The other day a coach asked me, “Which is easier to sell, coaching or consulting?”. The reasons for this question came from the following thought process:
“In consulting you always have a clear deliverable. A statement of work. So the client knows exactly what they will get for how much money right. With coaching it’s always kind of vague, because it depends a lot on how fast they learn and how much time and energy the client itself invests into everything”
My response to this statement was the following :
Coaching vs Consulting
It is not easier to sell either and it is not harder to sell either. When you get your targeting and marketing right, you can generate leads equally as effectively for both.
Having generated the lead, it is the same for both situations, you need to understand the prospect’s problem and how you will add value to them and their business. Both are promising an outcome.
There’s nothing vague about coaching. Well, I’ll add to that, there’s nothing vague about coaching when you understand the client’s needs and follow a system to deliver the results that they want.
If at any point, the coaching feels vague, then it is time to recalibrate – both yourself and the client. What I mean by that is, you need to revisit the reason the client has engaged with you and what you need to do to deliver value by closing the gap between where they are and where they want to be in the most effective, efficient, productive way.
The P.R.O.F.I.T. Coach system
With the P.R.O.F.I.T. Coach system, you have a clear, step by step, tangible proven system to work with that has delivered results for hundreds of businesses. If it seems to be vague for the client, you need to recalibrate with them, revisit their goals, make sure they have clarity about the business blueprint and can see clearly what the roadmap looks like to where they want to be.
Your client needs to know, every single day, every week, what they need to be working on, where their focus needs to be to get the results that they want.