The Emerson Suite - Coaching, Closing and Credibility: How to Keep Corporate Clients for Life

transcript

COACHING, CLOSING AND CREDIBILITYHow to Keep Corporate Clients for Life

WEBINAR

Housekeeping• All attendees in listen only mode

• Questions are anonymous to the audience

• Submit written questions within “question box” on GoToWebinar console at any time during webinar.

• Questions will be answered during the Q&A section at the end

Located at top right corner of your

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Who We Are | Who You Are

Our Research: Business Issues & Coaching

Solutions

Keeping Clients – A Case Study

How Prospects Make Decisions

OVERVIEW

WHO WE ARE

DOUG EMERSON MARY LEGAKIS ENGEL

WHO YOU ARE

A Seasoned Coach:

• Several years of experience

• A good-sized client portfolio (short and long-

term clients)

• Have selling skills

• Likely have referrals

• You want to take your coaching business to the

next level

WHO YOU ARE

An Emerging Coach:

• Been coaching for a little while

• Have a few clients (short programs)

• Don’t LOVE sales

• Not getting the traction you want in your

business

WHO YOU ARE

New Coach:

• Recently certified or exploring becoming a

• May have a few clients

• Not sure where to start

Start with the Client

Conflict

Stress

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Leader-managers would be MORE EFFECTIVE if they consistently:

• Set a few high priority objectives that measure job success

• Focus themselves and their organization on the achievement of those objectives

• Eliminate wasted time

• Use the appropriate behaviour with the people they work with

OUR RESEARCHCurrent State

Highly competitive

Fragmented tools

Paper-based and bureaucratic

Customized approaches

Short-term client engagements

Focus on apparent effectiveness

OUR RESEARCHCurrent State Opportunities for Coaches

Highly competitive Differentiated skill set

Fragmented tools Methodology and complete toolkit

Paper-based and bureaucratic Leading-edge, integrated mobile tools

Customized approaches Scalable, customizable approach

Short-term client engagements Clients for life

Focus on apparent effectiveness Focus on REAL effectiveness

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16© Reddin Global 2016 Source: http://www.techvibes.com/company-directory/toronto/tag/startup

Case Example

Case Example• Bad behaviors around leadership• No clear #2• Missing targets every year• Poor decision making – by committee, too long• Ineffective meetings• No performance management system

METHODOLOGY1. GETTING STARTEDGather information – strategies, structure, objectives, background

2. CHANGE AGENDAListen – clarify the changes that must take place to increase effectiveness – use as accountability framework

2. CHANGE AGENDAListen – clarify the changes that must take place to increase effectiveness – use as accountability framework3. JOBClarify the requirements of the job – outputs, metrics and authorities – develop a Job Effectiveness Plan

2. CHANGE AGENDAListen – clarify the changes that must take place to increase effectiveness – use as accountability framework3. JOBClarify the requirements of the job – outputs, metrics and authorities – develop a Job Effectiveness Plan4. SITUATIONHelp your client get control of their situation – improve decision-making processes, improve meetings, change

5. BEHAVIOURSelf-awareness, situational sensitivity and style flexibility

6. YEAR END EFFECTIVENESS REVIEWPrepare the client for year 2 - evaluate their success in the program, develop the next Change Agenda

PROGRESS REVIEW

1. Review progress on the Job

Effectiveness Plan

2. Review Progress on the

Change Agenda

3. Solve real situational

problems

4. Champion greater pursuits

SPONTANEOUS CONVERSATION

REVENUE is at 110% of target.Expenses are 20% better than expected.As a team we are significantly more effective on meetings than we have ever been.MICHAEL G., CEO

We're functioning well as a team, my relationship with MG is strong and we're setting new records every month. Thank you for being an amazing coach!CASPER W, COO

Finding CLIENTS for LifeFree Email Series

The client’s decision to work with you

Success rate

Depth of relationship

Methodology

Why do people say No• Don’t have the budget (in other words, not

thinking about the ROI)• Lack commitment• Think they can figure it out on their own

Q&Amary@emersonsuite.com

www.emersonsuite.com

Connect on Linkedin: The Emerson Suite

The Emerson Suite - Coaching, Closing and Credibility: How to Keep Corporate Clients for Life

Leadership & Management