Debbie LaChusa

I just picked up a new coaching client. It's funny though, because this client didn't come to me for coaching. When he originally contacted me, he wanted to hire me as a consultant and utilize my virtual agency to create and manage all of his marketing and public relations. But the more we talked the more I realized he just wasn't comfortable with my consulting fees. This is a start up business for him and he is really watching his spending. So after listening to his needs and concerns, I decided to offer him a coaching package instead of consulting, because my coaching fees are considerably less than my consulting fees. I explained the differences in the levels of service - basically I would teach him or a staff member, and coach them to do their own marketing vs. handling it all for them. The relief on his face was unmistakable when he realized he could solve his problem without spending thousands of dollars per month. And he immediately signed up for a coaching package.

What's the lesson here? There are actually two. First, make sure you have more than one product or service to offer your clients. And second, listen to your clients and offer them the solution that best fits their needs. If I didn't offer coaching services, I would not have been able to help this client. And neither of us wins that way. He doesn't get the help he needs and I don't make any money. By having a variety of products and services, I not only give my clients choices, I also have set up my business to deliver me multiple streams of income. And that makes for a much more stable business than if I were to rely completely on one source of income.

Do you offer your clients choices? Are you in tune with their needs? And are you building your business in such a way that you can serve their needs in more than one way?

(length 3:30 minutes)