Written by Eben Pagan on November 7, You discover a prospect is interested in your program. You fill with excitement and instantly feel empowered. Then you remember an important little factor that sucks the excitement right out of you. You still have to get them on the phone to enroll.
For many coaches, this is a nerve-wracking practice that sends them into panic mode. They bombard themselves with worries: What if I sound too salesy? I hate talking about money. How do I defend my price and actually close the deal? All of these worries and negative thoughts can be calmed by changing our mindset around the practice. You picked up the phone as someone began reading straight from a sales script.
Your defenses went up. As they persisted, you began to feel like your back was up against the wall. You felt pressured and uncomfortable, and you wanted to run away. When we look at sales this way, and try to implement it in our business, any opportunity to gain trust, nevermind the sale, is instantly lost. Instead, the key to enrolling lots of clients on sales calls is to make the entire process as natural as possible.
Like most skills, taking action and practice is key. When you talk with prospects everyday, the fear diminishes and your confidence rises. A Client Conversation is just another conversation with someone. Think about it this way: The more resources you and your business have, the better you will be able to serve more clients and make a bigger impact in the world.
Your Enthusiasm Is Contagious You must believe in your product, service, and coaching to get results. Transfer of emotion is a huge part of sales. Clients will pick up on it. Think about the last time you ate at a great restaurant, read an amazing book, or tried something you really liked, and then told your friends about it. That is the type of enthusiasm we need to bring to our client conversations. Your job is to walk the prospect through the process and support them through the buying journey.
There was a study done on top salespeople which found that they had the ability to qualify and build rapport faster than others. Possessing this ability helped them become more successful than their peers. A trusted advisor, on the other hand, is somebody who always acts with their clients interests as their top priority.
You help them discover what they want by asking great questions and leading them through the Client Conversation process. Think about the last time you made a buying decision. Think of yourself as a detective during this part of the process.
Your role as a coach is to help people figure out what they want and show them how they will get it by working with you. As A Coach, You Are A Conversational Leader Your prospect is hiring you as their trusted advisor to understand their situation and help them get their desired outcome. You must take the lead and be in control of the conversation to do this. Just like when you lead a coaching client through a transformation, you have to lead your prospect through a client conversation. Leading is what inspires confidence in your client.
People hate to be sold, but love to buy things. To discover more around this topic, reserve your spot in my completely free training, How to Become a Virtual Coach.
Why coaching is one of the most opportunistic professions in the world to go into and could be for generations to come. How to find your perfect clients and instantly build trust with them, so they start coming to you and already know they want to work with you. Only long-time coaches can charge a lot, right?
All of the technical things can be overwhelming. Email software, setting up webinars, and landing page creation can leave you not knowing where to begin.