We break down the different sources of lead generation available to you, help you to determine the right ones for you and build your momentum to get started.

Uncover the different types of people we sell to, recognise the differing needs and preferences of different types of people and discover how you can flex your style to influence them. You will learn how to use the 9 necessary voice modes (from module 4) to match, pace and lead these people during the sales process.

Understand what the salient requirements are of buyers in large organisations versus small business leaders or self-funders.  Reduce the time it takes you to determine how to approach each one and what their signature profile is. Distinguish what their differing needs are and be better equipped to package your coaching services accordingly.

What is the buying cycle and how does it help you to navigate the sales landscape and know what inherent risks you should look out for and mitigate? We unpack the 5 critical stages in the customers’ buying cycle and teach you what to do at each stage.

The coaching chemistry meeting between coaches and potential new coachees is a significant stage in the buying cycle. Understand how to approach these chemistry meetings with confidence.  Gain tips and insights from experienced coaches about how to run your chemistry meetings so that you are selected for many assignments. We discuss how to build rapport quickly, understand how to diagnose the coachee’s needs, how to build a shared vision for the coaching programme and determine what additional tools may be appropriate to that coachee. 

There are many sales dilemmas and sales pitfalls, which can erode your margin, waste your time and pose tricky tensions for you between different stakeholders. We help you to explore the most common ones, so you know what to look out for and how to mitigate them. 

Operationalising a coaching business requires you to write and implement a number of commercial documents, which overlay and connect to govern both the purchase and delivery of the coaching service, and to mitigate the risk of margin erosion during its delivery. We save you time, money and hassle by providing you with off the shelf examples of the key commercial documents you will need, developed through years of experience across hundreds of assignments and share with you some of the options and choices you have when it comes to developing your own.