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:
Increase Your Confidence >>> https://coachesconsole.com/live
Here’s to your success,