Melinda: Hey, there! Today I want to share with you four things that, when you’re having enrollment conversations, or maybe you call it sample sessions, or a sales conversation, four things your prospects will never say to.
You now, there are four things that we’ll hear a lot, and it usually goes something like this: during that conversation they might say to you is “I can’t afford this, I don’t have the money right now.” Right? That’s one of the common objections that comes up. The second one that you’ll hear is “I don’t have enough time, I’m too over committed, I’m involved in other stuff”, or different variations of it it’s another objection. The third one is “I need to talk to my spouse, or my partner, my wife”, or whatever, some variation of that. They’ll also tell you that. And then the other one that they’ll also tell you will be some variation of “I don’t think this is right for me.” That’s what they will tell you.
What they won’t tell you is, when they talk about “I can’t afford it”, what they’re really saying – or not saying – what’s really going on is they don’t yet see the value in what your services will do for them. So it’s not a money issue, it’s a value; they don’t see the value issue. When somebody shares time “I don’t have enough time” what they’re really saying is “I’m not prioritizing this in my life yet”, or “I don’t know how to prioritize this in my life”, so it’s not a time issue, it’s a priority issue. When they say “I need to talk to my spouse” it’s a tricky one, because they might need to. But one of the things I like to do is make sure “are they committed?” Don’t let them, because what they’re not telling you is: “I’m blaming my spouse, because they’re not here to defend themselves, so it’s a lot easier for me to wiggle out of this conversation.” So that’s what’s going on underneath it.
And then, the last one is, what they’re not telling you is: “I don’t trust myself to follow through on what you’re telling me is possible.” So the next time you’re in the enrollment conversation, listen to what’s not being said. It’s one of the greatest coaching skills out there, it’s one of my favorite coaching skills. Listen to what’s not being said. They might be saying with their mouth
“I can’t afford this”, but listen underneath that, hear what’s not being said, and address the real concern. You’ll have more effective conversations, you’ll get to the heart of the issue, you can bring your coaching into these conversations, and coach them in the clarity and commitment, and have a much more effective enrollment conversation, to get those clients saying “yes”, or get them clear in their “no”. Whichever one, we want them to be clear.
So, what might “assuming the yes” look like for you? Well, to start, it doesn’t look like you’re ATTACHED to the yes. You’re not pursuing the prospect, or trying to twist her arm, or saying anything to get her to plunk down her money.
You’re assuming the yes; you’re not attached to it.
For Melinda, it looks like this: she comes to the enrollment conversation prepared. She uses The Coaches Console (what else?) to prepare the contract so when the prospect says “yes,” she can pull it up and walk that person through it herself, right then and there.
One of the reasons this concept is so powerful is because you may actually be unconsciously repelling your prospect, if you’re not prepared to welcome him into your business.
Think about it:
If you have no contract ready, or a good way to accept payment, or a messy (or nonexistent) welcome packet … then all you really have is the headache of onboarding a new client “willy nilly.”
Plus, if you’re not a full-body, 100% yes to accepting new clients, how comfortable do you think your prospects are going to feel in the enrollment conversation?
I was profoundly affected, when I first heard Melinda teach this concept. Why?
Well, have you ever heard of the Enneagram?
If so, you know it’s a way to identify your patterns around your wounds. That’s a useful tool, if you want to break the negative cycles you find yourself stuck in.
So, I’m an Enneagram 6, which means I’m a worrier (and I’m talking massive here, folks).
If you know anything about me, that will strike you as a bit ironic … because my entire business has shifted to a love-based foundation, instead of fear-based.
The Enneagram changed everything for me, because now, when fear or worry or anxiety comes up for me, I’m able to feel and process those emotions by breaking the pattern and getting out of it quickly.
Sure, I still feel fear and worry sometimes. But it doesn’t keep me stuck the way it used to. (And even though I feel worry from time to time, I no longer worry. Does that make sense?)
And, yes, some of my old thought processes still exist … like the idea of the “other shoe dropping.”
To me, assuming the yes, means I’m not waiting for the other shoe to drop, and that can be problematic for me.
You see, along with my worry habit came the realization that I had created a false “story” about my worry—I allowed it to be a sort of “magical talisman” to keep me safe.
I figured I could keep the bad things from actually happening to me if I worried about them. (Think of it this way: how many things that you worry about actually happen? My worry attracted more things for me to worry about, but the specific bad things rarely actually happened.)
So, in my mind, if I started assuming the yes, I would have to take cover from all the dropping shoes!
Okay, I joke. But I really do want you to think about this question:
Are you assuming the yes or the no, in your enrollment conversations?
If you’re assuming the no, why?
Are your fears getting the best of you?
The fear of “jinxing” yourself? Of the disappointment that comes with the no, if you’re expecting the yes?
Whatever it is, I invite you to flip your perspective.
What would happen if you assumed the yes instead?
Michele PW (Pariza Wacek) is the best-selling author of the “Love-Based Business” series of books that share how to sell more with love and build a solid, profitable business on a foundation of love. In addition, she owns a copywriting and marketing company along with writing and publishing fiction. To grab your free book “How to Start a Business You Love AND That Loves You Back,” visit LoveBasedBiz.com
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: