They seem like good clients. They know they need help. They can afford to pay you. Their problem falls within your scope.
But there’s one more thing you need to know…even if you’re not a coach.
Are they coachable?
Will the clients’ actions contribute to their success? I can’t think of any service where the answer is “no.” If you’re a tax preparer the client needs to produce documents on time. If you’re an interior designer they have to explain in detail what they need.
Many services require clients to complete forms, show up for appointments, and complete tasks (“assignments”) outside the sessions where you meet. Unless you’re working with asynchronous communication, they. need to set their schedules to show up on time and prepared.
Will they do the work?
When I worked with career changers, many were eager to make a change…until we got down to specifics. Where would they find time to revise their resume? Would they reach out to set up interviews for information?
One client asked if he could identify people who’d be good information sources and then mail them a standardized letter. Another said she had no time in the evenings because she couldn’t abandon her garden.
There’s nothing wrong with these clients. They understood their values and priorities. They valued other things more highly than they valued “career change.”
The problem comes when they don’t recognize their priorities. They hire you and expect magic to happen.
How do you screen prospective clients so you don’t waste time on those who will never achieve success, no matter what you do? How do you find clients who understand that they need to contribute to their own successful outcomes?
In Episode #110 of the Strategic Storytelling podcast, I share examples of how to use questions and stories to reach clients before they sign up. You can use carefully-crafted stories when you’re marketing. You can ask questions when you set up get-acquainted calls.
Don’t ask, “Are you ready to do the work?” Instead, ask questions that yield insights into their life stage and needs, which easily demonstrates their motivation.
My course on “From Storytelling to Story-Selling” explains exactly how to attract your ideal clients by carefully crafting your story.
