Monday, December 9, 2013

SELLING without Hype or Manipulation! Using the Core Competencies


Wish you were better at closing sales?

Wish you could get more comfortable with selling yourself?

Frustrated because you haven’t found a way to do that
without sounding too slick and salesy?

Jan. 13 at 6:30 PM


Denise Hedges is an expert in sales and marketing.  She can teach you how to sell by being your most authentic self … by focusing on service.  When you use the core competencies during the sales process, you will come from a place of integrity, genuine caring, and a deep desire to serve people and you’ll automatically be more attractive to potential clients.

You'll learn how to use the core competencies of active listening, powerful questioning, and direct communication throughout the sales process.  It’s all about establishing trust and being of service to people.

In this presentation, you will learn to:

  • Ask for the business in a straightforward and non-threatening way … a way that potential clients welcome.

  • Coach potential clients through any concerns or objections they may have.  This isn’t about overcoming objections. 

  • Talk with potential clients and customers in a way that’s comfortable, authentic, and has their best interests in mind.

  • Close more sales and get comfortable with the process.

Denise Hedges is a business development coach and marketing strategist with
over 25-years experience in sales and marketing.  As the co-founder of
Business BreakThrough Institute, she’s created the world’s foremost
attraction-based sales and marketing system. Denise specializes in working with coaches to help them move past any doubt about sales and marketing, so they can attract more clients and make more money!  
Denise is a Professional Certified Coach and a member of the Coach University Faculty. She trains personal and business coaches all over the world!  


Friday, December 6, 2013

Who Are Your Strategic Partners? (It’s that time again!)




According to INC magazine’s article “Choosing Strategic Partners that Really Partner”
(http://www.inc.com/articles/1999/11/19511.html) by Lisa H. Buksbaum, strategic partners are ones who create alliances that are mutually beneficial, that are non-competitive, and that extend the reach, visibility and impact of both partners.

When considering a strategic partner, Buksbaum presents the following questions to consider:
“What's your gut feeling about the partner you're considering? Is there synergy? Is there a natural fit in terms of values, integrity, and personality? Do your potential partners ‘get it’? That is, do they have a solid understanding of your objectives and goals, and are they genuinely excited about joining forces for an alliance?”

With strategic partnership in mind, ICF Chicago is hosting our annual FREE World Café event on Monday, December 9th as a way to better partner with YOU in 2014. The topic this year is “Creating a Premier Coaching Community” which will include scintillating and provocative conversations with YOU throughout the evening. 

Join us for our World Café event so you can participate in co-creating a Premier Coaching Community in Chicagoland in 2014.


See you there!

Taking action together,
Wendy Balman, CPCC, ACC
ICF Chicago President

Friday, November 1, 2013

Essentials of Credentialing- by Kam Gupta, ICF-C Past President [Nov 2013]


One of the fundamental requirements of becoming an ICF member or having any ICF credentials is to read and agree to abide by the ICF Code of Ethics. Even though I have read them several times, I find that I discover new nuggets every time I read it.

 To make it easier for us to find them, I have reproduced the ICF Code of Ethics below. Of course you can always find them on the ICF web site at http://www.coachfederation.org. Of special interest, I found the clearest definitions about coaching, professional coaching, and coach-client relationships, our conduct as coaches, and many more topics of interest. Feel free to let me know what you think and how easy it is to live these ethics. 

 
ICF Code of Ethics

Part 1: Definitions of Coaching

 
Section 1: Definitions

 
   Coaching: Coaching is partnering with clients in a thought-provoking and creative process that inspires them to maximize their personal and professional potential.


   A professional coaching relationship: A professional coaching relationship exists when coaching includes a business agreement or contract that defines the responsibilities of each party. 


   An ICF Professional Coach: An ICF Professional Coach also agrees to practice the ICF Professional Core Competencies and pledges accountability to the ICF Code of Ethics. In order to clarify roles in the coaching relationship, it is often necessary to distinguish between the client and the sponsor. In most cases, the client and sponsor are the same person and therefore jointly referred to as the client. For purposes of identification, however, the International Coach Federation defines these roles as follows:


   Client: The "client" is the person(s) being coached.


Sponsor: The "sponsor" is the entity (including its representatives) paying for and/or arranging for coaching services to be provided. In all cases, coaching engagement contracts or agreements should clearly establish the rights, roles, and responsibilities for both the client and sponsor if they are not the same persons.

 
Part 2: The ICF Standards of Ethical Conduct

Preamble: ICF Professional Coaches aspire to conduct themselves in a manner that reflects positively upon the coaching profession; are respectful of different approaches to coaching; and recognize that they are also bound by applicable laws and regulations.

Section 1: Professional Conduct At Large
As a coach:

1) I will not knowingly make any public statement that is untrue or misleading about what I offer as a coach, or make false claims in any written documents relating to the coaching profession or my credentials or the ICF.

2) I will accurately identify my coaching qualifications, expertise, experience, certifications and ICF Credentials.

3) I will recognize and honor the efforts and contributions of others and not misrepresent them as my own. I understand that violating this standard may leave me subject to legal remedy by a third party.

4) I will, at all times, strive to recognize personal issues that may impair, conflict, or interfere with my coaching performance or my professional coaching relationships. Whenever the facts and circumstances necessitate, I will promptly seek professional assistance and determine the action to be taken, including whether it is appropriate to suspend or terminate my coaching relationship(s).

5) I will conduct myself in accordance with the ICF Code of Ethics in all coach training, coach mentoring, and coach supervisory activities.

6) I will conduct and report research with competence, honesty, and within recognized scientific standards and applicable subject guidelines. My research will be carried out with the necessary consent and approval of those involved, and with an approach that will protect participants from any potential harm. All research efforts will be performed in a manner that complies with all the applicable laws of the country in which the research is conducted.

7) I will maintain, store, and dispose of any records created during my coaching business in a manner that promotes confidentiality, security, and privacy, and complies with any applicable laws and agreements.

8) I will use ICF member contact information (e-mail addresses, telephone numbers, etc.) only in the manner and to the extent authorized by the ICF.

Section 2: Conflicts of Interest
As a coach:

9) I will seek to avoid conflicts of interest and potential conflicts of interest and openly disclose any such conflicts. I will offer to remove myself when such a conflict arises.

10) I will disclose to my client and his or her sponsor all anticipated compensation from third parties that I may pay or receive for referrals of that client.

11) I will only barter for services, goods or other non-monetary remuneration when it will not impair the coaching relationship.

12) I will not knowingly take any personal, professional, or monetary advantage or benefit of the coach-client relationship, except by a form of compensation as agreed in the agreement or contract.

Section 3: Professional Conduct with Clients
As a coach:

13) I will not knowingly mislead or make false claims about what my client or sponsor will receive from the coaching process or from me as the coach.

14) I will not give my prospective clients or sponsors information or advice I know or believe to be misleading or false.

15) I will have clear agreements or contracts with my clients and sponsor(s). I will honor all agreements or contracts made in the context of professional coaching relationships.

16) I will carefully explain and strive to ensure that, prior to or at the initial meeting, my coaching client and sponsor(s) understand the nature of coaching, the nature and limits of confidentiality, financial arrangements, and any other terms of the coaching agreement or contract.

17) I will be responsible for setting clear, appropriate, and culturally sensitive boundaries that govern any physical contact I may have with my clients or sponsors.

18) I will not become sexually intimate with any of my current clients or sponsors.

19) I will respect the client's right to terminate the coaching relationship at any point during the process, subject to the provisions of the agreement or contract. I will be alert to indications that the client is no longer benefiting from our coaching relationship.

20) I will encourage the client or sponsor to make a change if I believe the client or sponsor would be better served by another coach or by another resource.

21) I will suggest my client seek the services of other professionals when deemed necessary or appropriate.

Section 4: Confidentiality/Privacy 
As a coach:

22) I will maintain the strictest levels of confidentiality with all client and sponsor information. I will have a clear agreement or contract before releasing information to another person, unless required by law.

23) I will have a clear agreement upon how coaching information will be exchanged among coach, client, and sponsor.

24) When acting as a trainer of student coaches, I will clarify confidentiality policies with the students.

25) I will have associated coaches and other persons whom I manage in service of my clients and their sponsors in a paid or volunteer capacity make clear agreements or contracts to adhere to the ICF Code of Ethics

Part 2, Section 4: Confidentiality/Privacy standards and the entire ICF Code of Ethics to the extent applicable.

 
Part 3: The ICF Pledge of Ethics

As an ICF Professional Coach, I acknowledge and agree to honor my ethical and legal obligations to my coaching clients and sponsors, colleagues, and to the public at large. I pledge to comply with the ICF Code of Ethics, and to practice these standards with those whom I coach.

If I breach this Pledge of Ethics or any part of the ICF Code of Ethics, I agree that the ICF in its sole discretion may hold me accountable for so doing. I further agree that my accountability to the ICF for any breach may include sanctions, such as loss of my ICF membership and/or my ICF Credentials.
Approved by the Ethics and Standards Committee on October 30, 2008.
Approved by the ICF Board of Directors on December 18, 2008.

Tuesday, October 29, 2013

President's November 2013 Letter


And Now for the News…
 2014 is all about making YOU successful. Two of ICFC’s top 4 goals in 2014 are to be “Best in Class” in programming and credentialing, and to increase ICFC’s community impact. If you share these goals, we want you on our team…contact me and let’s make a difference together in 2014!

 Operation Committee Blitz…Now!
ICFC has enough community input and ideas to catapult ICFC into the forefront as the “Premier Resource for All Things Coaching” until at least 2025…and we are now looking for dedicated Committee Chairs and Committee Members to give vision and feet to these ideas. The ICFC Board of Directors is reaching out into the Chicagoland coaching community, as we speak, and may have already reached out to YOU to gage your interest and availability in 2014 for one of these vital positions. If not, please RSVP to me directly at president@icf-chicago.org as soon as possible and I’ll get you connected! P.S. There are lots of Committee Chair/Member Perks, a world class on-boarding experience, and targeted leadership development opportunities as part of this opportunity!

ICFC @ #CIW 2014?
Did any of you attend the October 14-20, 2013 Chicago Ideas Week #CIW (www.chicagoideas.com)! I did…made it to 4 Labs and 4 Talks! What if ICFC were a part of this city-wide initiative in 2014 in the form of a Lab experience? We want to be and are looking for a special someone in our coaching community who would chair the Chicago Ideas Week committee in 2014 to make that happen. Is that you? Contact me at president@icf-chicago.org for more information!  

 Wanted: Brand Manager Extraordinaire & Public Relations Star
Our marketing team works behind the scenes to get the word out to the coaching community on events, special opportunities and scheduled meetings hosted by ICFC. We are looking for a brand manager and public relations guru to join the team as committee chairs and/or interns (great resume builder) to increase the visibility of coaches and the coaching profession in Chicagoland in 2014. Interested or know someone who would be perfect for these positions? Contact Stan at marketing@icf-chicago.org.

 “World Café 2013: Bring Your Voice to the World!” December 9 @ 6:30pm (Free Meeting)
The World Café is ICFC’s end of year EVENT with an intimate series of dynamic interactions set at café-style tables, each with dedicated business-building topics. We discuss and swap tables and topics. What’s in it for you? It is in these town meeting-style conversations that networking takes place while business building topics are explored, collective knowledge is grown, and possibilities for action emerge so you can bring YOUR voice as a coach into the world more effectively in 2014! RSVP: http://icfcworldcafe2013.eventbrite.com

 Taking action together, Wendy Balman, CPCC, ACCICF Chicago President

Thursday, October 3, 2013

President's Letter October 2013


Professional Vulnerability
 
I was recently asked by an organizational leader to share my thoughts about the appropriateness of vulnerability in the workplace. He was going to address an audience of 300 leaders within his org and wanted to hear additional perspectives on the topic. My “top of mind” response was to share about a time when I saw professional vulnerability in action. I was in a leadership program and one of the co-leaders would consistently be transparent about what he was doing and why. It was refreshing to be invited inside his head – and the way it was done was for the benefit of the program and students. The impact was to build trust quickly and deeply between students and within the program experience.
 
Since that conversation, I was personally challenged to look at how I am vulnerable in my professional settings…for me these include the ICF Chicago board, clients, potential clients, other creative partnerships, and the communities I’m a part of as a leader, peer and/or participant. What started to show up were opportunities for me to bring my voice when it was very uncomfortable and when it was risky.
 
Ouch! I have to say I’ve been challenged to be vulnerable so much in the last couple weeks it’s starting to feel more “normal” than not. I heard it described recently as “emotional leadership.” Being willing to speak to the raw truth and to speak from my raw truth in a situation while not placing blame and fully taking responsibility for next steps. While I have had to deal with the “I’m a victim of circumstance” gremlin several times, in the process my own transparency about what I’m experiencing, what I need, and what is working or not working is getting more air time. I’ve also learned I have to live from this place if I REALLY want my breakthrough goals to be accomplished. 
 
So, what comes up for you when you read this story? If you have not had the direct invitation recently to let yourself live and speak from this place of vulnerability in your professional life, consider this your invitation. What’s at stake for you?
 
It is worth it!
 
Wendy Balman, CPCC, ACC
ICF Chicago President