HOW TO… SET UP AND DEVELOP A SUCCESSFUL COACHING PRACTICE
By Gladeana Mcmahon and Antoinette Oglethorpe
This third article in our series on developing a successful coaching practice, considers how to sell and market your business in order to win new clients
Part three: Defining a business proposition
Defining your target client and being clear on the value they get from working with you is the first important step in selling and marketing your coaching services to win clients.
Why coaches must market services
Marketing works on the premise that if you don’t attract clients, you don’t have a business. It’s a simple, yet fundamental, idea. Some coaches think that marketing is somehow degrading or unprofessional. That’s true if you make false claims or misrepresent what you offer. However, sharing genuine information about yourself and your services can only be helpful to those who would benefit from them (McMahon, Palmer & Wilding, 2005).
People who have experienced coaching know it can have a positive and profound impact on their life and work. But then, they already have a coach. Your future clients are more likely to need to understand how coaching can help them.