You know and I knows that in the coaching business, a satisfied past client is the best way to get more coaching clients. Yet many coaches are not actively using past clients referrals. They are leaving easy money behind as they go looking for new clients the hard way, by cold calls etc.   

Your past clients already know you. Hopefully, they think well of your coaching skills. They might refer you to others without you asking for it, but than again, they might not. Why rely on chance? 

So call them up, each and every one of them. After the small talk come out and tell your past client that you wish to ask for advice about people who may be interested in your coaching services. However, don’t just wait for the past-client ideas. Be ready with this sequence of questions: 

First ask: “Can you think of anyone that you know and could be interested in being coached by me?” Don’t interfere, let the past client go through whatever comes up, and take notes. Do not stop the flow with requests for phone numbers and addresses. Get back to it later.

 Then ask another question. “Is there anybody that you know who has a problem like ‘such and such’?” Replace the ‘such and such’ with the type of problems that your coaching aims to solve. Again – let the client talk, and ask for details in the end.

And last, ask: “Is there anybody that you know that could benefit from having better results in (whatever you coach for)?

The first question can bring up original ideas that your past client may have and you would not think of. This is why you should not interfere, and not ask specific questions first. The other two are meant to help her remember specific types of people; the type that you are looking for. 

Then go with her over the list you made. Ask for communication details for each name. Ask her permission to mention her name in your call. Also, ask her permission to refer people to her for recommendations. Always thank your past client for her time and efforts. Send a ‘Thank you’ note or even a small gift after the call. Do this regardless of the results of the call. Stay on best terms with your clients. 

Follow each of the leads that you got, even the most remote ones. Sadly, most will turn you down. Never mind that. Thank them for taking your call, and ask them if they happen to know anyone that fits the profile you are looking for. In this case – be specific – they were not coached and will not know what you are looking for like your past client did. Follow up on each call with a personalized snail-mail ‘Thank you’ card.  Add your phone number or business card with a suggestion that they could use it if they had any ideas after your conversation.

 Follow these ideas and you may be surprised at how many good leads you can get. And if you need more ideas, take a look at my “Get More Coaching Clients” video course