Sample sessions are an excellent way to enroll clients. When a prospect experiences first hand the benefits of your coaching, they are more likely to hire you. And the session allows you both to assess fit, which is essential to your overall coaching success and theirs.

Potentially, the sample session not only brings you another ideal client but it also sets the tone of the ongoing work you’ll do together and establishes a healthy co-creative relationship.

Make It Worth Your While

Every sample session you do takes up valuable time. Think of it this way, if you charge $450 for three hour long sessions each month, an hour of your time is worth $150. Your free sample session is a tremendous gift! Make it worthwhile for both your potential client and you by setting every sample session up for success.

Favorite Mistakes

Can you relate to any of this? These are the mistakes I used to make around sample sessions:

- I offered sample sessions casually to anyone.

- I didn’t clearly articulate the benefits of my coaching services.

- I waited until the end of the session to share my fees and terms.

- I didn’t tell the prospect the purpose of the session.

- I desperately performed rather than co-creatively coaching.

- I failed to ask prospects to hire me at the end of the session.

- I’d adjust my fees and terms to accommodate the prospect.

- Sometimes, I’d take on a client who I knew was not the best fit.

- I would fret if they didn’t hire me, letting it fill me with doubt.

- I didn’t set up systems to funnel ideal clients to me.

The bottom line: My approach did not show that I valued myself, my time or my services – all big detractors to getting hired and being successful.

When I corrected my mistakes, my conversation rate went from 40% to 100%. Now every sample session ends with the prospect hiring me on the spot. Plus, clients stay longer, accomplish more, refer other clients, and are a complete joy to work with.

Ten Success Points

Show yourself and your prospects how valuable you are by setting up sample sessions this way:

1. Pre-qualify prospects – only offer sample sessions to your target market and prospects that fit your ideal client criteria.
2. Share 3 – 5 concrete benefits prospects will experience in ongoing coaching with you. Make it specific to their challenges and goals.
3. Always share your fees/terms before scheduling a session. “Let me tell you how I work and if that interests you we’ll set up a sample session.” Don’t waste your valuable time on a prospect that will not invest in your services.
4. Explain the purpose of the sample session – to test-drive your coaching. And add: “We’ll leave about 15 minutes at the end of the session to explore any questions you have so that you can decide if you’d like to hire me.”
5. Coach co-creatively rather than in performance mode. Set time boundaries for the session and stick to them. Resist the impulse to over deliver by sending lots of materials in advance or trying to cover all the bases. Let them see that the real magic of coaching is in the partnership.
6. Ask the prospect to hire you. When the session is done, ask the client what they are taking away. And then ask: “Would you like to continue coaching together?” Get right to the close. Coach through any obstacles.
7. Stand firmly in the terms of your service. If you adjust fees or the number of sessions you offer, you’ll both lose in the long run. Remember, if you discount your services, your prospect will too. Value your time by getting the best clients and your highest return on investment.
8. Assess fit with your integrity. Learn to read physical or emotional sensations within you that tell you what’s best for you. Only take on ideal clients. “I don’t think I’m the best fit for you. Would you like a referral?”
9. Trust that all is well. If a client doesn’t hire you, let them go by blessing them and yourself. We can never know the path of another. Have faith that your ideal clients exist and make yourself visible to them.
10. Intend to give at least one sample session every week. Unless your practice is full, set this goal and set up systems to funnel ideal prospects to you.

You may find different methods work best for you. I believe it all comes down to what your soul most wants you to learn. For me, it’s about valuing myself, standing in my power and being detached from outcome. Blessings as you discover your success secrets!