My husband, Richard, signed on another new coaching
client last week. Now, the reason I'm sharing this with you is not
because I'm proud of my husband (which I am of course).
I'm sharing it with you as an inspiring story of
how easy it is to be bold, stand out from the crowd, and reap the
rewards you want.
Let me explain...
Whenever he gets a new client I always ask him,
"How did they hear about you?"
In this case, Richard had delivered a 20-minute
presentation for a leads group. When he arrived for the meeting, he
was disappointed to see there were only eleven people seated. And,
two of them had already seen his presentation!
That left just nine fresh faces. Undaunted, he delivered
his presentation. Only, instead of the audience yawning, bored at
yet another "here is what I and my business are all about"
speech , they sat up, laughing, engaged, and eager to hear what he
had to say.
What did Richard do that many business owners presenting
their business neglect to?
Stand out. Be inventive. Use props to demonstrate
his point.
Richard's business is called UpSwing Coaching and
his program is called "Focus = Equals Money, Time, and Freedom".
He uses juggling balls (yes, he really does juggle to illustrate a
point in the opening of his presentation) and swings a golf club,
all to demonstrate the point of his talk.
Out of those nine people, two stayed after to talk
with him. One hired him just a couple of weeks later. Richard has
a conversation scheduled with the other one (given he has a 90% close
rate, it's likely he too, will sign on as a client).
My point in sharing this story with you is that
there is no substitute for creativity, personality, and a bit of boldness.
Sure, Richard risks dropping a ball when juggling in front of a crowd.
But if he does, he simply weaves it into his presentation. The juggling
balls represent the tasks business owners struggle with juggling so
that's easy to do.
Now it's your turn...
What is ONE prop you can use in your next presentation
to illustrate your point?
What are TWO ways you can demonstrate the results
your clients get from working with you (instead of talking about what
you do)?
What are THREE provocative statements or questions
you can say during your next potential client conversation or presentation?
