I often have coaches tell me that the
purpose of their initial session is to find out if it is “a good fit” for coach
and client! Whenever I hear that comment, I cringe! Are they coaching or dating
their clients?
Few coaches truly appreciate the real value
of the ICS and why it should NEVER be given out for free! Here’s what an ICS is
NOT:
- It
is NOT a social call
- It
is NOT a coaching call
Your ICS is a skillfully crafted and
structured first encounter with a client that has only one purpose in mind! It
is designed to take your clients to the next step.
Unfortunately, for many coaches the ICS
goes nowhere and the potential client disappears!
If this happens in your coaching practice,
here are the 5 elements of an effective ICS that will result in the retention
of the client and the cultivation of a long-term coach/client relationship!
First, you should allow 30 minutes
(approx.) for your Initial Coaching Session (ICS). The 30 minute ICS is
structured in such a way that it validates you as the coach that the client
needs to achieve their Desired Outcome. There are 5 components to the ICS call
that will accomplish this objective:
1. Issue (5 minutes)
Have the client communicate in their own
words how they would describe the issue or challenge they’re dealing with. This
could be a personal issue, such as a relationship or a weight loss problem, or
a professional issue dealing with a career or business.
2. Impact (5 minutes)
Have the client communicate in their own
words how this issue is impacting their personal and/or professional life. Key
elements of this component will be the emotional impact on their daily routine
or their quality of life.
3. Resolve (5 minutes)
In order for you to work with a client and
achieve a Desired Result, the resolve needs to be an absolute MUST. You are a
results-driven coach and not a “dream weaver”!
4. Solution (5 minutes)
Up to this point, the client has done most
of the talking. Now it’s time for you to take the helm! This is your moment to
shine . . . . and deliver!
• You understand the issue(s) for which
your client seeks your help.
• You appreciate the impact this has on
your client’s personal and/or professional life!
• You feel inspired and motivated by your
client’s determination to achieve their Desired Outcome.
• You have decided that you want to work
with this client and you are going to spend the next 10 minutes explaining how
your coaching program is going to deliver the desired results!
Then it’s time for the . . . .
5. Assumptive Close (10 minutes)
It’s time to introduce your Coaching
Program! This is your coaching “piece de resistance”. This is how you’re going
to deliver the desired results your client is looking for. How to deliver the details of your Coaching
Program and reveal your Coaching FEES is the topic of my next post.
© 2014 Allan N. Mulholland, CPC
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