So a tangible product is something you can hold, DVD, TV or book. The client gets instant gratification once they complete the transaction as they get to "hold" or "take" the item.
An intangible item is something that you do not get to hold, like a live training, online course or coaching.
With coaching everyone needs the product but it's not like when you are sick and have to go to the doctor. In coaching the client does not really just decide to come to you. There are a number of things that happen before that takes place.
For example someone has a bad breakup from their partner. They are anxious and upset. At this stage they feel that it's not going to get any better. The same can go with someone losing their job. As a result of this event other negative things may start to happen to them.
They may put on weight.
They may end up with self confidence issues.
Their self esteem takes a hit which may lead to mild depression.
They may then look for some answers to solve their problem. They talk to people, friends and family. Maybe they look online. It's at this stage the person is ready to do something about it. Many people take years to get to the point of doing something about it.
If it was as simple as buying a pill or a "go away problem tool" they would. It's at this point they start to look for alternatives.
I have found that the clients I often have are people that have tried many things, only to not get a result.
OK, so let's get to the point here. A person is ready for coaching.
Now they have the option of talking to a coach about coaching. They start to way up the option or alternatives, do they go down the traditional path of Psychologist and Psychologists or seeing a medical doctor or an alternative health option.
So all this is going on with the client before they make the call
Here is the simple steps to the 5 step sales process that I teach in trainings so coaches can learn how to sell. It is ideal for anyone that does not feel comfortable with the process of "selling". As it comes from a serving point of view rather then to "sell" them
So the 5 steps are: