Turn Potential Clients into Actual Clients

Published on this site: June 27th, 2006 - See more articles from this month

How many potential clients have you spoken to? And how many of those potential clients have become actual clients?

If the number of potential clients you've spoken to is a lot bigger than the number of clients you've actually had, don't worry. You're not alone!

Every coach talks to many more people than than they actually end up coaching. For ADD coaches, the number is probably even higher because our clients can sometimes delay decisions and allow procrastination to slow them down.

But there's another reason why you may not be converting these potential clients into paid clients. The reason is that people buy from service providers that they know, like, and trust.

Think about it...

Have you ever given a couple hundred bucks to someone you didn't know, like, and trust?

Many times, a free consultation or sample session is enough for someone to decide if they like you, but it may not be enough for them to feel like they know you and trust you. Essentially, you need to establish a relationship with your potential clients before they become paying clients.

One of the best ways to do this is by offering a complimentary email newsletter (also known as an "e-zine.") The cost is minimal to you, and the value is priceless to your potential clients.

By offering your knowledge in the form of tips, strategies, and how- to's, you allow your potential clients to get to know you, like you, and trust you - both as a person and a as an ADD coach.

There are three basics to complimentary email newsletters:

1. Encourage every potential client (everyone you meet, every visitor to your website, etc.) to subscribe to your newsletter
   
2. Provide valuable content
   
3. Publish regularly - at least once a month

You can also give potential clients the opportunity to get to know you through a website, a weblog, no-charge teleclasses, presentations, and more.

Remember, the key to converting potential clients is offering them the opportunity to get to know you well enough to like you and trust you.

Are you giving potential clients the opportunity to know you, like you, and trust you?



Jennifer Koretsky is an ADD Management Coach who helps adults manage their ADD and move forward in life. She publishes The ADD Coaching Business Report, an eNewsletter that helps other coaches succeed in their business and marketing efforts and create viable coaching businesses. Subscribe to The ADD Coaching Business Report at http://www.ADDcoachingbusinessschool.com