In my business I track all opportunities, which consists of referrals and leads generated by marketing initiatives. For me, those opportunities are the “starting point” of the journey which leads to a prospect becoming a client. One key milestone in the journey is a complimentary discovery call which provides an opportunity for us to meet virtually or in person to see if coaching would benefit them and what they hope to achieve.
- I have an active prospect report which indicates the number of opportunities that exist in my pipeline that can lead to discovery calls.
- I see my schedule of upcoming discovery calls as an indicator, a report if you will, that reveals the number of prospects who are now considering working with me.
The best indicator for future business is when the discovery call leads to a Request for Proposal that breakdowns the cost of a coaching engagement with me along with all the deliverables provided. All RFP’s are tracked and followed up on until a decision has been made.