With the exponential explosion in the professional services field of coaching, how you build your coaching business begins with being authentic and reinforced with a solid marketing action plan. Unfortunately, there is a lot more authenticity than solid strategies for:

• Attracting Attention
• Inciting Interest
• Developing Desire
• Action (Call to)

What appears to happen is those organizations who sell coaching franchises fail to properly include effective marketing within their overall sales training. The focus is closing the deal and not building the relationship.

Let's be candid, no one will buy your products or services until they know about you. Within the marketplace, you could have the best coaching process reinforced with the best tools and that means absolutely diddle squat unless someone has heard about you, read about you and actually has spoken with you. Sales Coaching Tip: And this extends to your website where probably at least 50% of the websites have less than 10 unique visitors a month.

What I know to be true is these enterprising entrepreneurs invest 75% of their time selling and less than 25% of their time marketing. What really needs to happen is to reverse those percentages.

Of course taking this action begins with the creation of an executive marketing summary that connects all other advertising and related activities such as business event networking to the infamous 10 or 30 second elevator speech. This important step is never discussed with the majority of individuals who have entered or are entering this dynamic profession. Sales Coaching Tip: Robert Middleton is a great resource for expanding your knowledge about how to effectively market your business.

Tracking the results from all of these activities be them unique visitors to your website, signups to your various lists or actual phone calls or contacts made should also be part of your daily behaviors. Until you know what actions deliver the best results you will be always working harder not smarter.

Speaking of actions, make sure that you have clearly articulated your positive core values because these ethics will be consciously and subconsciously broadcasted to your intended target customers. Of course if you are truly authentic, you have already committed your values to writing.

When you understand marketing comes before selling and you must always be authentic, then you will increase sales and have a lot more fun in the process.