Coaching – the perfect tie in to your consulting business

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Coaching is a great value-added skillset and service for a consulting business.

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Coaching – the perfect tie in to your consulting business

  1. 1. Coaching – the Perfect Tie-in to a Consulting Business<br />
  2. 2. Agenda and Learning Outcomes<br />Compare Coaching and Consulting<br />Define client expectations of the coaching process<br />Give examples of coaching tools: language, focus, write a mission statement<br />
  3. 3. Agenda and Learning Outcomes<br />Analyze business opportunities and income potential<br />Develop a marketing plan<br />Prepare an elevator speech<br />
  4. 4. Consulting versus Coaching<br />
  5. 5. Consulting versus Coaching<br />Assess<br />Analyze<br />Advise<br />Partner<br />Perspective<br />Possibilities<br />
  6. 6. Consulting versus Coaching<br />A consultant is an expert brought in to advise the client.<br />A coach is a process expert brought in to expand the client’s thinking and accountability.<br />
  7. 7. The Tie-in to Consulting<br />From a Corporate perspective - <br />Top 3 reasons coaches are hired: <br />develop high potentials or facilitate transition (48%) <br />act as a sounding board (26%) <br />address derailing behavior (12%) <br /> – Harvard Business Review<br />76% of the time personal issues are addressed <br />
  8. 8. The Tie-in to Consulting<br />From an Individual perspective – <br />Most important reasons for hiring a coach: <br />career, business management, self-esteem, work/life balance. - ICF<br />
  9. 9. Client Expectations<br />
  10. 10. Client Expectations of Coaching <br />Skill development<br />Perspective<br />Action planning<br />
  11. 11. The Tie-in: Consultant and Coach<br />A Consultant works with a client<br />The client struggles to implement changes<br />The Consultant coaches the client to create the change<br />The Consultant coaches the client to think and act in keeping with the chosen outcome goal<br />
  12. 12. The Tie-in: Consultant and Coaching<br />How is the ideal client for a coach and a consultant similar?<br />How likely is it that the person benefiting from a consultant benefits from coaching?<br />How does coaching add value to consulting?<br />
  13. 13. Coaching Tools<br />
  14. 14. Coaching Tools: Assertive Communication<br />start asking<br />Quit telling, <br />Stop focusing on the problem<br />Start focusing on the solution<br />
  15. 15. Coaching Tools: NLP<br />What They Do Want<br />Forward Focus<br />Internal Motivation<br />Proactive<br />Positive<br />
  16. 16. Coaching Tools: Write a Mission Statement<br />Brainstorm a list of words <br />Sort the words into groups<br />Brainstorm phrases for each group of words<br />Combine phrases<br />One sentence <br />12 words or less<br />
  17. 17. Business Opportunities<br />
  18. 18. Coaching Business Opportunities - Statistics<br />500% ROI!<br />Coaching has...<br />Improvement shown:<br />Training =<br />Training + coaching =<br />22%<br />86%<br />
  19. 19. Coaching Income Potential<br />Hourly cost: $100 - $3,500; Median is $500<br />1 coach for every 29,000 people in the US and Canada<br />Professional Credibility<br />
  20. 20. Coaching Income Potential<br />Life<br />Group<br />Executive<br />Two Sessions per Month = $490<br />Four Sessions per Month = $950<br />Two Sessions per Month = $250<br />Four Sessions per Month = $490<br />Once a Month = $49<br />Twice a Month = $98<br />Pricing adjusted up with experience<br />
  21. 21. Example<br />Number of clients<br />33 clients at $250/month = $3000/year/ea = $99,000/year <br />Income Goal <br />$100,000<br />Hours to work<br />33 clients twice a month each = 16-17 coaching hours per week<br />
  22. 22. Marketing<br />
  23. 23. Marketing: First Priorities and Great Next Steps<br />Name and Niche<br />Theme and Message<br />Website and Business Cards<br />Information Packet<br />Blogs and Articles<br />Speeches and Presentations<br />First Priorities<br />Great Next Steps<br />
  24. 24. Marketing Plan<br />About Your Market<br />Demographics<br />Demand<br />Barriers<br />Pricing<br />Goals<br />Strategies<br />
  25. 25. Marketing: Consistency<br />Exposure<br />Online<br />Presenting<br />Networking<br />Client Sources<br />Word of Mouth<br />Referrals<br />Connections<br />Marketing Made Simple software<br />http://centerforcoachingcertification.net/ <br />
  26. 26. Elevator Speech<br />
  27. 27. Elevator Speech<br />What is ‘Typical’?<br />What is the level of interest?<br />
  28. 28. Elevator Speech<br />Ask: What do you do?<br />Listen<br />Ask: What is your biggest challenge?<br />Listen<br />
  29. 29. Elevator Speech<br />Share: Interesting – tied to what I do<br />Be QUIET<br />Wait: They will ASK what you do<br />Share: Tie your work to their challenge<br />
  30. 30. Elevator Speech<br />Confirm: Not the place now, let’s have a 5-minute phone conversation to see if we should talk more<br />Ask: for their card<br />Research and prepare<br />Follow-up!<br />
  31. 31. Think Possibilities<br />
  32. 32. Think Possibilities<br />What are the opportunities for you to use coaching certification?<br />Professionally<br />Personally (Think Skills and Coaching)<br />
  33. 33. Think Possibilities<br />How would coaching certification benefit you?<br />Credibility<br />Financially<br />CEUs<br />What is your timeline?<br />
  34. 34. Evaluations – Remember the Learning Outcomes<br />Compare Coaching versus Consulting<br />Define client expectations of the coaching process<br />Give examples of coaching tools: language, focus, write a mission statement<br />Analyze business opportunities and income potential<br />Develop a marketing plan<br />Prepare an elevator speech<br />
  35. 35. Thank You<br />Please tell me how I can be helpful!<br />Cathy Liska<br />Training Director<br />Center for Coaching Certification<br />Direct: 843-209-2641<br />TrainingDirector@CenterforCoachingCertification.com<br />www.CenterforCoachingCertification.com<br />

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