Why Most Coaches Are The Gray Suits in the Sea of Sameness
Why Most Coaches Are The Gray Suits in the Sea of Sameness
The real problem is that most coaches are still selling from a sales based marketing approach instead of an education based marketing approach. Yes, some tip their toes in education base marketing by giving away free coaching sessions. Butt overall they are like all the other sales professionals or what I prefer to call the Gray Suits.
First, what is education based marketing compared to sales based marketing. The answer is simple. Your goal is first to educate and by providing exceptional value from your educational approach the potential qualified customer decides to buy instead of trying to sell yourself and what you do with that first handshake. Sales Coaching Tip: The exceptional value must be one of a kind, unique and truly result in a tangible deliverable.
Maybe you are thinking that you provide some free coaching time and even a money back guarantee. That is not a bad thing, but so do a lot of other gray suits, I mean coaches.
Jill Konrath in her book "Selling to Big Companies" discussed the Value Proposition which is different than the typical 30 second spiel or unique positioning statement. She makes an excellent point that the Value Proposition should be powerful. By describing tangible measurable business outcomes, the decision makers can quickly hear and then see the results that your solutions deliver.
Executive coaches, business coaches and sales coaches must have a deep understanding of business acumen along with good sales skills. Investing time in researching current market conditions, industry trends and issues specific to particular organizations is time well spent.
Education based marketing fits with today’s information laden 21st Century global economy and is a great partner if you are engaged in relationship selling. People want sustainable solutions that work within their parameters. By educating your potential qualified customers, you transition from the role of salesperson to the role of trusted advisor because you have established a strong foundation of trust and expertise.
Anyone can be a gray suit. Your challenge, if you decide to accept, is to shed those gray sales skills and truly become that unique individual who delivers exceptional value and results.
Why Most Coaches Are The Gray Suits in the Sea of Sameness - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Google the word executive coach and you will find a plethora of websites. Given that executive coaching is still a growing industry, one would think that these coaches would have more business than they could handle. However this is far from the truth. So what is the real problem?
The real problem is that most coaches are still selling from a sales based marketing approach instead of an education based marketing approach. Yes, some tip their toes in education base marketing by giving away free coaching sessions. Butt overall they are like all the other sales professionals or what I prefer to call the Gray Suits.
First, what is education based marketing compared to sales based marketing. The answer is simple. Your goal is first to educate and by providing exceptional value from your educational approach the potential qualified customer decides to buy instead of trying to sell yourself and what you do with that first handshake. Sales Coaching Tip: The exceptional value must be one of a kind, unique and truly result in a tangible deliverable.
Maybe you are thinking that you provide some free coaching time and even a money back guarantee. That is not a bad thing, but so do a lot of other gray suits, I mean coaches.
Jill Konrath in her book "Selling to Big Companies" discussed the Value Proposition which is different than the typical 30 second spiel or unique positioning statement. She makes an excellent point that the Value Proposition should be powerful. By describing tangible measurable business outcomes, the decision makers can quickly hear and then see the results that your solutions deliver.
Executive coaches, business coaches and sales coaches must have a deep understanding of business acumen along with good sales skills. Investing time in researching current market conditions, industry trends and issues specific to particular organizations is time well spent.
Education based marketing fits with today’s information laden 21st Century global economy and is a great partner if you are engaged in relationship selling. People want sustainable solutions that work within their parameters. By educating your potential qualified customers, you transition from the role of salesperson to the role of trusted advisor because you have established a strong foundation of trust and expertise.
Anyone can be a gray suit. Your challenge, if you decide to accept, is to shed those gray sales skills and truly become that unique individual who delivers exceptional value and results.
Why Most Coaches Are The Gray Suits in the Sea of Sameness - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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