A Professional Network is Good for Clients and Your Business
You can't be all the solutions to all of your clients' problems. This applies to exercise, business, relationship, or life coaching.
In a previous post, I discussed the importance of assessing each individual client in order to develop the right strategies that give them the results they want.
But having a network of industry professionals is an essential step in helping others achieve their dreams. As an exercise coach, the professionals that I benefit from connecting with include the following:
- Physical therapists
- Medical doctors
- Nutritionists
- Massage therapists
- Chiropractors
- Acupuncturists
- Osteopaths
- Orthopedic surgeons
Having these connections gives me the resources I need when I encounter challenges in helping my clients get results. It makes it easy for clients to access other practitioners who can help them achieve a successful outcome.
Network to Listen
The word "network" can turn off a lot of people. But the way you approach networking is what makes the difference in your coaching practice.
Networking should be less about selling...and more about listening. Listening to what other professionals in your industry are doing—but, more importantly, what they need.
Connecting with like-minded professionals can give you some insights into your industry and the market you serve. You can learn what challenges other practitioners are facing.
This presents opportunities for you to provide value to them (as well as their clients) while helping you avoid those same issues.
What Does Your Client Need?
The first step in building an effective network that benefits your client and your coaching business is to put yourself in your client's shoes. As coaches and consultants, we have to look beyond our own services and consider what else clients may be looking for.
The assessment process helps you identify what other factors must be addressed.
For example, a client may come to me wanting to start an exercise program. After the assessment, it may become clear that they need to work with a nutritionist to resolve other health issues that may prevent them from seeing progress from their exercise program.
Likewise, manual therapy may be needed to help restore muscle balance and eliminate pain symptoms before they can begin working out on a regular basis.
Having a well-developed network allows you to call on the right professional at the right time.
Getting Clients on Board With Your Network
Referring clients out to others can be tricky. Many clients may not expect you to refer them to someone else.
Some may be resistant to the idea of working on another aspect of their health (or business, life, etc.). They came to see you...and that's who they want to work with.
So if you do refer clients out, you must provide as much information to help them through the process. Explain to them why you believe they should work with someone else before they begin working with you.
Be clear that your objective is to make sure that they get the results they're after. Help them understand the results of their assessment so that they determine the best approach for their needs.
It may even be helpful to accompany them when they meet with another consultant. Although this requires an investment of your time, it can go a long way in helping your clients move forward towards their goals.
It's also a great way to strengthen the relationships with the professionals within your network.
Give to Receive
Effective networking comes down to giving. By focusing on how you can serve your clients, you provide them with the resources that lead to their success.
Networking allows you to give to others in your industry—those who share a similar mission and vision. Sending them referrals supports their own process of helping others. This act of giving, of course, brings with it the opportunity to receive.
Your network can be a powerful source of new clients for your coaching practice. It results in a mastermind that supports all of its members while providing invaluable services to your community.
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