How do you stand out in a crowd of thousands? With over 50,000 coaches worldwide and 17,000 in the USA, how do you increase your share of the industry pie when it comes to getting clients?
There’s a secret to going from zero to $100,000 to making a million dollars a year, and these powerful strategies are what I’m going to show you to be successful in the coaching and consulting business.
Watch this video about successful coaching and consulting secrets.
Relationships, Not Transactions
What you must know about a consulting business is you’re not just selling a service, you’re selling a relationship. The relationship between you and the client, and how you make them feel is equally important.
People buy because of what you sell but they stay with you because of who you are. So what you are doing to nurture and strengthen the relationship is what will distinguish you from all the other coaches and consultants out there.
It’s not just transactional, meaning you get paid for doing some work. If you’re a transactional consultant and coach you’ll have a tough time trying to make a good amount of money in this business because a lot of people make transactions.
You want to have what I call a transformational relationship with the client. That means you’re not being seen as a commodity where the client leaves the money and you do the work.
You want the work you do to have a big enough impact that it enhances the life or the business in some meaningful way.
So how can you decide if what you’re providing is a transactional or transformational relationship? For example, you have a business where you help people set up their automated webinars in their webinar funnels. How do you know if the relationship is transactional or transformational?
You can’t communicate this difference. You can’t ask your client which one they feel they’ve just experienced. A relationship is what you make them feel. There’s no need to tell them you’re going to change their life. You just do it, and it’s transformational.
It’s possible that the client will feel good even if the relationship is purely transactional. Let’s say you do a good job and they pay you because they’re satisfied with the service. It’s a pretty good relationship although it’s transactional. So makes a relationship transformational?
Transforming A Man Using A Suit
It starts from day one, with how you view what you do. Let’s take a look at a custom suit business.
When the customer comes into your store to get a suit custom made, you take measurements, choose the fabric, and make a suit. Hopefully the suit fits. This is a very transactional way of viewing the process.
Or you could do the same amount of work and get a different result.
A man comes in with low self-confidence and low self-esteem and you can tell he’s never ever looked good in a suit. You measure him, understand his personality, find out what he does and the person he is inside, and bring it out of him through your suit.
You choose the right shade of colours that match his skin tone to give him confidence and change how he sees himself. Then he goes out there and meets the ideal person to marry because he’s finally got the confidence to get a date.
Maybe we will help him get promoted in his company because his confidence changes his performance. Your suit changes that man’s life in many ways. It’s the same suit as the one you just measured and made, but this time, you changed someone’s life.
You don’t want to just make a suit and take the money.
Now when a client comes in, you could do the work or with this mindset you could offer much more. You’re also going to get a very different type of client. It’s all about how you project yourself: as a commodity, or as someone who can change a life.
Changing Your Vibe
Let’s go back to setting up a webinar. Setting it up for your client is transactional. But say that you don’t just set up a webinar. By making it automated, you are saving the client time. By saving time and helping the client to make more money, you will also give him more time to spend with family because of what you did with technology.
With that kind of vibe, you’ve changed that person’s life.
It’s the same if you’re a realtor. You could sell a client a client a two bedroom condo near parks and a school and hand over the keys to the new owner. Or you can sell a home, a place where the new owner can watch their kids grow up. It’s a different kind of responsibility to your client.
It’s got nothing to do with transitioning what you do from just getting paid to making a transformation. But it’s got everything to do with your mindset and how you view your craft and what you do.
Painting The Picture
You could be an artist. You can say you like to paint buildings, or trees and flowers using oils on canvas. Or you can say that you’re trying to communicate a story and evoke feelings through your art so that every time someone admires your painting, they feel nostalgic, heartbroken, or empowered. That’s a different level of artist.
So as a transformational coach or consultant, your client knows that you care about them more than the product or service you are selling. You’re interested in a lifelong relationship.
As a consultant or coach, you want to impart knowledge to your client so you get the results the client is looking for. However, you want to have the attitude that you care but you aren’t attached. You don’t want to take it personally.
You care about your client’s progress and you do your best to help them but at the same time you’re not attached to the outcome. There are many factors that contribute to their success or failure, and you cannot control that.
Many people can learn from the same mentor and yet each person will have different results. Everyone progresses at different speeds and different levels even if they are learning the same lessons from the same person.
At the end of the day, take a close look at how you view what you do. How do you feel about what you do? Are you bored of making one suit after the other because if it doesn’t make a difference if they buy from you or online? Do you see an endless parade of people walking through the house you’re showing for your client?
That view is transactional, like 99 percent of other businesses out there. When you have a different mindset, your client will sense the difference. As a service-based business, you want a long-term relationship.
As a lawyer, for example, you’re not just offering trademarking services and filling out a bunch of paperwork. You’re protecting the client’s brand. As a realtor, you’re not just helping a client buy a house, you’re helping them find a future for their family.
Final Thoughts On Secrets For Successful Coaching and Consulting
It’s easy to charge money for a product or service. That’s what most people do – offer transactional relationships. The way to make a high income from coaching and consulting is to build relationships and offer transformations.
Your client won’t have a transformation if you measure him and then bill him for the custom suit you just made. But if you take the time to make a suit that changes his confidence and changes his life, then you’ve opened the door to a lifelong relationship. You didn’t just create a suit, you created a feeling.
Start by changing your mindset. Show that you care about your client more than the product or service you are selling. When you can offer a transformation, the ripple effect will go beyond your service – it will impact your client’s personal and professional life.
What transformation do you offer clients? Comment below.