Angus MacLennan


Have a Great Year – Get The Basics Right and Succeed in 2013 1

In our first guest post of 2013, business coach Angus MacLennan shares some thoughts he reminds his clients about at this time of year.

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Have a Great Year – Get The Basics Right and Succeed in 2013

by Angus MacLennan

It’s a new year and it’s that time of year when people set their resolutions and think about their goals. As a Business Coach it’s the time of year I remind my clients to go back to the basics. If you don’t cover the basics in your business and personal life then you may find you tend to drift.

Do these basics activities and you will have more control over your business and personal life and have a successful 2013.

1. Set SMART Goals

Goals are critical to success. Make sure you set your goals so you know what you are aiming for and when you will have to achieve it. Having clear goals allows you to put in place the actions needed to achieve your objectives. I recommend SMART goals:

Specific – get very clear about what you want and how it will feel, look, sound, smell etc.

Measurable – make sure the goals can be measured in a meaningful way. You have to measure it to know its achieved.

Achievable – make your goals challenging and achievable. They should push you but should be manageable.

Realistic – goals should always be realistic. Give yourself a something that will challenge you but that you can actually achieve.

Timed – know exactly when you will have to achieve your goal so you have a clear point to aim for.

Goals need to be clear, you must know when they are achieved, they must be a push but achievable and realistic and you must know when you will complete them.

2. Plan you diary for the year

Put all your fixed appointments, meetings you know about, main events and important dates into your diary for the whole year. All those carved in stone and can’t be moved events should go into you diary – for the whole year. This gives you a structure to start with.

3. Create a Weekly Plan

Create a weekly plan so you know what you are doing each week. Use a paper diary or a software diary but make sure you do create a plan that covers when you will be doing what over your week. Once you get the hang of that create a plan that covers 2 weeks or the whole month. This helps you plan ahead and gives you control of your actions and plans.

4. Use a To Do List

Start a To Do List that includes all the things you need to do for the week (personal and business) and put them in a priority order with Complete by Dates. If you tend to have a lot to do each day then break it down into daily To Do lists. Always focus on achieving the top 2 or 3 activities each day and you will make progress.

If you want to have a great year then make sure you cover all the basics in your business and your personal life. Ensure you have the direction and control that will set you on the path to an amazing year.

Have a happy and prosperous 2013!

Take care

Angus

About the author

Angus MacLennanMy name is Angus MacLennan and I am a Coach delivering practical Business Support to Business Owners – specialising in small to medium size businesses.

My mission is to deliver a quality service to help every client develop their business and enable them to have the work/life balance they want.

Over the past 5 years I have had thousands of hours experience coaching and delivering workshops and have had my work incorporated in training programmes across four continents.

I am a Master Practitioner of NLP, a Master Results Coach, a Master Performance Consultant and have a Degree in Industrial Psychology and a Post Grad Dip in Personnel Management.

Blog: http://coachingentrepreneurs.wordpress.com/

Linkedin: http://www.linkedin.com/in/angusmaclennan

Twitter: https://twitter.com/AngusMacLennan


Recapping January – March 2012 guest posts 1

Over the next few days I’m going to briefly recap the last years worth of guest posts that appear here each Friday.

Today we start by looking at the first three months of this year.

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January

In the first post of 2012 Amber Fogarty shared how she is in the “habit change business” discussing something she talks about a lot with clients in “Developing Better Habits”.

Coach and trainer Lorraine Hurst then followed with a post that could be of use to both yourself and your clients. “Blue Monday – what colour will yours be?” was published just prior to the third Monday of the year – read the post to see the significance of that date!

Coach and author of “Secrets of Successful Coaches”, Karen Williams, shared her expertise and knowledge in the third guest post of the year: “How does your mindset affect your business?” Read how Karen believes mindset, marketing and business knowledge will affect a successful coaching business.

The final post in January saw Karen Wise sharing a personal experience in the post “Relationship drama.” How familiar is this incident in either your own life or with what your clients tell you?

Image showing 14th February a Valentine day with heart symbol & message.

February

As we started the second month of the year, coach Marie Yates turned her attention to the action taken to the goals and plans made at the start of the New Year. This post contains a series of questions to assist you to make progress. Read “The warm up is complete… It is time for the main event.” 11 months since this was first published – what would your answers to these questions be today?

Liz Scott loves bringing coaches together to share experiences and knowledge. Her post focused upon “Parallel conversations and coaching”, using her personal experience as a lesson to be used in coaching sessions.

Lenny Deverill-West shared how he has been practically incorporating other teachings into his own work with clients. Read more about what he is doing in “The Coaching Aha!”

Social Media coach Nicky Kriel discussed errors she’s seen coaches make attempting one particular marketing approach. Are you making any of the blunders featured in “5 Big Mistakes that Life Coaches make Networking”?

March

March

Coach Richard Nugent invited you to “Explore Some Half Truths Of Coaching” with the aim of getting you to think about your own professional beliefs that could help you be more successful.

A coaching website is on many new coaches to do list, in the second guest post in March Mei Qi Tan shared her expertise and knowledge about what to focus upon. Read her post “Websites: It’s not just about content – it’s about users.”

Coach Angus MacLennan, who delivers practical Business Support to Business Owners, turned his attention to the subject that can have many new coaching business owners scratching their heads in the post “Niching Has Failed”

How to market your coaching is an often requested topic, in our next guest post coach Cindy Hillsey shared her expertise and knowledge in “Marketing and your Ideal Client”

In the final guest post in March Coach Toni Knights discussed what she considers to decide if it is necessary to refer clients for additional help, in her post “Identifying When Clients Need Counselling”

Visit tomorrow

Come back tomorrow for a post recapping April – June, or if you can’t wait, clicking here will bring a list of every post that has been published on this site labelled as a guest post.

January & Febuary image © Indianeye | Stock Free Images & Dreamstime Stock Photos
Visit tomorrow image © Renata2k | Stock Free Images & Dreamstime Stock Photos


Niching Has Failed

Coach Angus MacLennan shares his thoughts and expertise in this week’s guest post as he explains his view that:

Niching Has Failed

by Angus MacLennan

After years of reading about the need to have a micro niche its time we admit that niching has failed! OK that is not the case in every instance but the times are changing and we need to adapt to the demands of a time poor but knowledge rich client base who are making slower buying decisions. Having a niche is no longer enough as clients are starting to demand a bespoke service. As service providers we need to give them what they want, when they want it and in the way they expect to receive it.

Clients are buying into the marketing hype that tells them they are all unique. Mix this with the ease with which they can research you, your products, your competitors and the detractors of your particular service and we have a situation where having a micro niche can count against you. Sure we are all a little different but lets face it – almost every conceivable problem has been faced by someone before.

Its easier to market to a micro niche but clients are demanding more and more now. They want a bespoke service – even if their problem is not actually unique. As a coach I have seen most problems, and there variants, and I can tell you that there are very few occasions now where I see something new. Its usually the same problem as the last client but with a particular twist.

While more and more clients feel that they have a unique problem, when you tell them its common they are happy to know they are not alone. However they still expect a bespoke solution. Its an interesting dilemma for service providers. Standard products are great and will always sell to some clients but more and more clients are expecting a service sculpted to their situation. They don’t want to hear about your niche. They want to know that you can fix their problem.

This shift is something my clients are seeing with their own clients. Their clients have taken on board the marketing that says we are all different. Interestingly, that marketing is designed to sell the same product to millions of “unique” people via mass media and mass production. People accept their “unique” shirt from Topshop is not actually unique but when they deal with smaller businesses they expect a bespoke service and my clients are finding that a narrowly defined niche can count against them.

Its time we looked to our transferable skills. What is it that we can do as professionals that can be applied to any situation. Those are the skills we need to market and those are the skills we need to highlight when selling our service. Have a niche to help your marketing but make sure you don’t miss the opportunity to help all those other people who could benefit from your skills but who don’t know what you can do because all they see is your niche.

Go back to basics and do a skills assessment to highlight your transferable skills and abilities. If you are crystal clear on your own broad range of skills you will start to notice more opportunities that you may have missed before. There are so many people out there who need your skills. Once I realised I needed to look up from niche marketing I saw so many more opportunities and my business has tripled in turnover in the last 8 months. Same clients but they are coming from so many new and different directions.

See a need, fill a need.

Have a great day.

Angus

About the Author/Further Resources

My name is Angus MacLennan and I am a Coach delivering practical Business Support to Business Owners and Transitions Support to people going through Change.

I enjoy writing articles about Business and Personal Growth & Development and I am lucky enough to be published in the UK, USA, Canada and Australia and to have my work incorporated into multiple training and support programmes. When I am not out enjoying the great outdoors with my kids or helping local charities I like to spend my time Coaching and delivering Workshops.

My mission is to deliver a quality service to help every client develop their business or career and enable them to have the work/life balance they want.

Over the past 7 years I have had hundreds of hours experience coaching across three continents.

I am a Master Practitioner of NLP, a Master Results Coach and have a Degree in Industrial/Organisational Psychology and a Post Grad Dip in Personnel Management.


Coaches Need Coaches Too

In this week’s guest post Angus MacLennan shares his expertise and thoughts about what a coach should have if they want to succeed.

Angus is also offering a special offer to readers of Coaching Confidence, the coaching blog. You’ll find the details at the bottom of this page for you to read after this post.

Coaches Need Coaches Too

By Angus MacLennan

Every coach should have a coach if they want to succeed! I have a coach and I have coached many coaches over the last few years. Coaches who were great at helping their clients get the results they need but not so good at making a living from coaching. The reasons tend to be the same – they need help with what I call the Business Essentials.

Some of the basics that need to be covered in any coaching business are:

  • Clear Message – have a clear and concise message.

Many coaches try to be all things to everyone they meet. You need to have a good answer when someone asks you what you do and you need to get it across quickly. I recommend you have a niche and know how to pitch to them – across social media and face to face. If you can’t explain your offering and how to buy it in four points then you are overly complicating it. Keep it simple and interesting and people will want to know more.

  • Business Plan – without a plan you are guaranteed to struggle.

Keep it simple. A one page plan is a good place to start. Make sure you answer all the questions you need to in that one page and you will know where your business is going and what you need to do to get there.

  • Marketing Plan – you need a marketing plan to succeed.

Coaches who want to be successful need to create a plan and work it consistently. Something simple is what I recommend. If it is longer than one A4 page then you are going into too much detail. It should cover online media, networking, referrals, direct marketing, newsletters and advertising. Focus on where your target market “hangs out”. Remember that action gets results and massive action gets massive results.

  • Financials – always be on top of your incomings and outgoings.

Have a simple schedule to invoice and a procedure to follow up with anyone who pays late. I personally ask all my clients to set up their retainer payments by Standing Order payable at the beginning of the month. Charge fees that reflect the actual cost of doing business. The money you charge for one hour actually pays for the many hours you put into the client including your preparation time and follow up time.

  • Time Management – manage your time or it will manage you.

If you are not getting the results you want then go back to basics. Have a prioritised To Do List, SMART 90 day goals and make sure you manage your interruptions. I recommend the Spinning Plates Process. It’s a great process to get your business and life under your control. Create a weekly schedule that includes all the key results areas in your business and then stick to the plan until you start seeing the results.

Running a successful coaching business is not easy but it can be simple. Focus on the Business Essentials and make sure you have someone to hold you to account and you will get the results you deserve. Get yourself a coach!

For an introductory Coaching Session follow the short link http://bit.ly/bLrhrM

Have a great day.

Angus MacLennan

About the Author/Further Resources

My name is Angus MacLennan and I am a Business Coach who gets results with motivated Entrepreneurs and SME Business Owners by providing practical no-nonsense support.

I enjoy writing articles about Business Growth and Development and I am lucky enough to be published in the UK, USA and Australia and to have my work incorporated into multiple training and support programmes.

My mission is to deliver a quality service to help every client develop their business and enable them to have the work/life balance they want.

Over the past 7 years I have had hundreds of hours experience coaching business owners across three continents.

I am a Master Practitioner of NLP, a Master Results Coach and have a Degree in Industrial/Organisational Psychology and a Post Grad Dip in Personnel Management.

Special Offer

Angus is happily setting aside time for anyone who comes via here for an Introductory Coaching Session. He will also give 3 readers 1/3 off his 3 month program if they sign up before the 8th July.


2010 guest posters 1

The Friday Guest post on Coaching Confidence is taking a break over the festive period. (Want to be a guest poster in 2011? visit HERE)

Instead, today you will find a list of all the guest posters since we started the feature with links to their respective posts.

I’d like to take this moment to thank all these posters for taking the time to share so generously. I’d also like to wish everyone a Happy New Year.

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Networking For Coaches 5

Coaches, do you have much success networking? In this weeks guest post Angus MacLennan shares some tips to improve your networking skills.

Networking For Coaches

by Angus MacLennan

Over the last few years I have found networking to be a great way to get new coaching clients. During this time I have met a number of coaches while out networking. Some coaches were great at networking and I learnt a lot from them. Unfortunately, some were not as good and found networking was not working for them.

It is important to realise that Coaching is a business and must be approached like a business. Networking is a great client development tool for any business if it is done properly. I suggest my clients focus on a few key points that help them get the most from networking. They are:

  • Your Niche: Have a clearly defined niche. Without a clear niche you cannot have a clear message. When you are out networking you need to have a clear message.
  • Your Message: A common mistake is to dilute the message with too many offerings. When you go out networking you must have a clear message. Make it easy for people to understand exactly what you do.

Most coaches are multi-skilled and happy to work across many fields. The problem is that this becomes confusing when you try to explain what you do. Most people will not get a clear understanding of what you do if you tell them you are a Life Coach, Business Coach, Hypotherapist and NLP specialist.

Even if you do use all of your many skills when helping clients I suggest you pick a niche and message and stick to it. Networking works best when you have a clear message that people understand quickly and easily, so don’t confuse them with your list of skills.

  • Business Cards: Make sure you only have one card that carries a clear message about you and your niche. I have met too many coaches who hand out multiple cards for multiple “Businesses” at networking meetings and it can harm your credibility.
  • Be Professional And Organised: Make sure you come across as a business person. Coaching may be your passion but if you are out networking then you are talking to people who are there to make connections and do business. They want to talk to other professionals who are serious about doing business. Making friends with them may come later but if you want other networkers to refer you on then they must have confidence in you as a business person.
  • Talk To People: Be friendly and open and make an effort to talk to people. As a Coach you are skilled at this part but a common mistake I have observed is that Coaches get talking to one person and get stuck. If you can, identify the people you want to speak to before you arrive and then target them. If you cannot do that then make sure you break rapport if necessary and move on. Talk to as many of the right people as you can. You don’t want to be seen to monopolise one person’s networking time so moving on will be good for both of you.
  • Follow Up: Always follow up with people who express an interest in you or your services. Make sure you develop a professional and focussed system for following up and it will become a habit. It could be a letter, email or a call but make sure you connect with everyone who expresses an interest.
  • Your USP: Have a Unique Selling Point clearly defined and put into a short simple message. This will come out of a combination of your niche and your strengths. What do you offer that is unique? With Six Billion people in the world the chances are your unique selling point is not that unique but make it something unique to you, your area or your particular offering. Don’t re-invent the wheel but have something interesting that will make people take notice and remember you.
  • Have A Sales Ramp And A Sales Process: You are in business and if you want to do business then you need to have a Sales Process to take your clients through. Link it to a Sales Ramp that allows you to sell different products to different people, to up-sell when possible and catch people who are not ready for your top product. Multiple points of sale are a great way to form relationships that you can build on.
  • Elevator Pitch: Create a 20 second pitch that answers the question: What do you do? Too many coaches I have met cannot answer that question in less than a minute or two. Create a short answer focussing on your niche and then practice it until it sounds natural.
  • Your 60 Seconds: Have a 60 second speech and practise it until it sounds natural. It should include the following:
    • Name, Company and Location (if relevant)
    • What you do – your niche
    • Why should they come to you – your USP
    • Who you want to meet – be specific about the referrals you want
    • Make an offer or have an anecdote – something to ensure they remember you
    • Close with Name and Company
  • Stay After The Meeting: Hang around and talk to people after the meeting. The primary purpose of networking meetings is to build relationships. Focus on building relationships by asking the right questions and listening to the answers. Remember that people love to talk about themselves so ask more than you tell. It is the relationships you build in the meetings and in the 1-2-1s that get you the referrals. People will only refer you if they like you, trust you and believe you have a worthwhile service.
  • Debrief: Always debrief yourself after the event – what worked and what you can improve on. Networking is a learning experience so make sure you learn from your successes and mistakes. Pay attention to the networkers who stand out and model some of their behaviours and phrases.

I have worked with a number of coaches who came to me to help them get better results from networking. The points above have enabled them to focus on what they should be doing. Start with the basics, practice and the results will follow. Networking is an important tool for getting clients so get out there and network.

Have a great day.

Angus

About the Author/Further Resources

HeadShotAngus MacLennan works with motivated Entrepreneurs and Small Business Owners. He has had his articles published in the UK, USA and Australia and has worked with clients across three continents.

His mission and passion is to deliver amazing value to his clients and help them develop their businesses – allowing them to have the work/life balance they really want.

Check out his blog and learn more at: www.coachingentrepreneurs.co.uk

Twitter: http://twitter.com/angusmaclennan
LinkedIn: http://uk.linkedin.com/in/angusmaclennan

He loves what he does so get in touch and book a free session.