It’s the question most new Health Coaches dread: “So what do you actually do?” How do you go about explaining what it is that you do?
In some circles your answer would be called your 'elevator pitch' - an explanation of what you do that could be shared in a quick elevator ride.
The natural answer that springs to mind when someone asks about “you” is to come back with “I am”. Here’s the simple secret to telling people what you do as a health coach:
Eliminate “I am” from your vocabulary. That’s right. Get rid of it completely. No one cares about the “label” you stick on yourself. (“I am a health coach,” “I am a nutrition expert”, or “I am a personal trainer”).
All you have to do is replace “I am” with what you do.
Simple, isn’t it?
You are actually going to tell people What. You. Do. For example, consider starting your answer with: “I mentor,” “I train,” or the very effective, “I help.”
With this in mind, the best way to respond to the question, “What do you do?” is something like this:
- “I help new mothers who are struggling with excess weight after pregnancy return to their goal weight safely and sustainably.”
- “I help people with dietary allergies eliminate inflammatory foods while still enjoying a nutritious and varied diet.”
- “I train busy professional women, showing them how to reduce stress by including yoga and mindfulness in daily life.”
- “I help parents eliminate their children’s eczema through holistic nutrition.”
- “I help professional men, who are too busy to work out, create permeate weight loss solutions so they can live longer and feel younger.”
Of course, you want to amend the above sentences to reflect what YOU do. You want to communicate what you are offering your dream clients. In other words, when you researched your target market you would have identified their pain points (their highest or most pressing need) and you would have tailored a solution for those.
Pop that information into this formula: I help [insert dream client] with [insert problem] to [insert solution].
You want the person who asked the question to ideally say, “Hey, that’s me!”
Here are a couple of Health Coaches who I see doing this well on their websites:
HINT: Every time you are asked this question, ask yourself, “What is the highest desire of this specific market/group/person?” Then adapt your response accordingly.
Usually, the follow on from, “What do you do?” is, “How do you do that?”
Keep to the simple secret above and don’t talk about yourself. Ask intelligent questions of the person to find out more about what they are struggling with; what their health goals are.
It's always about THEM not you!
You don’t need to dive into the sales conversation until way down the track, when you’ve built a rapport with the person through empathising and demonstrating your phenomenal listening skills.
After all, your dream clients want to feel heard in order to build trust. After you’ve built trust, you can then move into scheduling a more in depth conversation.
For more information about establishing a connection and taking it through to a client conversion, have a read of 4 Incredibly Simple but Effective Strategies for Finding Clients as a Health Coach.
Remember, your dream clients want to know what’s in it for them. By asking what you do, they’re actually wondering if you have something that they can benefit from.
Now that you know the simple secret to telling people what you do as a Health Coach, go and practice your powerful “I help” statements so that you say them with confidence when you’re asked that no-longer-dreaded question!
Share your new 'elevator pitch' in the comments below and share with us all what YOU do.