I am athlete by nature. I love sports and, therefore, I love sports analogies.

I’ve always been under the impression that selling is like hitting in baseball ~ you’re probably going to get “out” more times than you get a “hit” but if you can manage just 3 hits out of 10 at-bats, you’ll be a top performer.

NOBODY BATS 1.000

Nobody gets a hit every time they go up to bat.  It just doesn’t happen.

Ask the non-aficionado who the greatest hitter of all time was, and you’d probably hear answers like “Lou Gehrig” (#15 all-time avg), “Babe Ruth” (#10 all-time avg) or Ted Williams (#7 all-time avg).

In fact, the greatest hitter for average, the guy who got more hits per at-bat than anyone else, was Ty Cobb, with a .366 average.

That means Ty Cobb got OUT 6.33 times out of every 10 at bats… or more than half the time!

And yet he is the best of the best when it comes to hitting average.

WHY DOES THIS MATTER TO YOU?

As a coach, your business relies on your ability to land new clients.  Sell, in other words.

But most coaches are afraid of selling, in part because they have an unrealistic view of what successful selling really means.  They focus on the 70% of people they DIDN’T sell to and look at them as failures.

But just imagine if 3 out of every 10 people you spoke with during a free intro coaching session (which should be a scripted sales conversation) decided to say yes and purchase coaching or one of your self-study courses?

How would your business look if you could speak to those 10 people each and every week?

That’s 3 new clients (on average) every week.  By the end of the year, you’d have 150 new clients (assuming you took 2 weeks off).

If Ty Cobb had quit baseball because he got out 70% – 80% of the time, he’d never be the greatest of all time.

YOUR ACTION STEPS

Start keeping track of how many people you talk to and how many of those people purchase from you.  Get a baseline sales percentage and then make a commitment to learn how to sell better, so you can increase those numbers.

Just like baseball players go to batting practice to get better, so to will you have to practice selling if you hope to improve.

QUESTIONS? COMMENTS? AGREE OR DISAGREE?
LAVE YOUR THOUGHTS BELOW!

 P.S. If you want more qualified prospects to sell to, get my step-by-step marketing blueprint for coaches.


    2 replies to "Landing Clients Is Like Hitting a Baseball"

    • Harry Maurer

      It’s more like hitting a golf ball. You can’t expect to make it to the green in one stroke. Landing a client takes time. You need a series of consecutively aimed strokes to finally land one “in the cup”. Each stroke allows the prospect to know you better, for you to to find out their needs to establish your credibility and sincerity. It’s a long way from the tea to the cup and you shouldn’t try to make it in one shot. Aim. Plan your approach. Have a goal for each attempt and in time you will make it — sometimes in 4 strokes, sometimes in two and on rare occasions…one!

      • Paul Keetch

        Great analogy Harry and very appropriate. It’s a combo of both approaches… you’ll never get a “hit” 100 times out 100 — AND, it often takes a series of consecutive, well executed strokes to go from initial conversation (the drive off the tee) and closing the sale (sinking the putt).

        The more you practice, the more you’ll be hitting from the fairway (instead of the rough) and having shorter and shorter putts (you’ll be meeting your prospect closer to where their needs and your services intersect).

        Thanks for chiming in!

Leave a Reply to Paul Keetch Cancel Reply

Your email address will not be published.