Being able to conduct a spectacular sample session can make all the difference in your success at building a coaching business. Here are some great "best practices."

1. Only offer sample sessions to people who are qualified in the following ways: they can afford coaching and they are ready to take action; they can refer people who can afford coaching and are ready to take action!
2. Make it clear that this is a session dedicated only to coaching them. You can set up additional time at the end of the session or at a later date to answer questions about your coaching business.
3. Make sure the client prepares for the session. Ask them to consider the following questions: What is one really important topic you would like to be coached on? What do you hope to get from our session (new ideas, be listened to, a new perspective, a new direction, clarity, action steps, etc.)? How would addressing this topic improve your life? How serious are you about taking action to improve this area of your life?
4. Don't be afraid to be directive in the session. Help them stay focused on what they wanted to get from the coaching.
5. Find out why this goal is important to them. This tells you their real motivation.
6. Ask them who they will be if they achieve this goal. Have them answer the statement, "I will be someone who..."
7. Listen for their strengths, values and needs. Reflect these observations.
8. Make sure they choose meaningful action steps to move toward the goal.
9. Schedule a short, follow-up session for one week later so that you "close the coaching loop." this way they experience the accountability aspect of coaching.
10. Ask them how they have benefited from the session.

Bonus: Ask them if coaching would help them get to their goal faster and easier.

Bonus: Ask them if they'd like to be your client!