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

Angus 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.