Business Builder - Home | C.J. Hayden · 20 VOLUME 13 NUMBER 2 Business is a Choice Choose to steer your course toward success Welcome to our annual business builder issue, supporting

QUANTUM BUSINESS MASTERY • TRANSACTIONAL VS. TRANSFORMATIONAL • COACHING FROM ESSENCE

VOLUME 13 • NUMBER 2www.chOicE-ONLiNE.cOM

Fuel Your Business Vision

Find Your Calling

Overcome Self-Saboteurs

BE the Coach in Your Marketing

Business BuilderEverything you need to steer your course toward success

Reproduced with the perm

ission of choice Magazine, w

ww

.choice-online.comRepr

oduc

ed w

ith th

e pe

rmis

sion

of c

hoic

e M

agaz

ine,

ww

w.c

hoic

e-on

line.

com

choice_v13n2_1_11_final.indd 1 2015-06-24 11:24 PM

VOLUME 13 NUMBER 2 20

Business is a ChoiceChoose to steer your course toward success

Welcome to our annual business builder issue, supporting the coaching profession, one coach at a time. This robust issue gives the real “take-home” advice on how to be the best coach, attract your best clients, create a profitable business, get more organized, face your technology fears, where to go for answers, best resources and everything you need to know to have a happy coaching life.



ww


oduc

ed w

ith th

e pe

rmis

sion

of c

hoic

e M

agaz

ine,

ww

w.c

hoic

e-on

line.

com

Repr

oduc

ed w

ith th

e pe

rmis

sion

of c

hoic

e M

agaz

ine,

ww

w.c

hoic

e-on

line.

com



Feature

row your email list.” “Speak in your communi-ty.” “Get active on social media.” “Meet people at events.” “Start a blog.” These are all recom-

mendations a coach will hear when exploring how to build a coaching practice.

There’s nothing wrong with this advice. Each one of these approaches has the potential to bring a coach more clients. But there’s another factor in the marketing equation, and it’s probably the most important. That crucial element is you.

Having hundreds of people on your email list won’t help you if your inner critic or fear of rejection keeps

you from asking for their business. If you resist meeting new people when you go to events, attending those events won’t be a successful strategy. And blogging will only be useful if you actually write regular blog entries instead of putting them off.

Are Saboteurs At Work?Where might fear, resistance, procrastination, or the inner critic be slowing down – or even stopping – your market-ing and sales? Sometimes these saboteurs are easy to spot. For example, let’s say you have a hot lead you’ve been meaning to contact for the past two weeks, but it’s just not getting done. In this situation, it’s obvious even to you that you’re procrastinating or feeling fearful.

At other times, though, marketing self-sabotage can be more subtle. Perhaps you’ve been spending an hour per day lately liking and commenting on social media posts. Meanwhile, you claim you haven’t had the time to com-pose and send emails to the people you met at last week’s networking event. You tell yourself this is okay, because your time on social media is marketing time, isn’t it?

Maybe it is (depending on whose posts you’re interacting with), but is that truly the best use of your marketing time? Or is it possible that your sudden interest in social media is an excuse to avoid writing those potentially confronting marketing emails?

Get Curious About Your MarketingAs a coach, you know the value of tracking and reporting actions. We ask our clients to note how many times they went for a run this week, or to notice how often they

Building Your Business Means Building YourselfIdentify and overcome your self-saboteursBy C.J. Hayden, MCC, CPCC

‘‘G

“If a particular call seems too scary right now, choose a different call and make that one, instead of avoiding calls altogether.”



ww


oduc

ed w

ith th

e pe

rmis

sion

of c

hoic

e M

agaz

ine,

ww

w.c

hoic

e-on

line.

com

Repr

oduc

ed w

ith th

e pe

rmis

sion

of c

hoic

e M

agaz

ine,

ww

w.c

hoic

e-on

line.

com



ducked a compliment, and then report about these events to us. This helps our clients in three ways. First, they raise their awareness about what they’re doing. Second, having to track and report holds them accountable. Third, they learn what it might take to do things differently.

Adopting this simple practice of tracking and report-ing can have a powerful impact on marketing and sales, especially when it comes to defeating saboteurs. Start the week with some measurable commitments. For example, commit to placing five follow-up calls, writing 10 market-ing emails, and meeting three potential coaching clients at an upcoming networking event. Share these commitments with someone and promise to report back in a week to this accountability partner. Then keep track of what you actually do.

When your tracking uncovers a gap between what you

committed to and what you did, get curious. What did you do instead of placing the phone calls you intended? What was the story you told yourself about why those emails never got sent? What thoughts and feelings did you experience when you chose to hang out with your friends at the networking event, instead of trying to meet anyone new? If the accountability partner you chose is a coach, have him or her help you find answers to these questions.

Routing the SaboteursThe first step toward eliminating saboteurs from your marketing is getting to know them. Once you recognize they are at work, take responsibility for them. The next time they show up, don’t try to deny or push through feeling anxious, resistant or inadequate. Instead, ac-knowledge what’s happening, and name it: “Oh, there’s the fear again,” or, “Wow, I’m really feeling resistant right now.”

Then make a conscious choice about what to do next. Try to find one action step to take that’s in the direction you want to go. If a particular call seems too scary right now, choose a different call and make that one, instead of avoiding calls altogether. When you’re feeling resistant about writing a new blog post, try to spend just five min-utes on it.

“What did you do instead of placing the phone calls you intended? What was the story you told yourself about why those emails never got sent?”



ww

.choice-online.com



ww


oduc

ed w

ith th

e pe

rmis

sion

of c

hoic

e M

agaz

ine,

ww

w.c

hoic

e-on

line.

com



Every move you make in the direc-tion of overcoming your saboteurs will strengthen your marketing mus-

cles. Over time, you’ll find you have increased confidence and effective-ness in areas beyond marketing as

well. You’ll be building yourself up. And that’s one of the best things you can do to build your business.

Change Your Marketing Habits According to effectiveness experts James Clear, B.J. Fogg and Charles Duhigg, successfully changing your habits requires three steps, which Clear describes as reminder, routine, and reward.

ReminderChoose something to remind you of the habit you wish to change. For example, perhaps you’ve been putting off making follow-up calls. Select a reminder to which is something you always do or always happens. If you rou-tinely drink a cup of coffee or tea each morning, finishing your first cup could be the trigger that tells you it’s time for your first follow-up call.

RoutineEstablish a routine you follow as soon as you get the reminder. For example, you could design a routine to place two follow-up calls immediately after you drain your mug.

RewardWhen something positive happens after you complete a behavior, it reinforces that action and makes you want to take it again. The reward for placing your two follow-up calls could be tangible (you get to have a second cup of your favorite hot beverage) or intangible (you acknowledge yourself for placing the calls and know you’re that much closer to your next client).

Behavioral psychology researchers have proven that this sequence, when followed over time, allows you to transform long-standing habits into new behaviors.



ww


oduc

ed w

ith th

e pe

rmis

sion

of c

hoic

e M

agaz

ine,

ww

w.c

hoic

e-on

line.

com

Repr

oduc

ed w

ith th

e pe

rmis

sion

of c

hoic

e M

agaz

ine,

ww

w.c

hoic

e-on

line.

com


Documents

Business Builder - Home | C.J. Hayden · 20 VOLUME 13 NUMBER 2 Business is a Choice Choose to steer your course toward success Welcome to our annual business builder issue, supporting