Follow Up with Prospective Clients
Suggested Strategy: Use a Define & Coach strategy to set the expectations for the individual and ensure that you are both operating under those same expectations. This way, nothing gets lost in translation and you can set your coaching around the definition.
Suggested Questions:
Î Define & Coach: When talking about following up with prospective clients in your position, what do you think those expectations ideally look like? Î Rating Question: On a scale of one to six, with six representing a complete adherence to that definition, and one representing the opposite, where would you rate yourself and why? Î Risk Question: What risks do you think you might mitigate as a result of becoming closer to a six?
Suggested Activities:
Î Whiteboard Coaching: On the left side of a whiteboard, write down how the individual would currently describe their strategy for following up with prospective clients. On the right side of the board, write down the ideal definition from the beginning of your coaching session. Draw an arrow from the left side pointing to the right side with five vertical hash marks along the line of the arrow. These marks represent the actions that the individual will fill in as part of their activity described below.
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