LIFE COACH STEVE MITTEN MCC

Life and Business Coach


DECEMBER 2003

IN THIS ISSUE.

1) MARKETING TIP - THE 6:3:1 FORMULA

2) COACHING TIP - THE IMPACT OF FEAR

3) NEW BOOK ANNOUNCEMENT- I AM FINISHED

4) LINK EXCHANGE


1) THE 6:3:1 FORMULA

Here’s a system for simple direct contact marketing that can help you fill your practice. Many years of working with my own clients and other coaches have taught me that on average, if you contact six qualified prospects - qualified by age (25-65 years old), income (>$45K/yr.) and inclination (open to coaching) - at least three will agree to a sample coaching session. And if you give three qualified prospects a great sample coaching session, at least one will become your client.  This ratio gives us the name, 6-3-1 formula. 

 What this means is that at the start of your practice, on average you will need to contact six qualified prospects and offer them a sample session, to obtain one client. This means three people will refuse your offer of a sample session, and another two will take your sample session but decline to work with you at this time.

I have seen the 6:3:1 formula get great results for the coaches who have diligently applied it. The formula helps them focus on the key activities needed to get clients, and it really works. Some of my clients average 1 new client a week just by working this formula. And while there is a natural ebb and flow to clients that directs us to talk in averages, I have seen coaches get ten new clients in ten weeks on this system alone. 

Typically they start each week by identifying six qualified prospects. Then they contact these individuals with an offer of a complimentary session. Of the three who agree, at least one becomes a client. This whole exercise takes the average coach about five hours to complete. So if you can spare one hour of active marketing a day, you will average one new client a week.

Notice, that even if you work the 6:3:1 successfully it still means you will need to continue to function with an initial rejection rate of five out of six. Simply know that this is the price you pay to live the life you want.  And also know that the better you get at coaching, qualifying prospects, defining a niche, and refining your offer to the niche, these conversion rates move higher. Ultimately your ideal clients will be attracted to you.

In the meantime, don't forget to ask everyone for a referral. 


2) NOTHING TO FEAR EXCEPT FEAR ITSELF - AND DON'T EVEN FEAR THAT 

Coaching and fear do not mix well. When you are starting up a new coaching business, it is easy to sink into a shortage mentality. The fact of the matter is you may not have all the clients you want. Fear can extrapolate your current condition into some dire future consequence.  Fear will exaggerate the challenges ahead and minimize your ability to grow, adapt, and overcome any situation. The impact of fear on your coaching is:

Fear is a normal part of the human experience. How you manage your fear will determine how much of your vital energy you can direct towards positive activities that will further your practice, and how much is wasted on compulsively negative thoughts.  

If you notice your anxiety level is up, do something about it. Identify the main challenge you face and take some action. Also find your own way to lower the stress you might be experiencing. Go for a run or a good walk. Have a hot bath or listen to some relaxing music. Or develop your own reflective or mindfulness practice that helps train you to better manage your thoughts. (Check out www.how-to-meditate.org or Wherever You Go, There You Are .)

Managing fear is a long-term process. But the more attention you can channel away from imagining exaggerated negative futures, into productive present activities, the better coach you will be and the faster you will build your practice.


3) BOOK ANNOUNCEMENT 

Thank you for all your encouragement. I have finished writing the Marketing Essentials For Coaches. It is just undergoing its final proofreading and I hope to be able to announce where you can get your copy ASAP.


Coach with heart,

Steve


IF YOU FOUND THIS USEFUL, BE SURE TO FORWARD IT TO A FRIEND

To forward this message to a friend, just hit the forward button at the top of your screen and type in your friend's email address.

 

Life Coach Steve Mitten B.ApSc, CPCC, MCC helps individuals and independent professionals evolve and make profoundly satisfying and successful changes.

Visit Steve at www.acoach4u.com


 

 

 

 

www.principalevolutions.com

www.stevemitten.com

www.coachcentral.info