As my team and I prepare the content for our first-ever live event, Lifestyle LIVE! (remember, you have a savings on your ticket—go claim it now: https://coachesconsole.com/live!), we’ve been going through the conversations we’ve had with our clients to mine the biggest questions people have.
One topic that kept coming up was ENROLLMENT CONVERSATIONS…Many coaches actually dread enrollment conversations because they seem like a big investment of time and energy for a small return. Brilliant, talented coaches from all over the world wonder why they’re getting more “no’s” than “yeses,” and how they can learn to love enrollment conversations.
Guess what? We’re going to give you the answers to those questions—and more—at Lifestyle LIVE! We’re devoting two entire sessions to enrollment conversations to help you fall in love with them—and hear “yes” a lot more often, from clients you’re truly meant to serve.
One of our Bootcamp Grads, Angelique, once said to me, “Melinda, you make enrollment conversations so effortless and graceful,” and I want you to feel that way, too!
Here’s just a sneak peek of what we’ll cover:
The difference between “sample sessions” and enrollment conversations.
Many new coaches have heard that if they just give “sample sessions,” prospects will automatically want to hire them. Here’s what you need to know: if you want to sell, your sample sessions cannot stop at coaching. They must also convert. In order for a sample session to convert, it must demonstrate the power of coaching (by helping the prospect solve one part of his or her problem) while also demonstrating that this is the first step in a longer process (by opening the door to show them what it takes to establish new habits and get sustainable results). Your sample session should balance relief and leaving them wanting more!
What people are really buying.
Have you ever stopped to think about what you’re actually selling? If I were to ask you that question, you may say you’re selling coaching. Nope! And if you’re selling coaching, no wonder you’re getting a lot of “nos.” You’re selling a specific type of transformation. Coaching is HOW you help people—but what you’re actually selling is results.
What you’re really enrolling people into.
Yes, you’re enrolling people into your programs. But again, dig a little deeper. You’re asking people to invest—in themselves, in you, and THEN in your services or programs. Remember: if people don’t see how or believe that your package or program will get them results, they’ll never say, “Yes.”
How to take a new, service-based approach to enrollment/sales (also known as a “coach approach”).
So … a lot of startup entrepreneurs dislike selling. Okay, they flat-out hate it. If you’re anything like them, you hate selling because you feel like you’re convincing people to buy something that will benefit YOU. And while their business does benefit you, you must keep in mind that your coaching skills are benefitting them, too. Therefore, during enrollment conversations it’s essential that you bring your coaching skills to the table; specifically, listening, questioning, relating, holding space, and being curious. During an enrollment conversation, you coach people to come to the best decision for them based on what they want.
As I mentioned earlier, we spent lots of time mining our clients’ main concerns in order to develop the content for Lifestyle LIVE! And we saw that a huge majority of coaches—as many as 90 percent!—dislike this part of their business (or, at the least, struggle to convert prospects into paying clients).
That’s why, at Lifestyle LIVE! we’re diving deep into the art and science of enrollment conversations. We’ll be role-playing and practicing with partners so you can safely practice your enrollment conversation before taking it out into the real world.
Not only will we cover the key elements every enrollment conversation should include, but we’ll also talk about the most effective ways to overcome the four most common objections.
It’s going to be awesome! You’ll walk away with a whole new perspective on enrollment conversations … and a whole new set of tools for making them as effective and FUN as possible.
Imagine … over the course of 2018, implementing proven strategies that double the number of sample sessions prospects book on your calendar. Then imagine … thanks to your newfound confidence during enrollment conversations, you’re converting 60% or more of those prospects into paying clients! How would that impact your bottom line (not to mention your confidence and fun factor)?
Come February, you’ll have exactly what you need to LOVE enrollment conversations … and your coaching business!
So go here now to register your bonus ticket, and I’ll see you Valentine’s Day weekend:
The biggest mistake I made this year… learn from my mistakes…
Come learn from a lot of my “mistakes” and take the proactive path to creating success in your business… (much faster than I did)
Claim your spot now for LifestyleLIVE!
Click here now: https://mx247.isrefer.com/go/lltl/fba/
“As a leader, your success largely depends on how you show up every day. It’s the core energy you bring to everything you do. Are you the kind of leader who people want to follow or have to follow? How well do you follow yourself (your own goals and intentions)? As a leader, you can create the kind of energy that leads to positive results by starting with yourself. What you bring to work – or anywhere, for that matter – is what you cultivate in others. You can create a work environment where engagement, accountability, and well-being are high. Success and satisfaction – who doesn’t want that?”
2. Gillian Hood works with people to help them Break Free From Diet Prison, Binging & Emotional Eating.
“I can help you Break Out of Diet Prison for good:
Never diet again, and reverse the damage it has done to your mind and body.
Eat your favorite foods again, without overeating, weight gain or guilt!
Stop beating up yourself & your body & let them work together in harmony, bringing mind, body & spirit together as a healthy, vibrant, YOU!
Reclaim both energy & time by ending obsessive thoughts and behavior.
Feel your emotions instead of eating them so they can be expressed & dealt with in a healthy way – instead of carrying them around mentally & on your body.
I have been there…binge eating, chronic dieting, over-exercise, emotional eating, hating myself and my body, never being good enough, abusing my body by overeating, searching for a solution in the next diet, not living my life until I lost the weight, believing my own negative self-talk, and on and on for well over 20 years, however…
…I have overcome it all, found Peace with Food and my Body, discovered Freedom from obsession, and I want to help You do the same!”
3. Jen Horvath works with people to help them reduce guilt, stress and overwhelm to live a calmer, happier and fulfilling life.
“Are you feeling overwhelmed and exhausted by your many responsibilities? Trying desperately to find a blend between work, kids, partner, family, friends and have some ‘me time’? Are you dealing with chaotic mornings, a stressful job, and then rushing home to make dinner and shuttle kids to activities – having to remind yourself to breathe? Finding yourself yelling and being angry when you don’t want to be? Feeling guilty because it’s not working for you? Wondering, is this all there is to life?
Is this hitting home? It’s common, but it doesn’t have to be this way. You don’t need to “just survive.” You can thrive!”
4. Kitty Boitnott works with teachers, giving them a career makeover.
“Are you feeling the painful symptoms of teacher burnout? Are you unhappy with your teaching career but don’t know where to turn? You always wanted to be a teacher, so now what? What else could you do if you don’t teach?
I know how you feel.
Here is a fact for you to consider seriously: You don’t need to stay stuck in a job that no longer serves you or makes you happy. In fact, if you aren’t having fun anymore, your kids aren’t having any fun either.
I operate on the premise that work should be fulfilling and FUN!
What if your dream job were just ahead, and all you need to do is go for it?
Since starting my business, I have helped 200+ of teachers and mid-career professionals make significant changes in their career paths. My goal for them is that they find their dream job, whatever that may be.
That is my goal for you as well.”
5. Angelique Beauregard helps people ‘Live Fit & Free After 50 in a Body you Love’.
“Are you overweight, overtired and overstressed? Think you’re too old to lose the weight? Feel like a failure because you’ve wasted so much time, energy, and money on diet plans that didn’t work? Disappointed when you look in the mirror? Hate to have your picture taken? Fed up?
I get it!
That was me not so long ago.
Imagine what your life would look like if you lost all that extra weight (especially the dreaded muffin top) and got into a right-sized body. Ditch the joint pain. Have tons of ENERGY! Cross your legs. Love what you see in the mirror. Have your picture taken. Wear cute clothes. Look forward to bathing suit shopping. Move around freely. Travel the world.
This is one of the most often asked questions we get from folks in our community. They want to know how to make a BIG impact AND how to make good money doing what they love! Because I believe in the Both/And Principle, that’s why I love the work that my good friend Bill Baren is doing in this world! Helping thought leaders, practitioners and experts like me and you structure their Premium Packages! In fact, when Bill mentored me around this in our business several years ago, it made a significant shift in our business. We went from charging $4500 for a coaching package to offering Premium Packages at $25,000 (and getting it!). My only regret???? Why didn’t I do it sooner! So NOW is the time let to Bill walk you through every little detail!
Here’s to your outrageous and unapologetic success!
As you plan and launch your coaching business, you’re bound to have questions.
I know an AWESOME place where you can go to get answers: The Coaching Lifestyle Facebook Group.
I want to share with you an example of the depth of support you can receive—at no cost—when you join our community.
I’m going to paraphrase a conversation that occurred in the group when someone recently asked for advice on how to charge for a six-week course.
Here we go:
The first step in deciding on pricing for any program is to get absolutely clear on the results someone will experience if they go through the course and play full-out.
What are the promises of this course?
Patricia’s course, Starting Over After Divorce, is designed to provide the following transformation:
During Starting Over After Divorce, Patricia guides participants in getting their lives back on track after a divorce. Her program walks them through the grieving process, challenging their fears, effective communication, problem solving, working out a business relationship with their ex, and co-parenting effectively.
The next step in determining pricing is to identify what the course must entail, or how it must be structured, in order to support someone getting the promised results.
Starting Over After Divorce, includes:
Six weekly, two-hour coaching sessions.
Two monthly support group sessions, two-hours each, after the initial six-course.
Invitations to a monthly live event.
Pricing a program, course, etc., is a three-part process. It’s one part, “What do I want to make?” and one part, “Reverse engineer,” and one part, “Psychology.”
First, start by asking yourself how much you’d like to charge for the program, keeping in mind the transformation you’re promising (I’ve seen successful six-week courses at all price points: $197, $497, $997, and $1997).
When you consider each price point, which one lights you up? Which one makes you squeal? Which one makes you a bit nervous?
Notice how you respond to each of the price points you explore.
Next—and this is the most important consideration—look at the results your clients will walk away with. People invest in results (not coaching or masterminds or consultations or group programs).
When you can convey the value of the results, people are more likely to invest.
It’s important to ensure that the value of the results is in alignment with the investment level of the program. In Patricia’s program, for example, she promises participants will “get their lives back on track after divorce.”
How much is that worth to someone?
A lot, right?! $1,000, $5,000 … some people might even say it’s priceless.
So if people perceive that the promise carries a huge value, and the product is priced at $97, then there is a disconnect. This is especially true when the participant is getting direct access to you—the more access, the higher the value.
Keep this in mind as you structure your program to actually deliver the results—and the value—people are anticipating when they pay the investment level you’re asking for.
Next, add in some psychology.
The more access a participant has to you, the more they’re willing to invest. Consider whether your clients will get access to you between those weekly and twice monthly sessions. This factors into the price point.
Two important notes about the psychology of selling:
First, pricing an item just below an even number—for example, pricing at $49 instead of $50 or $99 instead of $100—dramatically improves conversion rates because buyers perceive a greater value.
Second, studies show that there are specific breakpoints when it comes to pricing.
In other words, someone is as likely to pay $900 for a program as she is to pay $700. However, that same person may not be willing to break through that $997 price point.
You may be feeling like $997 is too high, and you may feel more comfortable charging $750. The psychology of selling factors in, here, and tells us that a buyer willing to pay $750 is just as willing to pay $997.
Set your price at $997 and add $247 to your bottom line for each sale.
From what Patricia told me, I’d consider pricing Starting Over After Divorce at $497 or $997 with installment options.
Now, consider which of those price points creates the sensation of vomiting.
Pick that one!
As entrepreneurs, we always undervalue ourselves, our impact, and our services.
But when you can stretch into that price point—the one that makes you want to vomit—your prospects will sense the value of what you’re bringing to the table.
Just as importantly, you’re able to rise to the occasion and bring the absolute best version of YOU and your services to the table. This, of course, only helps your clients get bigger, better results—faster.
Weigh everything I’ve just talked about and select the price point you feel called to select.
And keep this in mind: everything we do in our business is research.
You’ll choose a price, put it out there, see how folks respond, and see how you feel … and you’ll make tweaks and adjustments as necessary for the next round. Give yourself permission and time to research!
Finally, ask yourself what you need to set up behind the scenes to create great engagement and a strong onboarding experience, and to offer exquisite client support to help your clients get the best results in the shortest amount of time possible. Make sure your back end is organized to support you in delivering what you promise.
And … that’s it—a real-life example of the kind of support you can expect to receive when you join The Coaching Lifestyle Facebook Group.