want to do now is piggyback off that article and talk to you speakers and wanna-be speakers out there about how a well-chosen redemption story can help establish your credibility and get the audience to like you and really listen to you. And to help you make your essential point in a way only a story can.

Last month, we talked about the biggest mistakes business owners make with their pricing and packages. This month, I want to share with you another mistake I see all the time as a business coach.

It’s a big mistake. It’s easy to make. And, ironically, it typically comes from wanting so badly to be of service.

As a business coach, I talk with entrepreneurs everyday, helping them refine their processes, so they bring in more business, generate more income, and serve their clients to the very best of their ability.

And there are three mistakes I see person after person making on the fee front.

“The Lord helps those who help themselves.”
Aesop’s Fables

Hmmm … as a business coach, I want to parse that statement to see if we can find a gold nugget in there for you business owners.

It’s a simple idea. If you expect to catch the blessings ready to be showered upon you … if you want to receive the gifts you’ve asked for … it’s a good idea to hold out your hands.

What’s that mean?

It means you need to set a clear intention for what you want … like getting new clients and/or expanding your business.

Engage fully and do the work … take action … follow through … show determination and grit … and stay the course.

You have to do “the work.”

But note … this is a two-way deal.

Too many of us, myself included, have a tendency to think that the outcomes we get in life are totally dependent on how hard we try and how much time, money, and effort we pour into making things happen. I approached life like that for years!

But there’s something I’ve come to appreciate more and more.