BRX Pro Tip: Your Prospecting System Should Run As Well As Your Coaching System
Stone Payton : And we’re back with Business RadioX Pro Tips. Stone Payton, Lee Kantor here with you. Lee, when I saw the title of this pro tip, I’m like, yes, this is something business coaches need to hear: your prospecting system should run as well as your coaching system.
Lee Kantor: Yeah, this is so interesting to me that coaches spend so much time working on their coaching system. They want to make sure it’s dialed in. They want to know that every single thing leads organically to the next thing, and the coaching sessions are going to flow perfectly.
Lee Kantor: They’ve got their assessments. They have their frameworks. They have all their follow-up questions. They are ready to go, and they just own it. They want to make sure that that thing is running smooth as silk. But then you look at their sales prospecting system, and they’re like, yeah, it’s word of mouth, referrals. They’re just winging it. They haven’t spent a minute of time systemizing their prospecting, but they’ve spent hours, if not weeks and months, on systematizing their coaching.
Lee Kantor: They have to remember, the prospecting system should have the same level of structure as your coaching does. That means you have a defined process for identifying prospects. You have consistent outreach cadence that’s talking and communicating with the people most important to you. You have scripted initial conversations that can easily and elegantly hand off to the next point. You want to be able to treat your prospecting system and run it as seamlessly as you do your coaching system.
Lee Kantor: And that’s why at Business RadioX, we treat our business development like we treat everything in our business. It’s got to be repeatable. It’s got to be measurable. Everybody has to do their part and know their role.
Lee Kantor: So, here’s an action step your coaches can take. Take whatever system you use to deliver coaching, the intake forms, session structure, progress tracking, and build the same level of rigor into how you find and convert clients. Because if you can’t scale what you’re doing when it comes to sales, you haven’t systematized it enough.
Lee Kantor: And if you need help in this area, please contact Business RadioX. We have this part down. If you are looking for an elegant system to find, attract, and close clients, we have it, and we’d love to share it with you.
