The Guide To Communicating Clearly
“The wise person looks for challenges that are inspiring to them instead of waiting for challenges that aren’t “. John Demartini
I’m writing on the train en route to Rome .
Sitting in first class I was expecting less people, more space and a Wi-Fi connection.
Instead I got a cramped seat, a welcome drink and a handsome man, the “capo di treano” (train manager), dressed in an impeccable uniform, probably designed by Armani himself, explaining to me that this particular train doesn’t have Wi-Fi.
I notice how edgy I am about this realization, like my life depends on being connected and online at all times.
And how pissed I am that there were 3 different styles of trains to choose from, but I was only offered one, the one without wifi.
If the train company had communicated more clearly the options on offer, I could have selected the right train for me.
It’s the same in the coaching business, it’s not that there aren’t enough clients or opportunities for you, it’s that you’re not always clearly communicating what you have to offer and then helping clients select the best fit for them.
In fact if you’re like me when I started out you may be stuck on offering only one style of service and usually the cheapest one, often missing the sale every time.
Faced with the opportunity to travel again by train of course I’d choose the train that includes Wi-Fi, even if it were the more expensive ticket, it’s going to fill my needs and give me what I want .
Faced with discovery sessions and potential clients it’s the same thing, our job is to listen carefully and communicate clearly what’s on offer according to what the client wants and needs, even if it is the more expensive option, you’ll close the sale more easily each time.
The Guide To Communicating Clearly
1) Listen more.
Ironically the more you listen to your clients needs and desires the more you’ll be clear on what you can offer as a form of support.
Action: Lean back on your sales calls and practice listening more intently whilst noting what your potential client really wants and needs. As you avoid the urge to interrupt you’ll more easily and clearly communicate what you can do to assist him/her when it’s your time to speak.
2)Note your repetitive vocabulary.
Now that you’ve listened more and more you’ll see that most potential clients coming to you have similar problems and you have a range of solutions.
Action: Note down the recurring words and issues people are having and the recurring vocabulary you use to assist people, for example, most of my potentials use the word clarity, confidence, visibility and so most of my support packages are designed to increase all of the former, that’s my area. What repetitive language are you and your potentials using? That’s the key to creating great packages you’re meant to offer and closing your sales.
3) Don’t confuse confidence with clarity.
It’s not that you’re lacking confidence in selling your services it’s that you’re lacking clarity on what you’ve really got to offer, once clear the world’s your oyster and you similtaneously will attract those who need your support.
Action: Get clear on what you’re really doing with people by addressing the above and don’t limit it to one style of service, like Skype only, think about how you’d really love to earn your money, right now I’m earning from a 5 star hotel in Rome with clients because cities and luxury light me up, consider what would inspire you most as a means to serving your clients.
This first step starts here: Book Me In Grace