Since the earliest days, reciprocity has been a huge philosophy in how I do business. It’s the heart of our success. It means not having a scarcity mindset of loss and worry and fear.
It's about how you can provide value.
Most marketers think business is about trying to get the client. In the first year of TCI, I did—I thought it was all about getting students.
It's actually about providing value in a cool way to someone who needs it.
It's a marketing truth most people won't admit to.
It’s all about providing enough value for free before any transaction happens. Give enough value to reveal your style and value proposition and see if you’re a match.
The need is not that they want to become a coach, the need has to be they like our style as we teach.
Another truth: Discounting turns what you've got into a commodity.
At The Coaching Institute, we never discount. We add more value.
Any coaching school that offers discounted coaching programs you shouldn’t join because they teach you to devalue what you know and have to offer.
In the beginning I would have done anything to get a client but the idea of discounting never occurred to me. It was about me having to grow in own sense of worth.