Coaching is like your flower garden + when and how to follow-up post sample session

Okay, coachie love. You’ve completed that oh-so-awesome sample session, so what next?

STOP. And before you do anything, get your mind in the right space. Your business is like your flower garden: if you want it to grow, you must consistently nurture it.

When you first plant seeds in a garden, you must do some foundational things, like make sure you’ve got the right soil, the proper light, and the right spacing between plant. Once that sample growing ground is set, the flower is ready to grow. If it’s nurtured right, that is if is watered, fed, and cared for in the appropriate way, it will turn into a beautiful bloom.

Now, think about this in terms of your biz:

-Every potential client is like a new seed

-You prep the soil for that seed by creating a quality sample session (with all of the pre-session bells-n-whistles, which I talked about in last week’s blog)

-You plant the seed by delivering the sample session

-You nurture that seed for growth by following up.

But how often do you follow up and what do you say?

Just like with your garden, it depends upon the plant. However, there are some general rules that you can use as a guideline. I always, always, always send the follow up note within 24 hours of completion of the sample session. Typically, I gather the potential coaching client’s home address at the end of the sample by saying simply, “I like to send a little something to you after the sample session. What’s your home address?” I’ve never had anyone refuse to give me that information. Inside the note card, I try and do three things:

1. Thank the potential client for giving me the opportunity to complete a sample session with him/her and, more importantly, for allowing me on this part of their life’s journey. It’s an honor.
2. Advocate for the person’s growth. Refer to one of the significant “learnings” that took place during the session, cheerleading the client and reminding them to apply that learning in their life because they are worth it. Even if they never, ever move forward in a coaching relationship with you, it is your responsibility as a professional to champion those you serve when appropriate. And it’s more than appropriate here.
3. Express your desire to work with them. As a businessperson, try holding the perspective you would be honored to and are extremely excited at the possibility of doing business with the potential client. Let your potential coaching client know that look forward to exploring the big changes that the two of you will create together for him/her. Make him/her feel SO SPECIAL.  Really work to earn the business and hold it as a privilege, not a right.

I like to handwrite the person’s name on the envelope, affix a creative or inspirational US postal stamp, and sometimes even decorate the envelope with doodles, Washi tape, or stickers. Of course, you do not have to go to this level of detail in addressing the envelope; I do this because I LOVE TO DO IT and it’s another way of expressing my authentic self to the client. Being able to share a bit of who you are as a human being in each and every interaction you have is tantamount to building that strong connection with the potential client and, eventually, earning their business.

Now, go nurture those leads and follow up!