When I started out in coaching, my challenge was to find prospects and undertake a process that would convert them into clients.  My approach was to focus on making the sale and  that any prospect was a good client.

With this mindset, I struggled with converting prospects into clients.  The process of making the sale never seemed to flow.

Over the years my approach has evolved into having a great conversation with a prospect based around two key principles:

1.    I sell the experience of coaching through having a powerful conversation that will focus on the prospect and the life and business they truly  aspire to create; and
2.    I coach them during that conversation with the same energy, focus and commitment as if they were my best client.

My approach to a conversation with a prospect comes from a place of building a relationship with them.  It is not about trying to close a sale.