127 | How to structure your coaching sessions

Speaker: 00:00:00

Welcome back to Women

in the Coaching Arena.

2

: 00:00:02

I am Jo Lot and I help coaches get

clients with honesty, not hype.

3

: 00:00:06

Over the summer, I am resharing

a few of my most popular

4

: 00:00:10

episodes from the archives.

5

: 00:00:11

The ones that coaches have told me,

have made a real difference to how they

6

: 00:00:15

think and structure their business.

7

: 00:00:17

This episode is all about designing

a 12 week coaching program that

8

: 00:00:21

stays true to your values, while

also being a sellable offer.

9

: 00:00:26

Whether you are creating your first

program or refining what you already

10

: 00:00:30

have, this one is packed with tangible

tips on how to price, what to cover

11

: 00:00:35

in each session, and how to make

the program feel like it genuinely

12

: 00:00:39

supports your client's goals.

13

: 00:00:41

I hope you enjoy the conversation.

14

: 00:00:45

One question I get asked a lot when

selling a program is how to actually

15

: 00:00:50

run the coaching sessions themselves,

because as we learn in coach training

16

: 00:00:56

it's about What's important for you today?

17

: 00:00:58

What would you like to achieve

by the end of the session

18

: 00:01:01

rather than a program as such.

19

: 00:01:05

So let's dive into how you can structure

your coaching into a program without

20

: 00:01:12

breaking too many of the coaching rules.

21

: 00:01:16

And at this point, I think

it's worth saying that we need

22

: 00:01:20

to make this a viable business.

23

: 00:01:22

And if what we learn at school, isn't

exactly how you can create a viable

24

: 00:01:28

business then it's your choice as to

whether you decide to market what people

25

: 00:01:35

actually want, or try to pursue something

that maybe people aren't buying and,

26

: 00:01:43

as an ICF ACC coach, I've done all

of the qualifications and the hours.

27

: 00:01:49

But I do want you to actually

be able to do coaching.

28

: 00:01:52

And it's a real shame that nowhere in

that coaching process, do they say does

29

: 00:01:57

the market actually what we're selling.

30

: 00:02:00

And that's why in my own coaching business

in various different niches from executive

31

: 00:02:05

coaching career coaching and now business

coaching and now helping a hundred

32

: 00:02:10

plus coaches to make a viable business.

33

: 00:02:14

I Think about a way of doing both,

being able to do the coaching

34

: 00:02:18

you love while selling something

that people actually want to buy.

35

: 00:02:23

So excited to cover this topic today.

36

: 00:02:26

One thing that my clients

mentioned to me often.

37

: 00:02:29

Is feeling uncomfortable with selling

a program, because then it feels like

38

: 00:02:33

you're in charge of the destination

rather than the client being in charge

39

: 00:02:37

of the destination but this is why we

choose a niche and this is why we create a

40

: 00:02:43

program that the client actually ops into.

41

: 00:02:47

So it's a shared goal.

42

: 00:02:48

You want them to get a

promotion, for example, because

43

: 00:02:53

they want to get a promotion.

44

: 00:02:55

It isn't your goal.

45

: 00:02:57

It's their goal.

46

: 00:02:58

They just bought into you helping

them actually achieve that goal.

47

: 00:03:02

People's time is so precious and if they

don't see an exact correlation between

48

: 00:03:07

you, what you are offering them and their

particular goal, they will think that

49

: 00:03:11

that's not a priority for them right now.

50

: 00:03:14

I had my biggest lesson with this when

I was doing my coach training and one of

51

: 00:03:19

my friends was really lacking confidence.

52

: 00:03:23

You know, she'd had kids, therefore she'd

taken a massive demotion and she wanted

53

: 00:03:28

to get back into a job that she loved.

54

: 00:03:30

So instead of saying to her, which is

what I would now say, come work with me.

55

: 00:03:35

I can help you to get

into a job that you love.

56

: 00:03:38

I said, come for coaching.

57

: 00:03:41

We'll do all of this important work.

58

: 00:03:43

We'll work on your confidence.

59

: 00:03:45

We'll work on all the things that

are stopping you and she said to me,

60

: 00:03:49

that sounds really nice but right

now I don't have time for that.

61

: 00:03:54

I need to find a job.

62

: 00:03:56

What I could have said

is come work with me.

63

: 00:03:59

I'll help you get a job.

64

: 00:04:00

And obviously she'll probably

immediately say within that first session.

65

: 00:04:04

I have no idea what job I want to go for

and I've lost all of my confidence and

66

: 00:04:09

I don't feel like I've got any skills.

67

: 00:04:12

And then we would have done the

real work, which is the coaching.

68

: 00:04:15

That is why this topic

is so so important today.

69

: 00:04:19

I could have actually helped her but

sadly, because I didn't know how to

70

: 00:04:23

position my coaching, she's still severely

underpaid in a job that she doesn't enjoy.

71

: 00:04:30

And I know that if I'd have managed to

help her by saying, come work with me,

72

: 00:04:35

I can help you get a job that you love.

73

: 00:04:37

We would have done work on her values on

her strengths, on her confidence and she

74

: 00:04:41

would have got into a job that she loves.

75

: 00:04:43

This is why this topic is

so, so important to me.

76

: 00:04:47

Let's start with a

typical program structure.

77

: 00:04:50

Imagine a 12 week coaching

program and perhaps you have

78

: 00:04:54

sessions every other week.

79

: 00:04:56

So six sessions in total.

80

: 00:04:58

This is, I would say the most common

type of coaching to sell it's effective

81

: 00:05:03

because three months is a great period

of time to work on a goal, but it's

82

: 00:05:09

also not too great that people think,

oh my God, I haven't got time for that.

83

: 00:05:13

So whilst I much prefer six months

plus programs, it's really hard

84

: 00:05:19

for people to often buy that.

85

: 00:05:21

For example, if they're wanting to change

career, because most of us overestimate

86

: 00:05:25

what we can achieve in a small period

of time and underestimate what we

87

: 00:05:30

can achieve in a long period of time.

88

: 00:05:32

What I find really helpful is

to help someone take that first

89

: 00:05:36

step by not making them commit to

something that's too extensive.

90

: 00:05:41

Although to be honest, I do now

because my program used to be a three

91

: 00:05:44

month and I've now changed it into a

six months because I got to the stage

92

: 00:05:49

where I didn't really want fly by night

clients that expect the earth without

93

: 00:05:55

realizing that good change takes time

and that was a personal choice of mine.

94

: 00:06:01

When my business got to a place

where I could be more picky and

95

: 00:06:04

choose clients that I know are

fully committed to the journey.

96

: 00:06:08

But when I first started I definitely

had far easier ride selling a three

97

: 00:06:13

month program than a six month program.

98

: 00:06:16

If you are just starting I

think a three month period is

99

: 00:06:19

the perfect place to start.

100

: 00:06:22

You will have less objections your

program won't be as expensive.

101

: 00:06:26

You will get more testimonials

because you'll work with more clients.

102

: 00:06:30

So 12 weeks and here's how

we could set up this program.

103

: 00:06:36

You'll first want to think

about your offer promise.

104

: 00:06:39

Exactly what that person is wanting

as their goals, so that might be,

105

: 00:06:44

get into a job that they love.

106

: 00:06:46

It might be get promotion.

107

: 00:06:48

It might be get their

first paying clients.

108

: 00:06:51

There are lots of different goals

you could work on in your offer.

109

: 00:06:55

Then you'll want to create a roadmap.

110

: 00:06:58

This isn't a rigid plan, but

a flexible guide to help

111

: 00:07:02

that person along their way.

112

: 00:07:04

So generally the types of things you

might want to do or your client might

113

: 00:07:10

want to do to achieve that goal.

114

: 00:07:12

If it's getting a promotion, they will

probably want to map their strengths

115

: 00:07:17

over to the job that they want,

build their confidence, work on the

116

: 00:07:21

technical transitions like interviews.

117

: 00:07:24

Perhaps work on things

like their presence.

118

: 00:07:27

You will want to think of three

to six core areas that your ideal

119

: 00:07:32

client might want to work on.

120

: 00:07:34

There's lots of different

ways of doing this.

121

: 00:07:36

You might want to break it into

phases, so it's easier to describe than

122

: 00:07:41

lots and lots of different sessions.

123

: 00:07:43

The exact session number, doesn't

have to map out to the exact phases.

124

: 00:07:48

For example , if you see inside my

portal, you will see that despite

125

: 00:07:52

it being four phases, which is

niche offer marketing and sales.

126

: 00:07:56

Niche is one module, offer is one

module, marketing is about seven or

127

: 00:08:03

eight modules and sales is one module.

128

: 00:08:06

So it doesn't always balance perfectly.

129

: 00:08:09

And that's okay.

130

: 00:08:10

The most important part is that

you can explain to your clients

131

: 00:08:14

the types of topics that you will

work on to help them see yes.

132

: 00:08:18

I understand.

133

: 00:08:19

If I'm to do those types of things, I

will be far more likely to reach my goal.

134

: 00:08:24

You might want to position this

to your clients as something like.

135

: 00:08:29

Over the next 12 weeks, we will work

systematically towards your goal

136

: 00:08:33

of insert goal here, each session

builds on the last, giving you the

137

: 00:08:38

skills and insights that you need.

138

: 00:08:40

Don't worry, we will also address any

challenges that come up along the way.

139

: 00:08:45

Think of this as your personal roadmap

to success with me as your guide to help

140

: 00:08:50

you achieve whatever you want to achieve.

141

: 00:08:53

Let's now get down to the

crucial first session.

142

: 00:08:57

It's just like in your coach training,

if you have completed your training.

143

: 00:09:02

It's really important to ask things

like, what specifically do you want

144

: 00:09:06

to achieve through this program?

145

: 00:09:08

What have you tried before?

146

: 00:09:10

What worked and what didn't?

147

: 00:09:13

How are you likely to be, if you

are stressed and anxious and how may

148

: 00:09:18

I best support you in these times?

149

: 00:09:20

On a scale of one to 10, how committed

are you to making this change?

150

: 00:09:25

You will also want to do contracting.

151

: 00:09:28

For example, again, thinking about that,

client's goal, your role as the coach.

152

: 00:09:33

The client's commitments and

how you will measure success.

153

: 00:09:37

You might say, let's agree on

what success looks like for you by

154

: 00:09:41

the end of our 12 weeks together.

155

: 00:09:43

What specifically do you want

to have achieved or changed?

156

: 00:09:47

And if you are like me, you can panic at

this point because sometimes people can

157

: 00:09:52

have really unrealistic expectations.

158

: 00:09:55

A great question I learned when

I was working with a public

159

: 00:09:58

speaking coach for my in-person

event, which I ran last June.

160

: 00:10:03

Is whose goal is this?

161

: 00:10:05

And really make it clear that it's

their goal and there are going to

162

: 00:10:10

be things that they will need to do.

163

: 00:10:12

In order to achieve that goal.

164

: 00:10:15

So For example, I raised this with him.

165

: 00:10:18

I was worrying because I asked these

questions before my in-person events of

166

: 00:10:23

what challenges are you currently facing?

167

: 00:10:26

How would you like to feel when

you leave the day and the questions

168

: 00:10:30

coming back where essentially.

169

: 00:10:33

The content of my six month program.

170

: 00:10:35

So I would like to have a clear niche.

171

: 00:10:37

A clear offer, discuss pricing, have

all my marketing maps out and know

172

: 00:10:43

exactly how to have a sales call.

173

: 00:10:45

And I'm thinking the day is planned.

174

: 00:10:48

There were 30 people coming.

175

: 00:10:50

All of those things are not on

our agenda, which was on the

176

: 00:10:53

sales page when they signed up.

177

: 00:10:55

So I was seriously worried that people

would leave disappointed and it was

178

: 00:10:59

a great thing to learn about really

contracting at the beginning of the day.

179

: 00:11:05

What is it that you want to achieve today?

180

: 00:11:08

Whose goal is this?

181

: 00:11:10

And keep checking in on your goal and

thinking, what else can I do within the

182

: 00:11:15

remit of the day for me, for example

to get me one step closer to that goal.

183

: 00:11:21

That really helped me to reframe

this worry that they could state

184

: 00:11:25

something completely unrealistic and

expect me to deliver that to them.

185

: 00:11:32

Okay, now we are through the

first session, let's break down a

186

: 00:11:36

typical 60 minute coaching session.

187

: 00:11:39

First five to 10 minutes, you're

generally having a check in,

188

: 00:11:42

how are you feeling today?

189

: 00:11:44

What's on your mind

since our last session.

190

: 00:11:47

The next 10 to 15 minutes, you

might want to do a progress review.

191

: 00:11:51

Let's think about the actions

you committed to last time.

192

: 00:11:53

What did you accomplish?

193

: 00:11:55

What did you learn?

194

: 00:11:56

Then you would move into the

main focus of the session.

195

: 00:11:59

For example, today, we're focusing

on your strengths or whatever it

196

: 00:12:04

is within your program that you're

meant to be focusing on on that day.

197

: 00:12:08

Outline the reason why it's important.

198

: 00:12:10

What are your thoughts on this area?

199

: 00:12:13

Is this a priority for you right now?

200

: 00:12:16

And then it's back over to pure coaching

and let them decide is that important

201

: 00:12:23

for them to achieve their goal right

now, or is something else on their

202

: 00:12:27

mind that would be most important and

then you would want to really be clear.

203

: 00:12:32

Okay.

204

: 00:12:32

I hear you.

205

: 00:12:33

You've got an interview tomorrow.

206

: 00:12:35

So we are going to park this session on

strengths, for example, and work on that.

207

: 00:12:41

Is that what you would like

to do with today's session?

208

: 00:12:43

Yes.

209

: 00:12:44

Okay.

210

: 00:12:44

That's over to them.

211

: 00:12:46

Your final five to ten minutes

of your session is generally

212

: 00:12:49

action, steps and insights.

213

: 00:12:51

Something like, based on our discussion,

what specific actions are you going

214

: 00:12:56

to take before our next session?

215

: 00:12:58

How will you hold yourself accountable?

216

: 00:13:01

And my favorite question of all

because I'm always say surprised,

217

: 00:13:04

but the answer is what was your

greatest insight from today's session?

218

: 00:13:08

And it's never the thing that I

think was like mind blowing in the

219

: 00:13:12

session, it's always something else

220

: 00:13:14

and that question really helps them

cement the learning and reminds them

221

: 00:13:19

that they got value from the session.

222

: 00:13:22

You will know this as qualified coaches,

but throughout the session, powerful

223

: 00:13:26

questions are things like what's

stopping you from taking that step?

224

: 00:13:31

If you knew you couldn't

fail, what would you do?

225

: 00:13:34

How does this align

with your overall goals?

226

: 00:13:37

And even basic things like tell me more

really will help them to expand their

227

: 00:13:42

thinking beyond where it currently is.

228

: 00:13:46

So let's talk about balancing program

goals with your client's needs.

229

: 00:13:50

Because life is never linear

and what they sign up for is

230

: 00:13:53

usually not what they leave with.

231

: 00:13:55

It's at this point, you can decide whether

to use the parking lot technique, which

232

: 00:14:00

is something that my public speaking

coach mentioned to me on the day.

233

: 00:14:05

Okay.

234

: 00:14:05

Let's put it here.

235

: 00:14:06

I see.

236

: 00:14:07

It's really important to you.

237

: 00:14:09

Let's make a note of that in our

parking lot and we can either

238

: 00:14:12

address it later in the session if

we have time or we can prioritize

239

: 00:14:16

where that fits within our program.

240

: 00:14:19

And obviously this would all be after

what's the priority for you right now.

241

: 00:14:24

But if there are so many things,

like I mentioned, we all overestimate

242

: 00:14:28

what we can do in a small period.

243

: 00:14:30

Then it's really good to nail down

how many topics they're bringing

244

: 00:14:35

and help them to decide what is

the main focus of today's session.

245

: 00:14:40

Let's move on to recontracting

as the program progresses the

246

: 00:14:44

goal is usually never the goal.

247

: 00:14:48

So in other words, they may come in

wanting to change career and maybe they

248

: 00:14:52

haven't changed career because when you

actually start to think about it, you

249

: 00:14:57

realize that, things are not that bad,

or it was just actually your manager that

250

: 00:15:01

was the problem, or actually you just

have a really unhappy marriage, or you

251

: 00:15:06

just hate your work colleagues, or you

just want to move to a different team.

252

: 00:15:10

Sometimes whatever they come to

you for it's not where they end

253

: 00:15:14

up because life is never linear.

254

: 00:15:17

So you will want to check in regularly

on their goals and adjust as needed.

255

: 00:15:23

In each session you could ask,

for example, how is this program

256

: 00:15:27

aligning with your expectations?

257

: 00:15:29

Are there any adjustments we need to make?

258

: 00:15:31

If significant changes are needed,

then recontract, you might want to

259

: 00:15:36

say based on what we've discussed, it

seems like this new goal is becoming

260

: 00:15:41

more important than your previous goal.

261

: 00:15:44

Shall we adjust our focus for

the remaining of the sessions.

262

: 00:15:47

What would be most useful for you?

263

: 00:15:50

Finally, let's move on to

wrapping up their program.

264

: 00:15:53

In your final session, you will

want to focus on reviewing the

265

: 00:15:56

overall progress and setting your

client for continued success.

266

: 00:16:01

Questions like looking back what are your

biggest achievements from this program?

267

: 00:16:05

What tools or insights have

been most valuable for you?

268

: 00:16:09

How will you continue to

apply what you've learned?

269

: 00:16:13

Obviously at this stage, you may want

to see if they want to recontract

270

: 00:16:17

with you and sign up for some more

sessions on their future goal.

271

: 00:16:22

It's really great here to think about.

272

: 00:16:24

Okay.

273

: 00:16:25

You've achieved so much.

274

: 00:16:26

What's next for you?

275

: 00:16:28

And then when they share that it's

an opportunity to discuss, do you

276

: 00:16:32

want more help with that next goal?

277

: 00:16:35

Offering that structured program

doesn't mean it needs to end.

278

: 00:16:40

It means you need to discuss

if they need further help.

279

: 00:16:43

Life is a journey that will

always be future goals to work on.

280

: 00:16:47

So it's having that regular conversation

throughout of like we can discuss at

281

: 00:16:52

the end if you'd like further support

and say that right from the beginning as

282

: 00:16:57

well, so it's not a surprise for people.

283

: 00:16:59

Because I think then that can leave

you feeling awkward, mentioning it

284

: 00:17:03

and leave them feeling sold to, so I

literally say right from people joining

285

: 00:17:07

me if you want to stay on at the end

we'll discuss that near the time.

286

: 00:17:11

So I make it clear throughout, but

there are other options to work

287

: 00:17:15

with me after our program ends.

288

: 00:17:17

Should people want to.

289

: 00:17:19

Offering a structured program doesn't mean

you are controlling your client's journey.

290

: 00:17:23

They have signed up with you because you

are a guide on their particular goal.

291

: 00:17:29

You can adapt everything you do to your

individual client's needs, trust your

292

: 00:17:34

skills as a coach and in the process

you have created and trained for.

293

: 00:17:38

Thank you for listening to this

episode of women in the coaching arena.

294

: 00:17:42

I hope it was helpful to you.

295

: 00:17:44

Please do share it with your

coaching cohort or your friends.

296

: 00:17:48

I would absolutely love that

and review and rate the podcast.

297

: 00:17:51

It makes a huge difference to

me to continue this journey of

298

: 00:17:56

offering value to you weekly.

299

: 00:17:58

And like I say, at the end of every

episode, trust yourself, believe

300

: 00:18:01

in yourself and be the wise Gardner

who keeps on watering the seed.

301

: 00:18:06

Microphone (Samson Q2U Microphone):

Thank you so much for listening to this

302

: 00:18:08

episode of Women in the Coaching Arena.

303

: 00:18:11

I have a mess of free resources on

my website joannalottcoaching.com.

304

: 00:18:17

That's Joanna with an A

and Lott with two T's.

305

: 00:18:21

joannalottcoaching.com.

306

: 00:18:23

And I'll also put links in the show notes.

307

: 00:18:27

Let me know if you found

this episode useful.

308

: 00:18:29

Share it with a friend and

leave me a review, and I will

309

: 00:18:33

personally thank you for that.

310

: 00:18:35

Remember to trust yourself, believe

in yourself and be the wise Gardner

311

: 00:18:40

who keeps on watering the seed.

312

: 00:18:42

Get into the arena dare, greatly and try.