Coaching – the Perfect Tie-in to a Consulting Business

Agenda and Learning Outcomes

1. Compare Coaching and Consulting2. Define client expectations of the coaching process3. Give examples of coaching tools: language, focus,

write a mission statement

Agenda and Learning Outcomes

4. Analyze business opportunities and income potential5. Develop a marketing plan6. Prepare an elevator speech

Consulting versus Coaching

Consulting versus Coaching

Assess

Analyze

Advise

Partner

Perspective

Possibilities

Consulting versus Coaching

A consultant is an expert brought in to advise the client.

A coach is a process expert brought in to expand the client’s thinking and accountability.

The Tie-in to Consulting

From a Corporate perspective - Top 3 reasons coaches are hired: – develop high potentials or

facilitate transition (48%) – act as a sounding board (26%) – address derailing behavior

(12%) – Harvard Business Review

76% of the time personal issues are addressed

The Tie-in to Consulting

From an Individual perspective – Most important reasons for hiring a coach: career, business management, self-esteem,

work/life balance. - ICF

Client Expectations

Client Expectations of Coaching

• Skill development• Perspective• Action planning

The Tie-in: Consultant and Coach

• A Consultant works with a client

• The client struggles to implement changes

• The Consultant coaches the client to create the change

• The Consultant coaches the client to think and act in keeping with the chosen outcome goal

The Tie-in: Consultant and Coaching

• How is the ideal client for a coach and a consultant similar?

• How likely is it that the person benefiting from a consultant benefits from coaching?

• How does coaching add value to consulting?

Coaching Tools

Coaching Tools: Assertive Communication

Quit telling, start asking

Stop focusing on the problem

Start focusing on the solution

Coaching Tools: NLP

• What They Do Want• Forward Focus• Internal Motivation• Proactive• Positive

Coaching Tools: Write a Mission Statement

1. Brainstorm a list of words

2. Sort the words into groups

3. Brainstorm phrases for each group of words

4. Combine phrases

5. One sentence

– 12 words or less

Business Opportunities

Coaching Business Opportunities - Statistics

Improvement shown:• Training =• Training + coaching =

500% ROI!Coaching has...

22%86%

Coaching Income Potential

• Hourly cost: $100 - $3,500; Median is $500• 1 coach for every 29,000 people in the US and Canada• Professional Credibility

Coaching Income Potential

Life Executive Group

Pricing adjusted up with experience

Two Sessions per Month = $250Four Sessions per Month = $490

Two Sessions per Month = $490Four Sessions per Month = $950

Once a Month = $49Twice a Month = $98

Example

Income Goal $100,000

Number of clients

33 clients at $250/month = $3000/year/ea = $99,000/year

Hours to work

33 clients twice a

month each = 16-17

coaching hours per

week

Marketing

Marketing: First Priorities and Great Next Steps

– Name and Niche– Theme and Message– Website and Business Cards

– Information Packet– Blogs and Articles– Speeches and Presentations

First Priorities

Great Next Steps

Marketing Plan

• About Your Market– Demographics– Demand

• Barriers• Pricing• Goals• Strategies

Marketing: Consistency

• Exposure– Online– Presenting– Networking

• Client Sources– Word of Mouth– Referrals– Connections

Marketing Made Simple softwarehttp://centerforcoachingcertification.net/

Elevator Speech

Elevator Speech

• What is ‘Typical’?• What is the level of interest?

Elevator Speech

1. Ask: What do you do?2. Listen3. Ask: What is your

biggest challenge?4. Listen

Elevator Speech

5. Share: Interesting – tied to what I do6. Be QUIET7. Wait: They will ASK what you do8. Share: Tie your work to their challenge

Elevator Speech

9. Confirm: Not the place now, let’s have a 5-minute phone conversation to see if we should talk more

10. Ask: for their card11. Research and prepare12. Follow-up!

Think Possibilities

Think Possibilities

What are the opportunities for you to use coaching certification?– Professionally– Personally

(Think Skills and Coaching)

Think Possibilities

• How would coaching certification benefit you?– Credibility– Financially– CEUs

• What is your timeline?

Evaluations – Remember the Learning Outcomes

1. Compare Coaching versus Consulting2. Define client expectations of the coaching process3. Give examples of coaching tools: language, focus,

write a mission statement4. Analyze business opportunities and income

potential5. Develop a marketing plan6. Prepare an elevator speech

Thank You

Please tell me how I can be helpful!

Cathy LiskaTraining DirectorCenter for Coaching CertificationDirect: 843-209-2641TrainingDirector@CenterforCoachingCertification.comwww.CenterforCoachingCertification.com