10 Key Steps to Ensure a Corporate Coaching Prospect Calls You Back by WBECS

10 Steps to Ensure a Corporate Coaching Prospect Calls You Back Angelique Rewers, ABC, APR The Corporate Agent™

O f fi c i a l L a u n c h

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STEP

Don’t wing it! When it comes to voicemail, you’ve got just 30 seconds max to say what you need to say. Every word counts—so plan out your message ahead of time. Practice it. Record it. Refine it. Speak clearly. Busy corporate professionals don’t have time to re-listen to a voicemail message because they couldn’t make out what you said or what you want. Speak slowly and clearly. Be confident. People can smell fear a mile away. Talk with confidence, like you would if you were calling someone you consider a peer—not as though you’re pestering someone “higher up.” Cut to the chase. Your coaching prospects have things to do. Get to the point: state your name, number and company name upfront. “Hi Joe, it’s Jane Doe calling from ACME Coaching, 410.555.5555.” Make it personal. If you have a referral, shared connection or something in common, mention it right away. “We’re both members of ICF Midwest.” Or “Lisa Martin suggested I call you this week.” Show that you’ve done your homework. Let them know that you’re not randomly “dialing for dollars.” You’ve taken time to research the coaching client. What you have to say is timely and relevant. It’s not about you. As tempting as it is, don’t focus on you, your coaching or what it is that you want (i.e., to “borrow” a few minutes of their time, “get” their business or worse, to find out something.) It’s not their job to tell you who to speak with. Pique their curiosity, but don’t presume! Share a result you’ve achieved for another executive or business coaching client. Offer a teaser on how you might be able to help them too. Give a call to action. Why are you calling your coaching prospect? What is it that you want? Corporate people are insanely busy, so keep the “ask” short, simple and straightforward. Leave your phone number…twice! Share your contact information with them more than once (and slowly!) so that they can easily reach you. Don’t create extra work for them.

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Strategies in action… Sample #1: “Hi Amy. This is John Smith calling from ACME Coaching. 712.555.0000. Jim O’Donnell from HR suggested I call you. I saw the press release about your new employee retention program and was wondering if one of your goals is to increase employee productivity levels based on more time at home. I recently helped a company of your size grow their employee productivity by 53% through a program resulting in less stress, more positive attitudes, and increased output. Based on what little I know so far, we might be able to help you achieve a similar result. Please call me at 712.555.0000. I look forward to talking with you.”

Sample #2: “Hi Tom, it’s Tina Smith from Accelerated Coaching. 888.555.1111. I’ve noticed that over the last few months you’ve spoken at a number of conferences about both the importance as well as the challenges related to developing younger employees into tomorrow’s leaders. My work centers on that very thing, and I have some new and rather interesting research data that might be of interest to you. I know your time is valuable. If you’re interested in hearing more about our analysis of the 10 best practices in this area, we should talk. If nothing else, I can share with you a resource you might find beneficial. Give me a call at 888.555.1111. Looking forward to hearing from you.”

Now it’s your turn! Script #1: ___________________________________________________________________________ ____________________________________________________________________________________ ____________________________________________________________________________________ ____________________________________________________________________________________ ____________________________________________________________________________________ ____________________________________________________________________________________ ____________________________________________________________________________________ Script #2: ___________________________________________________________________________ ____________________________________________________________________________________ ____________________________________________________________________________________ ____________________________________________________________________________________ ____________________________________________________________________________________ ____________________________________________________________________________________ ____________________________________________________________________________________

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About Angelique Rewers, The Corporate Agent Harnessing her more than 15 years of experience working with FORTUNE 500 and other leading organizations, Angelique Rewers, ABC, APR, helps coaches and solo-professionals stop chasing smaller clients in favor of landing lucrative corporate contracts. Angelique is the person to turn to because she’s been there herself. After nearly a decade of designing and executing award-winning communication and marketing campaigns for FORTUNE 500 companies, she left corporate America for life as an entrepreneur. Out of the gate she was successful, landing large contracts with some of the top names in the technology, defense, energy, medical and consulting industries, breaking the six-figure mark in just one year. She’s been working with some of the world’s most renowned companies ever since, including PayPal, Northrop Grumman, ITT, Constellation Energy, BD (Becton Dickinson), Towers Watson and MedStar Health, as well as with mid-market and emerging companies, like Clarkston Consulting, KM Systems Group, PIDI, Strategic Services International, Global Link Logistics, and KCIC. These days, Angelique is focused on leveraging her expertise to help business and executive coaches that are tired of struggling to find clients who not only want to buy their services, but who can also afford to pay for them. “Most coaches and solo-professionals go into business because they want to make a lifestyle change,” says Angelique. “They want to earn a living doing something they love, that they do well, and that will truly help others. Yet they often find that it’s a lot more difficult to achieve the income level they want and need.” In fact, data from the U.S. Internal Revenue Service and Small Business Administration shows that about half of all self-described “solopreneurs” earn just $25,000 or less a year in top line revenue. And while that may sound low, on closer reflection, that number isn’t all that shocking. After all, it can be difficult to build a six-figure (or higher) business selling services primarily to individual consumers when they themselves don’t have big incomes. But Angelique is trying to help change that. Her mission is to teach coaches how to successfully market their services to large businesses — businesses that spend TRILLIONS of dollars yearly on products and services. And with the unique experience of having been on the corporate side of the buying process, managing million-dollar budgets for tradeshows, ad campaigns, annual reports, media relations, events and more, Angelique understands what corporate decision makers look for from their suppliers... and knows just how to become one of those trusted vendors. Angelique has been featured as an expert by Forbes, CBS, Inc. Magazine, Entrepreneur Magazine, The Washington Post, Dare Magazine and many other media outlets around the country. She was recently recognized as one of Baltimore’s “Top 40 Under 40,” and her work with corporations has received more than 25 prestigious international, national and regional awards. Today, Angelique is focused on sharing the very business strategies and marketing methods she’s used to grow and transform her own business through her live events, home study courses, mastermind groups, online training programs and more. Her groundbreaking global conference, INSIDE EDGE, brings hundreds of entrepreneurs from around the world together with representatives from leading organizations like IBM, Microsoft, Marriott, Deloitte, Booz Allen Hamilton, PayPal and more. To learn more of her simple, real-world-tested strategies for attracting, closing and keeping coveted coaching clients, tune in to her upcoming FREE webinar with WBECS, as she reveals how to quickly and easily make 6 figures (or more) by offering corporate seminars and workshops. Register at www.WBECS.com/corporateclients.