Coaching Demo - The Two Things You Have to Have Before a Client Will Enroll with You

Summary

In this insightful coaching conversation, Jamie helps Morag tackle the challenge of engaging with trainers at the National Manufacturing Institute for Scotland. Morag believes her methods could enhance the training programs but struggles to gain their interest. Jamie emphasizes the importance of building relationships, understanding others' needs, and demonstrating genuine curiosity about their world. Through patience, persistence, and thoughtful engagement, Morag learns to focus on what the trainers care about, while avoiding rushing into pitching her ideas. The session highlights the value of taking time to develop trust and understanding in professional relationships.

Takeaways

• 😀 Building relationships takes time, typically between 4 to 7 hours of interaction to develop trust and understanding.
• 😀 To connect with others, start by understanding their world—ask questions and be genuinely curious about their challenges and desires.
• 😀 Morag's main challenge is overcoming resistance from trainers at the National Manufacturing Institute for Scotland (NMIS) who are confident in their current training methods.
• 😀 Showing curiosity about others' work, rather than immediately offering solutions, is key to building rapport and trust.
• 😀 To get someone's attention, it's important to meet them where they are, understanding what matters most to them and their objectives.
• 😀 Market research is crucial. Morag needs to understand the trainers' incentives, challenges, and goals before introducing new ideas.
• 😀 Use creativity in outreach. Attending workshops, interacting on social media, or even casually engaging in conversation can help establish connections.
• 😀 Offering feedback and consulting can be a more effective way to engage someone than just presenting your own ideas.
• 😀 People appreciate being asked about themselves and their world, which can help build strong, lasting connections.
• 😀 Relationships are built through sustained interaction—patience is necessary for Morag to connect with NMIS trainers and influence their approach.
• 😀 When offering new solutions, always relate them to what the other person is already doing, showing understanding and relevance to their current challenges.

Q & A

What is the primary challenge Morag is facing with the National Manufacturing Institute for Scotland (NMIS)?

Morag is struggling to engage with NMIS representatives because they believe their existing training programs are effective and are not open to incorporating new ideas, despite the fact that she sees potential for improvement using her principles.

Why does Morag believe her principles could improve the training offered by NMIS?

Morag believes her principles can help people learn more quickly, be more adaptable, and become more comfortable with not knowing everything, thus turbocharging the existing skill training.

What is the significance of relationship-building in this context?

Relationship-building is crucial because it fosters trust and understanding. Before offering her ideas, Morag needs to demonstrate genuine curiosity about the trainers’ challenges, priorities, and needs to create a foundation for meaningful engagement.

What is the recommended approach to engage with NMIS representatives according to the conversation?

The approach is to show genuine interest in what the representatives are doing, ask questions to understand their world, and build relationships over time, rather than immediately pitching her ideas or solutions.

Why does the speaker suggest Morag needs to be more patient?

The speaker suggests that relationship-building takes time, and Morag needs to be patient in developing trust and rapport with the NMIS representatives. Rushing into discussions about her principles without establishing a connection will not yield the desired results.

What can Morag do to better understand the needs and challenges of the NMIS trainers?

Morag can attend NMIS training sessions, engage with their content online, interact with their posts on social media, and initiate informal conversations to learn more about their priorities and challenges.

What lesson does Morag learn from her interaction with the speaker about curiosity?

Morag realizes that while she has been curious about the trainers’ work, she hasn't demonstrated that curiosity to them. She needs to show her curiosity more overtly by asking questions and engaging directly with the trainers.

How does showing curiosity relate to getting the attention of the NMIS representatives?

By demonstrating genuine curiosity about the NMIS representatives' needs, challenges, and world, Morag can earn their trust and open the door for a meaningful conversation where her principles may be seen as valuable.

What is the significance of asking for feedback in this situation?

Asking for feedback creates a more collaborative and less confrontational environment. It allows Morag to gather insights from the trainers while avoiding the risk of them feeling immediately overwhelmed by a pitch.

Why does the speaker advise Morag to be involved in the trainers' world, even offline?

The speaker advises that involvement in the trainers’ world, including attending events or following them on social media, is a way to build rapport and show genuine interest in their work, which in turn increases the likelihood of engagement.