In a recent blog post I spoke about Niching down and the difference it makes in your business. I’d like to continue in that theme here and go even deeper into the reasons why you need to focus on your client’s Core problem.
Take a moment now and think of a specific client that you worked with recently, and the problem or issue they presented to you.
Did you take their problem at face value, (and begin to look for a solution) or did you dive deeper and explore until you found the core issue?
It isn’t always easy to take a bird’s-eye view of a client’s issue, without allowing our own personal filters to muddy the lenses. And when we do that, the coaching is no longer ‘clean’ and we may begin to assume, mind read, or even offer solutions. (Yep, I’ve done that!)
If you tend to do that, here’s a better way to get to the core of your client’s issues and get over the need to give advice or show off how good of a coach you are. In my experience this way is better for both coach and client.
◉ EXAMPLE of how to get to Client's Core Problem
A recent client, Alison, said she was sick of ‘going round in circles’ when it came to getting clients, and she felt “really stuck, frustrated and totally over it”.
If I had taken those words at face value I might have assumed that she was procrastinating, second guessing herself, or maybe even afraid to make a decision. Right?
I choose a different route.
Within 3, maybe 4 specific questions it became apparent that Alison had a deep-seated fear of becoming visible, and not only did she avoid almost any real-life situation that would help make her visible in her business, but it was beginning to show up as she worked online too.
She also remembered a past experience that she felt was related, which gave her an Aha! moment, and evoked even deeper meanings and beliefs, in this context.
So, in a very short time the situation she’d presented had changed drastically.. Now we had something to work with. And the higher up we went, the more clarity she had on what her real issue was, and that was liberating.
There was nothing ‘wrong’ with Alison, nothing needed fixing, and now that we had the core issue, and had delved even deeper, we knew where changes could be made. We had found the 'change power' (QL)
Dictionary definition of "Core"
Core. If you're looking for the most essential part or the very centre of something, you're looking for its core. Like the inedible middle of an apple or your inner circle of core friends. In the late 14th century, the noun core came about from the Old French coeur, meaning “core of fruit” and more literally, “heart.”
◉ WHAT NOT TO DO
Many coaches dive into the presenting ‘problem’ and instantly begin to look for ways to ‘solve’ it, which often results in short-term solutions.
The client is happy, the coach is happy, and off the client goes. Coach and client both feeling pretty good because the client had an Aha! moment.
Until the next session, when s/he returns with the same issue. The Aha! moment ‘solution’ didn’t stick for more than a few days. (these moments can be valuable but are rarely 'solutions' in and of themselves.)
◉ A BETTER WAY to get to Client's Core Problem
For most professional coaches, and especially * Quantum Leap trained coaches, we seek deeper, more meaningful results that are long-term and Transformational.
And, it’s difficult to get those kinds of results when we settle for the first thing the client presents. Often clients are a little nervous when they come to a coach, they aren’t sure what will happen, and they’ve made a big investment.
‘Nerves’ are natural and what often happens is that the client speaks to you from that nervous State and the information s/he shares with you will likely be clouded.
◉ LEAVE YOUR EGO AT THE DOOR
When we’re willing to leave our ego at the door and go up a few levels by asking specific questions, we’re able to get to the client’s core problem. .No need to rush this process because when we’ve nailed the core problem, the actual coaching/change process becomes much simpler.
Whether you’re a novice or more experienced coach you can do this too. Give yourself permission to not settle for the first thing a client shares.
Your job as a coach is to get transformational results for your clients. Don’t be willing to settle for less than that.
Qualify your clients, rather than work with just anyone, and by knowing their core problem, feel confident that you can help them get bigger results than they’ve even dreamed of. And then watch your confidence grow as you begin to notice the similar patterns, thinking styles and behaviour of your clients.
◉ TAKE THE CHALLENGE
Challenge yourself to take a stand for your clients biggest and boldest outcomes and learn what you need to learn, and be who you need to be, to make that happen.
Then spend the time it takes to get to your Client’s Core Problem so that you can give them Transformational results
Imagine how knowing that will inform all of your marketing efforts, your client intake and your bottom line. How having that kind of knowledge and certainty will boost your confidence levels and give you all you need to help your clients reach their biggest, boldest outcomes. And when that happens, the ripple effect begins...
Happy clients send qualified referrals that can result in a full coaching practice of clients you love to work with. You get to do what you love, with people you love, and make a massive difference, organically. No hard selling tactics needed. When you focus on Clients Core Problems, it's like a breath of fresh air for your business and your life!
By the way - for those of you who seriously want to take your Coaching skills to the next level, my Mentor/Trainer Femke Mortimore shares exactly how to do that in her new video and has graciously allowed me to share it. * Here's the link. And if you have any questions I am more than happy to answer them.
(*Disclosure: The links provided in this blog are affiliate links. I will be paid a commission if you use this link to make a purchase.)
I’d love you to share your thoughts in the comments. Are you nailing your client’s core problems, or are you settling for surface issues, and the ubiquitous Aha! moments?
Whether you need Coaching resources, tools and tips or you're in the market for a Coach to help you move to the next level, I'd love you to join my community. Each month in 'Action Works' I share tips, strategies, systems and Mindsets to help you build, grow and scale your coaching Business.
I invite you to join me and like-minded Coaches worldwide as we step up and take a stand for our biggest, boldest, goals and dreams. . ♡
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