"Why do not customers do exactly what I'm saying?!?!" How to fix the disappointment of the first coach.


Do your clients not follow the plan? It may not be their fault. It could be… yours. The reason: Simply telling customers what to do is not very effective. After all, it's hard to make people do anything – even when they know it's good for them. (That is why we still have text mess). But in this article, we'll show you a proven way to bring your customers … to get to the program. For best results and lasting change you want both.

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Customers rarely say, "I have no way to do that".

Though this is often what they think.

You may prescribe a new eating or exercise habit, and in return they give you the side eye.

Or they say, "No problem!" But later they admit they always knew they would never follow.

Perhaps you could feel that it simply was not that in:

  • eat more vegetables
  • going to bed an hour earlier
  • cutting soda

But you did it anyway because, hey, it's what they do required to do.

Here's the truth:

Telling customers what they do does not work.

There is a much better way. It starts with a simple question and ends with a plan that does not only help customers to thrive – almost guarantees They will.

So much, we can tell you straight away: This method could change the way you head forever. (He did for us.)

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No one wants to be a child.

In the health and fitness industry, most people are trained to use a "buses-center" approach.

It goes like this:

"I'm the expert, and you will do what I say, because it's good for you."

This works … when your client is a Navy seal. Read: Extremely disciplined, do whatever it takes (regardless of cost) and always follow the "chain of command".

But everyone else? Not so much. This makes a very inefficient strategy, at least in the long run.

By telling a customer that you know what is best for them, you have minimized their inflows.

They do not see it as their plan. they see it as yours plan. As a result, 100% is not invested. (Often not yet.)

The repair: a "customer-centric" approach.

The idea is simple.

Before the client attempts any new habit or type of change, ask them to evaluate how they feel about it.

For example, they say they are not practicing now, but you want to work hard at least five days a week.

On a scale of 0 (no way to hell) to 10 (a trained monkey could do it), how do they rank their confidence that they will follow?

Ask them and emphasize the need for honesty. Not only are they okay to express their doubts and worries now, it is the absolute right thing to do. For all involved.

If they say "9" or "10", you are good to go.

But nothing less? You need to reduce the proposed plan and ask again.

What do you need to get to a solid 9?

Maybe he does hard work only four days a week. Or three days. Or maybe it's only a 20-minute hasty walk.

Sometimes you have to reduce so much, you might think: "This will never work! It's too easy. "

Does not matter.

Because if they can get stuck with the change for 2 weeks, they will begin to gain confidence in the escalation. As they do so, you can push them a little more, as long as they are not beyond their capabilities.

This makes them an active participant in their own plan, rather than orders that get orders.

They now adopt habits and make changes at a rate that suits them.

And as you make these decisions together, they help create the recipe itself. What suits their abilities, preferences and lifestyle.

The result: You have a full buy-in. Who is the catalyst for a sustainable change?

Now, this is the basic version of the client-based method. You can keep it so easy to get started, but if you want to get it to the next level, keep reading.

Speed ​​up this strategy.

Okay, you can ask for a simple question and make some serious progress with your customers. But if you want true domination, you have to dig a little deeper by asking three questions.

  • How ready are you to do this work?
  • How willing are you to do this work?
  • How effective is to do this work?

These may look similar, but everyone can trigger unique conversations and offer you – and your customer – a better picture and better strategies.

Let's examine them one by one.

1. "Are you ready?"

Being "ready" means you see the need for change and you feel urgent to take action.

That does not mean it is perfect time for change.

In fact, you can never count on it.

Sometimes customers say they are not ready because they do not feel they have it "together". Their life is crazy, and now just does not feel it's the right time to add something new.

But here is the truth: There will never be a moment when things are magically easier.

Life does not come with a pause button.

Suppose you've advised your client to stop using the computer 30 minutes before bed in the name of best sleep, recovery and general health. You ask, "How ready to do this?"

And … give you a "5."

They agree that cessation would be good for their health (and integrity), but the job is crazy now … and they have all emails… and must use every moment of alertness to remain at the top of their inbox.

Maybe it would be better to do it later, they say. As in a few weeks, when their job is not so upset. (Gods of labor laugh at their cocktails.)

The message: Not ready.

But what if you put it back?

For example, what if you sign up for email just 5 minutes before bed? While 5 minutes may seem unrelated, it could be what your client needs to feel ready now.

It's not 30 minutes, it's progress.

And progress is important, not perfection. After all, consistently sometimes better adds up to major changes over time. (Presentation A: Our clients, showing that even small efforts can lead to impressive health transformations).

In a few weeks, your client may be ready to finish 10 minutes earlier and eventually work up to 30 minutes over time. Eventually, you put them where you wanted – but you do it in their schedule.

Chat initiators

Anytime you ask, "How ready are you?" and your customer answers 8, 5 or even 1, it's time to investigate "why." The question can lead to useful (and even surprising) ideas.

Ask this:

"What does it mean to be ready to change?

How he can help: This answer shows where your customer is located. They want to change, but like our examples, do we feel that they are too busy or not the right time? It is an opportunity to help them see that perfection is not a prerequisite.

Ask this:

"Imagine a world where you are ready to make a change. What will it look like in the world?"

How he can help: Considering what would seem "perfect" time helps a customer see that there will never be a perfect time. In addition, you may be able to steal something from this fantastic "totally ready" world and incorporate it into their lives at this time – to help them feel more ready.

Ask this:

"What drives you away from this change now? Is there something that pulls you to try something different?"

How he can help: Many customers feel ambivalent about change. Read: They want, but do not want too. Instead of trying to talk to your client to change, this question makes them do it-reminding them why they came to you in the first place.

Ask this:

"Instead of making a big, massive change that you do not feel ready for, how could you do a little better in this area today; "

How it can help: This question gives your customer an opportunity to say you what it feels sensible and reasonable to them at the moment of their lives. Work from there.

2: "Are you willing?"

Being willing to change does not mean that you have zero reservations to make things different.

It means that you are a game to push beyond these doubts.

Imagine being trained to be a rock diver for several months. Your body is in very good condition and all the techniques have been perfected. Are you ready.

When you get to the top of the rock, you begin to think, "What if it's slipping? What happens if I do not train properly? What if the tide is too low? willing.

This is often the case not how does it happen with customers, though. Their doubts create resistance that they can not pass through. Only they may not tell you immediately.

True story…

A coach rated a new customer and discovered that he consumed 10-20 Diet Cokes a day.

He told him he should drink more water. He replied: "Is not the Diet Cake made of water?" (Smart customer.) He went on and on, but it was more of the same.

The customer did not say, "I'm not willing to quit Diet Coke," but through the endless debate, yes, that's almost what he said. Was not 9 or 10? was more like 1 or 2.

Do not push the resistance of a customer. You will only come across more.

Instead, get them to "notice and name" where their resistance comes from, so you can explore the reason for that.

You may find that it is not the change itself that is the problem. this represents the change.

Let's say you have a client who wants to improve his body composition, but he does not like his idea of ​​"eating 80% full".

This is one of the basic habits of Precision Nutrition coaching because it can help people better co-ordinate feelings of hunger and fullness.

But after years of eating until it's full, it may feel like a big and undesirable change.

Maybe your customer scores this 4, and he calls their resistance as follows:

"I like to eat until I am completely full. There is something so satisfying about that. "

You can ask them:

  • What would happen if they stopped eating until they were filled?
  • How will they feel?
  • Why do not they want to feel that way?

They may respond with something like:

"My life is so busy and stressful I feel like I want a great meal at the end of the day It just makes me feel happy and comfortable I'm afraid I will lose that feeling if I stop.

And there it is.

They just noticed it and called it real reason why they are not willing to eat at 80% full.

From there, you can work with your client to find other ways that can be relieved at the end of a hard day if they are open to it.

Chat initiators

Use the questions below to immerse yourself in the source of a customer's resistance. Also: Remind your customers that they always have the choice not to change. Often knowing that this makes it more willing to change.

Ask this:

"What comes to you when you think about making this change?

How he can help: This question gives your customer the opportunity to observe and name the resistance he feels when he thinks to start a particular habit.

Ask this:

"Imagine what would happen if you made the change despite your reservations, what do you think would be the result?"

How he can help: Showing benefits can help a client decide that although change can be difficult, it could also be worthwhile. (Or not – that's ok too.)

Ask this:

"What happens if you do not make the change? What will it look like?"

How he can help: The natural answer is, "Well, things will remain the same as they are now." And no one invests in training because they want things to stay the same, right?

Ask this:

"How could change help you achieve your goals? There are ways that could keep you from losing weight or feeling healthier or moving better or [insert client objective here]. "

How he can help: Getting your customer to weigh the pros and cons of changing helps them reassess their willingness to try it.

3: "Are you able?"

Changing does not mean that your route is free from obstacles.

It means that you understand how to remove – or avoid – the things that block your way.

Let's assume your client lives on an isolated military base. They are ready and willing to add lean protein to every meal – another one of our basic principles – but they do not feel satisfied.

Their food choices in the base are not that big. Grocery choices are limited and they often eat their meals at a café, so they have no control over what is served.

Good news: The problem is not from your customer. comes from their circumstances. So with the exchange of ideas together, you can "draw" the habit to fit in their lives.

Perhaps they could:

  • Order portable protein choices such as tune packs or single dose protein powders.
  • Check out the cafeteria menu ahead of time and strategically design the most mealtimes with protein.
  • Work on your meal preparation skills to make sure there is always a good choice in the freezer.
  • Discover smart solutions at the store that they had not looked at.

If all else fails, it may mean that you accept that eating lean protein with every meal is simply not going to happen. But could they eat lean protein in two of the three meals a day?

Remember: Perfection is not required for progress.

Chat initiators

There is always a solution. Make sure your customers know this. After all, people managed to send people to the moon with less computing power than on an iPhone. (Android too, of course!) We can definitely deal with the obstacles to healthy eating. Use these questions to locate and overcome their obstacles.

Ask this:

"What can be" able to change "looks like you?"

How he can help: Just as there is no perfect time for change, there is also no scenario where there are zero obstacles to change. Asking this question helps your client to understand some creative problem solving, rather can change now.

Ask this:

"What obstacles are on your way? How do you limit yourself?"

How it can help: Limiting just why an obstacle restricts your client can make the previous hidden solutions more obvious.

Ask this:

"Let's say you can not remove the obstacles completely. How could you avoid them?"

How he can help: This question opens a brainstorming session, allowing your client to find solutions that make sense to them as a person.

What to do next

Suppose your customer is ready, willing and able (for any habits and changes you agree).

Now is the time to see what happens.

Observe and watch how they do with the habit. Collect your data. You may want to watch the following about their new habit or work:

  • how often they do it
  • how well they complete it
  • the questions and concerns that arise about them
  • how it affects the selected progress indicators (weight, perimeter measurements, energy levels, and so on)

Ask Yourself: Does your client come closer to the result they are looking for? Are there any patterns or trends that become clear to you?

Once you analyze your data, decide what to follow.

If you define the new habit does not take your client in the right direction, you may want it try something completely different.

Εάν ο πελάτης είχε έναν σκληρό χρόνο να ολοκληρώσει την εργασία, ίσως θέλετε αλλά και να το καταστήσει πιο προσιτό (μείωση από 5 μερίδες λαχανικών την ημέρα σε 3).

Μήπως τελείωσαν πλήρως τη συνήθεια ή την εργασία τους; Στη συνέχεια, σκεφτείτε αυξάνοντας τη δυσκολία (ράμπα από 15 λεπτά χρόνο ελεύθερης οθόνης πριν από το κρεβάτι έως 30).

Και αν δεν έχουν καρφώσει ακόμα τη συνήθεια, αλλά αισθάνονται σίγουροι ότι μπορούν, ίσως κρατάς τα πράγματα ακριβώς όπως είναι για λίγο περισσότερο.

Ανεξάρτητα από το ποια διαδρομή επιλέγετε, θυμηθείτε:

Οι πελάτες σας θα σας πουν τι πρέπει να αλλάξουν. Απλά πρέπει να ακούσετε.

Αν είστε προπονητής ή θέλετε να είστε …

Η εκμάθηση τρόπων προπόνησης πελατών, ασθενών, φίλων ή μελών της οικογένειας μέσω της υγιεινής διατροφής και των αλλαγών στον τρόπο ζωής – με τον τρόπο που τους ωθεί να επενδύσουν πλήρως στο σχέδιο και να επιτύχουν βιώσιμα αποτελέσματα – είναι και η τέχνη και η επιστήμη.

Εάν θέλετε να μάθετε περισσότερα σχετικά με τα δύο, εξετάστε την Πιστοποίηση Ακρίβειας Διατροφής Ακριβείας 1. Η επόμενη ομάδα ξεκινά σύντομα.

Περί τίνος πρόκειται?

Η Πιστοποίηση Επιπέδου 1 της Ακρίβειας είναι το πιο σεβαστό εκπαιδευτικό πρόγραμμα διατροφής στον κόσμο. Σας δίνει τις γνώσεις, τα συστήματα και τα εργαλεία που χρειάζεστε Really καταλάβετε πώς τα τρόφιμα επηρεάζουν την υγεία και την ικανότητα του ατόμου. Επιπλέον, η ικανότητα να μετατρέψει αυτή τη γνώση σε μια ακμάζουσα πρακτική προγύμνασης.

Αναπτύχθηκε πάνω από 15 χρόνια και αποδείχθηκε με περισσότερους από 100.000 πελάτες και ασθενείς, το πρόγραμμα σπουδών του επιπέδου 1 βρίσκεται μόνο ως αρχή στην επιστήμη της διατροφής and τέχνη προγύμνασης.

Είτε είστε ήδη στα μέσα της καριέρας, είτε απλά ξεκινάτε, η πιστοποίηση επιπέδου 1 είναι το εφαλτήριο για σας βαθύτερη κατανόηση της διατροφής, The την εξουσία να προπονηθεί, και το την ικανότητα να μετατρέπετε αυτά που γνωρίζετε στα αποτελέσματα.

[Φυσικάανείσαι[Ofcourseifyou’re[Φυσικάανείσαι[Ofcourseifyou’reήδη φοιτητής ή πτυχιούχος της πιστοποίησης επιπέδου 1, ελέγξτε την κύρια πλοήγηση πιστοποίησης επιπέδου 2. Πρόκειται για μια αποκλειστική, μακροχρόνια καθοδήγηση που σχεδιάστηκε για επαγγελματίες ελίτ που επιθυμούν να κατακτήσουν την τέχνη της προπόνησης και να είναι μέρος του κορυφαίου 1% των προπονητών υγείας και γυμναστικής στον κόσμο.]

Ενδιαφερόμενος? Προσθέστε το όνομά σας στη λίστα προπλάσματος. Θα εξοικονομήσετε έως και 33% και θα εξασφαλίσετε το σημείο σας 24 ώρες πριν από όλους τους άλλους.

Θα ανοίξουμε θέσεις στην επόμενη πιστοποίησή μας για τη Διατροφή 1 της Precision Nutrition την Τετάρτη 2 Οκτωβρίου 2019.

Αν θέλετε να μάθετε περισσότερα, δημιουργήσαμε την ακόλουθη λίστα, η οποία σας δίνει δύο πλεονεκτήματα.

  • Πληρώστε λιγότερο από όλους τους άλλους. Μας αρέσει να ανταμείβουμε ανθρώπους που είναι πρόθυμοι να ενισχύσουν τα διαπιστευτήρια τους και είναι έτοιμοι να δεσμευτούν για να πάρουν την εκπαίδευση που χρειάζονται. Έτσι προσφέρουμε έκπτωση μέχρι και 33% από τη γενική τιμή όταν εγγράφεστε στον κατάλογο προπώλησης.
  • Εγγραφείτε 24 ώρες πριν από το ευρύ κοινό και αυξήστε τις πιθανότητές σας να πάρετε μια θέση. Ανοίγουμε μόνο το πρόγραμμα πιστοποίησης δύο φορές το χρόνο. Λόγω της μεγάλης ζήτησης, τα σημεία στο πρόγραμμα είναι περιορισμένα και έχουν ιστορικά εξαντληθεί σε λίγες ώρες. Όμως, όταν εγγραφείτε στον κατάλογο προπώλησης, θα σας δώσουμε την ευκαιρία να εγγραφείτε 24 ώρες πριν από οποιονδήποτε άλλο.

Εάν είστε έτοιμοι για ένα βαθύτερη κατανόηση της διατροφής, The την εξουσία να προπονηθεί, και το την ικανότητα να μετατρέπετε αυτά που γνωρίζετε στα αποτελέσματα… αυτή είναι η ευκαιρία σας να δείτε τι μπορεί να κάνει το κορυφαίο σύστημα προπονητικής διατροφής στον κόσμο για εσάς.