Your clients (and potential clients) are in pain. Or they are frustrated. They have a vision for their future that is different from their current reality.
The space between where they are today and where they want to be is “the gap.”
WHY THE GAP MATTERS
The Gap is the unknown. It is the process of change, of going from here, to there.
As a coach, The Gap is where you work. Your coaching process or system fills the gap. It’s the bridge that spans across the chasm and offers your clients safe passage.
The Gap matters because it’s the thing that your client doesn’t know. If they did, they would already have the reality they desire… and they wouldn’t need you!
But because they don’t know it, they DO need you.
USING THE GAP TO CLOSE MORE CLIENTS
When you’re doing a free introductory coaching session, your primary job is to help your prospective client become very clear on three things:
- Their current reality (where they are today = the pain or frustration they experience)
- Their future desired reality (what they yearn for = the “glorious future” they envision)
- The gap (what it is that is preventing them from achieving that vision)
Once your prospective client can clearly see the gap and fully understands why they’ve not been able to navigate it by themselves, you have the opportunity to position your coaching process as the solution.
When you do this, show them in clear, vivid pictures, how working with you will eliminate or minimize the challenges and difficulties, allowing them to navigate The Gap and move closer towards their “glorious future.”
Done well, your free sessions will become a powerful way to win new coaching clients.
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