What business coaches should tell their prospects
In this 3 minute blog, you learn why business owners need a business coach and what you should tell your prospects.
As a business coach, your main toolset is communication. Combined with your expertise, you know when and how to ask the right questions. But, what about business owners: do they ask themselves the right questions?
Who asks the right questions?
There are so many ways to develop a business. At times business owners can feel quite isolated. No one to talk to, that understands the dynamics of their business and challenges. They can easily go in the wrong direction.
It can, therefore, be nerve-wracking for entrepreneurs. Trying to think of their best option, make the right decision, save time, conserve funds or any other business related matter that requires applied thinking. Or even worse: feeling forced to risk the next step.
It makes a huge difference if an experienced listener asks the right questions or when the owner of a business, who is in the midst of problematic situations, asks these questions. That’s why a business owner needs a business coach. That’s what you should tell your prospects.
Selling the unknown
For business owners, one of the best ways to get ahead is to ask those who have gone before to help to answer these questions. Unfortunately, many business owners don’t have a collection of mentors or a business coach. Trusted business advisors around them to ask them: ‘How would you …..?’
To make it even worse, they have never experienced it, either. What business coaching can do for them is unknown to the business owners. That makes it a whole lot more difficult to sell your services to them.
How to get the right answers?
Even if small business owners have mentors or business coaches at their disposal, they also to need to learn to ask good questions. Especially to prospects and customers. Asking open-ended questions is by far better than asking closed questions. Questions that always start with Why, What, Who, What for, When and last but not the least: How!
So, let’s assume entrepreneurs are capable of asking the right questions. Will they get the true answers, when they are part of the problem? No, highly unlikely. Because even the open-ended questions that start with: ‘How would you …..?’ are the wrong questions. It shows less ownership than the right question: ‘How can I …..?’.
There are lots of experienced business coaches who have just the right expertise and answers. But to get the right answer, small business owners need someone who can offer something else to consider which wasn’t in their thoughts at first. Who can help to trigger a new direction, different thinking, a different perception to form new and better habits. Different behavior results in better business performance.
Some books pose and answer the right questions too. Lara Morgan’s book ‘More Balls Than Most: Juggle your way to success with proven company shortcuts’, answers some vital questions aspiring entrepreneurs should ask themselves before starting.
Lara answers questions with a video response, demonstrating a quick response direct from her own experiences. Her main advice: she said she spent her most of early time only working on sales during the week and did admin on Saturdays and Sundays.
Furthermore to ensure she could build up a buffer of flexibility to enable her to invest and grow with others and accelerate her success.
You have to go in with your eyes open….cut out everything else except sales from Monday to Friday.
What you should tell your prospects
Despite the good advice, the problem with good books – as is with testimonials – is that the answers are not tailored to the situation of individual business owners. So, the best support is to get it from those who succeeded, knowing exactly what it takes and don’t hesitate to share it.
But is that enough to convince the business owner?
So, the lesson here for you is not to advise business owners what to do or how you would solve their problems, but start asking the right questions. Because, as you may know, for most good questions, people don’t have an answer yet. They end up saying: ‘That’s a good question!’ Leaving it unanswered. That’s why they need you as a business coach.
Would you like to get more prospects to start asking the right questions? E-Scan can help you to attract new clients efficiently and offer extra value to your clients. Request a free demo.