Despite your reluctance to mix it up with the "big boys and girls" in corporate America, you must let folks know you exist. How can you do that? See if you've done any of the following:

 

1)  joined your local Chamber of Commerce
2)  attended or presented at a local Rotarian, Lions Club, or other community organization
3)  offered to give free seminars to local businesses on the advantages of executive coaching
4) practiced your elevator speech
5)  networked through colleagues and friends who have business contacts
6)  talked with your local banker or mortgage loan officer
7)  made cold calls to every car dealer in your city on what coaching can do to improve confidence in their sales force
8)  ditto #7 above for any other business sectorhospitals, doctor offices, computer companies, etc.
9)  contacted local trade associationse.g. teachers, AAA, CPAs, dental, etc.
10) written a self-help book that outlines what you do in your coaching practice
11) written an article for your local newspaper, alumni, or trade magazinee.g. Publisher's Weekly, in-flight magazines, book clubs, professional groups (attorneys, doctors, CPAs, oil and gas, food service).

 

It's hard to make cold calls, the rejection fear is unbearable, and you feel  awkward "selling your soul" to the masses. Remember your training and what you're good atcommunication skills. In any one on one encounter you should shine with the person in front of you. Be enthusiastic about your coaching practice and why you think you might be able to connect with the person in front of you. You're not selling a product or service; all you want is to impart a little knowledge about how coaching differs from consulting and therapy and enables the person to take control of their own business. While it helps to have some business knowledge, it's not essential. You don't have to be a financial expert to offer suggestions about how to improve the bottom line. But you do have the knowledge, skills, and ability to plan, organize, communicate, evaluate, and bring people together within a company. That's what your sellingthe process and not the content. Think of yourself as a facilitator who looks at a situation from different vantage points, allowing your potential client to think "outside the box" with a confidante who values his/her input and champions their willingness to ask for help. By the end of your sixth session with your client he/she will most likely ask you to do some personal coaching with members of their staff or with themselves. Kindly refer other clients to coaching colleagues who will surely repay the favor someday. Share the knowledge and clients. The key word here is SHARE. Consultants impart specific knowledge and problem-solve; coaches ask powerful questions who get their clients to THINK and GROW. There are no quick fixes in coaching, but life-changing views for looking at one's business in the short and long-term.

 

 

 

"Helpful Hints" is a monthly feature of The Executive Connection. In this section of our Newsletter, we will discuss accountability structures necessary to stay focused on your business plan and objectives.

 

"This Month's Helpful Hints"

 

• Go to the library and pick up a book on managing group dynamics. This is an invaluable tool for what goes on with high-performance groups. MentorCoach has an excellent training module on how to facilitate groups.
• Call a local firm and see who has oversight over them. Determine where board members come from and gain insight into their contributions to the non-profit or for-profit business.
• Interview a board member (this may be tough) with confidentiality intact for both the company and the member to see what goes on at board meetings. Much of the information is pre-packaged and presented by staffers, but other members might take on a more proactive role in company vision, growth, and direction.