Archive for August 19th, 2009

Posted on August 19, 2009 - by Jus

106 | Trial Sessions

A trial session is one of the ways coaches ease prospective clients into the concept of coaching, and they are also a way of determining whether there is a mutual fit between coach and client.  It’s my opinion that there is no set formula for a trial session, because every client is different and as a good coach, I should be able to take their cues and create the trial session that I think they need or want, not what I think they should need or want.  If that makes sense…

I was at the National Speaker’s Association meeting the other night and listened to a great speaker by the name of Keith Dugdale.  He talked about an structure – “I – We – You” – for building rapport with clients in the first 40 seconds.  The structure really hit home for me and it’s something I plan on using as a framework for my trial sessions.

What is it?

“I” – or setting up the purpose of the trial session from my point of view.
This is where I will explain in a quick sentence why we’re having this trial session.  I might say something like “…so would you agree that the purpose of us meeting today for this trial session is to see if coaching might be valuable for you right now, and whether I am the right coach for you?”

“We” – or establishing the process the two of us will embark on to achieve that purpose.
So this is where I might outline (loosely) what the client should expect from the next 45-60 minutes:
a) client sharing what brought them to me / to consider coaching
b) client sharing what they hope to achieve with their coaching
c) me answering any questions they may have about coaching, about me, about my coaching style
I may end this explanation with a question like “does that sound ok to you,” or “does that work for you?” and “is there anything else you’d like to discuss?”

“You” – or establishing the value that the client hopes to walk away from the trial session with.
This is the beginning of the client starting to share why they are here with me in this trial session, perhaps commencing with me asking something like “…so, what would you like to walk away from this session with?”  And if the client finds this hard to articulate, I could offer suggestions to help them identify the value they want to receive in the session:
a) would you like to know by the end of the session if I’m the right coach for you?
b) would you like to walk away with the first step to take towards your goal?

If these three points are covered off in the first few minutes of the session, it should help me to read their cues and modify my coaching style, the session’s pace and be focused on the outcome the client has identified as their goal for the session.  Because if that outcome is achieved, then there is no need to “sell” the client with a bunch of “features and benefits” that I am simply telling them because I will have shown/demonstrated them instead.

REFLECTION & APPLICATION FROM THIS MODULE

I quite like the reflection exercise in this module, it challenges me to write ten probing questions I could use to uncover my client’s goal or dream in such a way that it generates excitement and inspiration in them…. so here goes:

1. What is one thing you would love to change about your life?

2. What is one things you would you like more of in your life?

3. What kind of person do you hope your child will become?

4. What kind of parent do you want to be to support your child in that?

5. If you could change one thing about your relationship with your child, what would it be?

6. What do you think it will feel like when you’ve finished with coaching and achieved this goal?

7. Which of those goals do you think is the most important to you right now?

8. In the next three months, what would you love to have / achieve / see or feel?

9. What’s missing in your life?

10. What do you think a coach can provide you with that you haven’t had in the past?

And, it also asks to list five major objections or concerns that the client may express with regards to setting up ongoing coaching with me… and to create an honest response which with enthuse the prospective client….  I actually have no idea what objections to anticipate.  Can anyone help me here and I will do my best to frame what I believe my responses would be?