Does chasing prospects feel like chasing waterfalls to you? Was it the 90's girl band TLC who sang 'Don't go chasing prospects, please keep to the clients and the lists that you're used to?'' No? Okay, but what I'm trying to say is when you get into the murky waters of continuous conversations with prospective new clients, how do you pin them down to start working with you for real or decide maybe they're a fish you should throw back into the river? Perhaps I should quit with the water & fishing analogies and get to the point, which is all about sizing up whether your prospective client is a real catch (Sorry, that's the last one, I promise).

In today's episode, I discuss a common problem for coaches who don't know when or how to push their prospect for a definitive decision to begin working together. I explain how you can direct conversation with deadlines that don't have to be pushy or hard sell and can leave a channel open for the client to come to you. I ask you to consider how such prospects interact with you and how you should evaluate the possible coaching outcomes of those who do not respect you enough to communicate properly with you before signing them up. I also explain the difference between reminding a prospect they have an opportunity to work with you to chasing down an option just because you need to get some cash in your wallet, which we all know is not the right way to go.

"Nobody likes to be forced into anything. No one - with very few exceptions - no one likes to feel pressured into doing things." – Jos Willard "The point of the email is to get them to restart the conversation. So they're going to respond. They're either going to say, 'Yeah actually, I'm sorry I've decided to go in another direction. Okay great. Now you know." – Jos Willard

"Your role is to help people make the best decision for them at the time. And quite often that decision will be 'it's not time to work with me yet." – Jos Willard

"You DON'T chase them. You DON'T try to force that conversation early. You DO remind them that they have the opportunity to work with you. You DO put out calls to action." – Jos Willard

"Do your best to avoid being in that situation where someone is constantly putting you off and putting you off. And the best way to avoid being in that situation is to avoid trying to force sales conversations before the prospect is ready." – Jos Willard

This week on Profit For Coaches:

• How to avoid being led on by noncommittal prospects
• Why you need to look after your time resources
• What important information you can elicit about your client when it comes to their communication and commitment styles
• How to create a 'no pressure' conversation that will still give you a definitive Yes or No
• Why you should ask yourself, 'Do you really want to work with them anyway?'
• The FREE eBook you can access today!

Connect with Jos Willard:

• Profit For Coaches Website
• Jos Willard on LinkedIn
• Jos Willard on Twitter
• Jos Willard on Instagram

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