Building a coaching practice requires many skills, but one in particular you really can’t do without. That one is the ability to build rapport. Have you ever met someone new and just had the feeling that you were “in sync” with them or “on the same wavelength?” That’s rapport and it serves you in several ways in building your practice.

Who You Need To Be To Build Your Coaching Practice

In order to succeed in the business of coaching, you obviously must have clients. And whether or not you like the idea of being a salesperson, that’s one of the hats you must wear if you want a successful business. In fact, assuming that you provide an expert level of coaching to your clients, give yourself a break, and feel good about selling your coaching. As international sales trainer Eric Lofholm teaches, “sales equals service.” If you can help people by working with them to increase their success, then withholding your service from them, or not offering it, is a selfish act. So what does rapport have to do with selling potential clients on the benefits of becoming part of your coaching practice?

Resistance In Potential Clients

Potential clients almost always come to a complimentary coaching session with some resistance. That’s because at that point, you are a stranger. It’s partially a throwback in our psychology to caveman times when a stranger could be a threat to life and limb. It’s also about how salespeople are perceived in our society.

What do you think of when you think of sales? Probably words like sleazy and dishonest come to mind. Potential clients for your coaching practice are wary about trusting you. Before you establish rapport, not only they worried about you selling them something, but you are perceived as a stranger. You can’t be trusted. Are you honest? Is what you are offering really of value? Are you just trying to sell them something so you can make money and not to benefit them? Will you try to hard sell them? What secrets will they end up revealing if they become a client in your coach practice?

“Rapport Reduces Resistance”

So what is the solution to resistance? It can be summarized by another of Eric Lofholm’s favorite teachings. “Rapport reduces resistance.” Rapport creates an opening in the psychological barriers that keep potential clients from you. It makes you someone they know, rather than a stranger. Master rapport building skills and you will fill your coaching practice to overflowing.

By the way… you’re invited to claim your FREE step-by-step “30-Days to Become a Coach” video toolkit. Just go HERE now to get your 30-day coaching blueprint videos.

Dorine G. Kramer
JTS Advisors Strategy and Accountability Coach