Business Coaching Salary Secrets: Different Techniques Coaches Use to Keep Their Clients in Coaching
How You Can Double Your Business Coaching Salary From Every Client You Work With
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Business coaching salary is exciting for all business coaches, but let’s be honest; most business coaches don’t make much money. The average business coach makes about $20k per year or less. Although part of the reason is that they simply don’t get enough clients, another big reason is that the clients they DO work with don’t stick around very long.
Even with all the different techniques coaches use to make their business clients successful, the average business coaching client will stay with their coaching program for 4 months, and then they will promptly quit. In order to garner the kind of business coaching salary that you need to simply survive, you need to learn the different techniques coaches use to keep your clients around longer than just 4 months.
The Biggest Business Coaching Salary Problem: Why Clients Quit Coaching
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Why do coaching clients leave so quickly? Most of the time, the reason why a business coaching client isn’t getting the results they want in their business is that their emotions are motivating them to avoid certain key activities that would make them more successful (as well as overdoing certain activities that are limiting their success). The other possibility is that their emotions are causing them to perform badly, even when they do spend the time working on what they should be working on. The point here is that the variables of success and failure in business are:
- What things you do (and in what amount you do those things)
- How well you do them.
Different Techniques Coaches Use in the Business Coaching Salary Timeline
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Day One: Business owners are looking for a way to not have to change anything they don’t feel like changing and still get better results, and they look to you – the powerful coach – as the magic pill to fix their situation. They simply assume that working with you and learning the different techniques coaches use will make their job easier and more fun while simultaneously making more profit.
Months One to Two: When month one and two roll by, they are usually excited because they are learning some cool things from you, and the whole coaching experience is new. They might even see more sales as a result of the things they learn from you. The different techniques coaches use are enough to keep your client excited for a few months (even without results) or at least hopeful for more results coming soon.
Months Three to Five: When month 3-5 roll by, even with all the different techniques coaches use, the client starts to realize that they are still going to have to face the hard changes that they know were the keys to getting the success they wanted in the first place. That’s when they will quit, and you will lose your business coaching salary.
Different Techniques Coaches Use to Get Business Coaching Clients (And Their Business Coaching Salary) to Stick Around
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Think of the mindset of your client at the time they are quitting. “I have to work harder and have less fun… I have been paying this coach for 4 months with no results… there’s no guarantee that this is going to work… now I have to spend even more money and roll the dice, while suffering through the changes I know I need to make.”
At this point, if you’re going to impact your business coaching salary, you really need to show your client the value in them staying the course with you. The different techniques coaches use for this vary, but the one I would suggest is to take these steps:
Step One: Explain that suffering is optional and work with the client on ways to make the ‘tough’ changes more fun and easy (it’s all in their heads)
Step Two: Remind them that coaching is about commitment and that as their ‘business personal trainer’ you are there to get them to follow through especially when they don’t want to. Thus this is the most important time to stay in coaching.
Step Three: Help them guarantee success by creating small rewards so that, even if the changes they make don’t work, they’ll still give themselves the ‘pat on the back’ for attempting the win.
Step Four: Help them understand that even if the failure does occur, all hard changes pay off in the long term and look for examples and possibilities in their specific situation.
Jeffrey T. Sooey
CEO, JTS Advisors
Founder, Coaches Training Blog community
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