NLP coaching tip - Building business by  Michael Beale

Michael's profile on the executive and business coaching network

Recommended books Get clients now  Getting everything you can out of all you've got  Spin selling Fieldbook

To build, develop and grow a successful coaching, training or consulting business needs sales and marketing abilities as well as expertise in the core business. Luckily many prospective coaches, trainers and consultants  - even those that claim to have no knowledge or like of marketing and selling - find that they are surprisingly good at it.

This article assumes that you already have a clear idea of your service and who and where your potential customers are (Often making up is a first step - you can then refine your ideas later) .

If you want to build your business you need to:

We look at some of the stages you could use to fill and develop this 'funnel.' We then look at how go about creating an action plan that will ensure you build your business.

Fill your prospect pipeline:

All the following activities can be used to fill your pipeline. Some can also be used to follow up propose and close as well. All have advantages and disadvantages - however one or two are more likely to work best for your style and for your particular business. There is a strong argument to start with what you enjoy. All require skill and persistence.

There is only one test - does the activity, when carried out consistently produce results that improve your business. If not develop your approach or start a new activity.

and don't forget

*I'm cautious about advertising unless you have a large enough budget to get noticed or as part of an overall campaign. Can work better for products than services.

Developing your prospect pipeline

The following activities can be used to develop and close your pipeline. You may have more or less stages depending on your product or service and the stages may in a different order or in a cycle rather than a linear progression. However improving your skills in any of these areas is likely to greatly improve your business.

Create an action plan that will ensure you build your business.

In reality you will not know what works until you try - this means that its often better to take action and start than to think too much about it. However most people find that a short monthly proposed activity plan is key - as at the end of the month it will highlight areas that you're already good at - as well as where you may need some help.

An excellent book on creating a plan is 'Get clients now' by C J Hayden

'Getting everything you can out of all you've got' by Jay Abraham's will enable you to flesh out plan.

An excellent book on developing and closing your pipeline is the 'Spin selling Fieldbook' by Neil Rackham

And remember NLP is an excellent way of developing your sales attitudes and skills still further!

Michael Beale is an SNLP accredited Business NLP trainer and business performance coach.

Copyright 2002-05 ©Michael Beale used with his expressed written permission

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