Step 4 in a 4 Step Process to Create More Clients

We have learned the prior three steps of connection, invitation and enrollment. The 4 and final step is your offer.

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Your offer, or rather solution to their problem, should be a shoo-in. It should already be understood in the prior three steps that your offer is the natural next step for them to take, if it’s a correct match.

When you present your offer you are validating the solution to their problem by presenting to them the result or dream that they are wanting. This is an opportunity for you to also tailor your specific solution. Some clients might be best suited for one-on-one coaching, group coaching or a V.I.P program. If you are only offering one service, then your clarity and process of the first three steps is essential.

I like to believe that you are not selling anything at this point, you are presenting the solution to their problem. You are being of service which is what you are in business for. This is where you have the opportunity to discover whether their might be gaps in your first 3 steps as your potential client might have some concerns.

Be a master at these four steps and you should be able to enroll clients on a consistent basis.

Step 3 in a 4 Step Process to Create More Clients

The first step is connection. The second step is invitation. The third step is enrollment. At this point a client has expressed enough interest to set up the strategy session with you, yet is still referred to as a “potential client”. This is where you might get really excited that you have a client, but be careful that you don’t make that assumption because you will be disappointed if it’s not a match.

When we enroll a client we are asking them to invest in themselves and the service that we provide. This is our opportunity to dig deeper into what problems they want solved and whether we have the solutions to solve them. This is when we decide if our service and their needs are a great match for each other. If not, then we may need to go back and work on steps one and two to figure out what led to that being possible. Keep this process simple and track it. This will avoid a lot of confusion on what to do next.

When someone is enrolling in a potential program, we are not converting or selling them! We are offering the next best step to solve their problem. We are the solution to what is wanted or needed. We are not selling how great our program is. Do your best to avoid this trap.

The 3 most important things in your strategy sessions:

  1. Your understanding of their problem, and their understanding of their problem.
  2. The high costs that are involved if it isn’t solved for them.
  3. What outcome they want that your service provides that avoids these costs.

The first 3 steps clear the way to make the final step congruent for the “potential client” to now become a client. That step is your offer.


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Step 2 in a 4 Step Process to Create More Clients

Step 1 of the 4 step process is connection. Step 2 is invitation. How we get more clients is by inviting them to a coaching conversation. You might call this your strategy call or consultation. This is when you book the appointment on your calendar. If you are having trouble with getting clients it’s because you might be lacking the focus on these first two steps.


Inviting potential clients to a strategy session is an opportunity for them to explore your coaching style. People come to coaching because they want something in their life transformed. It may be health and fitness, diet, money, or relationships. Whatever the reason, they are most likely seeking support, education, advice, mentoring and transformation in that area.

This is your opportunity to shine, be authentic, provide value and be of service. It’s your opportunity to listen deeply, and support your potential client to be all that they can be. I think the invitation is best described by Oriah Mountain Dreamer in her poem.

The Invitation

Oriah Mountain Dreamer, Indian Elder

It doesn’t interest me what you do for a living.

I want to know what you ache for, and if you dare to dream of meeting your heart’s longing.

It doesn’t interest me how old you are,

I want to know if you will risk looking like a fool for love, for your dreams, for the adventure of being alive.

It doesn’t interest me what planets are squaring your moon.

I want to know if you have touched the center of your own sorrow, if you have been opened by life’s betrayals or have become shriveled and closed from fear of further pain.

I want to know if you can sit with pain, mine or your own:  If you can dance with wildness and let the ecstasy fill you to the tips of your fingers and toes without cautioning us to be careful, be realistic, or to remember the limitations of being human.

It doesn’t interest me if the story you’re telling me is true.

I want to know if you can disappoint another to be true to yourself;  If you can bear the accusation of betrayal and not betray your own soul.  I want to know if you can be faithful and therefore be trustworthy.  I want to know if you can see the beauty even when it is not pretty everyday, and if you can source you life from ITS presence.  I want to know if you can live with failure, yours and mine, and still stand on the edge a lake and shout to the sliver of the full moon, “Yes!”

It doesn’t interest me to know where you live or how much money you have.  I want to know if you can get up after the night of grief and despair, weary and bruised to the bone, and do what needs to be done for the children.

It doesn’t interest me where or what or with whom you have studied.  I want to know what sustains you from the inside when all else falls away.  I want to know if you can be alone with yourself, and if you truly like the company you keep in the empty moments.


Photo by danhodgett

Step 1 in a 4 Step Process to Create More Clients

Attracting clients is becoming passé. How we get more clients is by creating them. Our marketing is what attracts clients to our message. We still need to do the work to actually create a client from our marketing. This all happens with a simple and proven 4 step process you can use as your go-to process moving forward. A simple enrollment process is the most important and effective tool you can have. The first of the four steps is connection.

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Connection is the anchor to all your clients. It is the #1 most important concept you must understand before anything can be achieved.

I recall when I first started out back in the year 2000. I had a love for personal transformation, and begun my coaching program with Coach U, yet had no knowledge of coaching. I gave my business name a catchy title, Transformation Station, and began. I placed some ads in popular magazines and also did on-the-spot coaching at workshops I was attending. I created conversations with people and boldly asked them if they wanted to be coached. I didn’t try to do anything that was scripted, planned or processed in some step-by-step fashion. I just did it. I gave them the experience and that was all that I needed to do.

It was that simple. I didn’t do anything fancy, tricky, or persuasive. I just offered to connect with them.

Today’s market is still the same as it was years ago, just different. The same principles apply. Avoid getting too distracted by all the marketing channels and choose what you feel connects you best to your audience. Some people have preferences like speaking and others Facebook ads.

What matters first is the connection.