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Master Enrolling Conversations-NEW

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>> In this lecture, we're going to talk about how to structure and format your enrolling conversation, so you can feel confident in closing the deal with prospective clients. Enrollment conversations are the conversations you have with prospective clients to get them to enroll in your 6-Month Coaching Program. Let's start with what to do before your call so you can prepare for a successful enrollment conversation. You want to set the space by removing any distractions, like background noises or clutter that might interfere with your call. You should also make sure to read through their Health History noting anything you'd like to ask questions about. You might also find it helpful to outline the enrollment conversation, what points do you want to cover. You can take this lecture and create your own outline from it, just don't make it too rigid, you don't want to sound robotic. Make note of the key points we discuss here so you can incorporate them into your enrollment conversations. Practicing this conversation with friends can also help you to become more comfortable covering all the key points while maintaining a flow that sounds natural. All right, so now you're ready for your enrollment conversation. Take a deep breath and get centered. Some people like to meditate, do a visualization, or say a prayer before these sessions just to set the tone. Whatever you want to do is up to you, but incorporating this energetic aspect pre-call can be really helpful both in terms of setting the tone and helping you to feel ready for the conversation. When you call your prospect, make sure to start with a simple question. "Is this still an okay time for you?" This allows them to reschedule if they're not in the right headspace for the conversation. Maybe they just got some stressful news that they're trying to process or if their environment is too distracting, maybe they're outside on the sidewalk or their kids are yelling in the background. Similar to your pre-call ritual to energetically prepare for the call, you want to make sure that your prospective client is in a good space for having the conversation. If it is good timing, take a moment to share with them what they can expect during the call. Make sure to appreciate and acknowledge them for making the time. They're taking a bold leap by looking for support in reaching their goals. Your intro might sound something like this. "Hey, Sharon, I'm so glad you made time for this call. I'm excited to hear more about your health and wellness goals. This conversation is really about seeing if we're a good fit for working together. I'll be asking you some questions about your Health History, and we'll just have a conversation. At the end of the call, if we're both feeling like this is a good fit, I'll make a suggestion about how we might work together. Does that sound okay to you?" Having that dialogue at the beginning of the conversation takes the pressure off because now the call isn't about selling them, it's about learning more about them and seeing if you'd be a good fit for working together. What a much easier conversation to have, right? One of the other things this does is it sets a context for the call. This is a conversation, not a coaching session. Now it's time to get into the meat of the call. This part is really easy for you. You want to let them do about 80% of the talking, and you want to just sit back, listen, and strategically ask questions. An important thing to know is that this conversation isn't about fixing all their problems, right? It is not a coaching session, and you're just getting to know them. The more you learn about them, the better you'll be able to support them down the road. Throughout the call, reflect back to them on what they're saying so they know you're listening. This ensures you understand what they said. For example, "What I hear you saying is that you've tried a lot of different diets to lose weight, and that you're frustrated that nothing seems to be working, and you're really eager to find something that will. Is that right?" This validates them and helps them to feel heard and understood. As you get closer to the end of the call, if you feel like you can support them with their goals, it's time to start your close. Remember that people buy experiences. This person has just spent time with you, being loved, supported, heard, understood, and accepted, and that is rare these days. It's likely that by the time you close the call, they're already feeling really good about your time together and interested in learning more about how they can continue working with you. Start your close by repeating back to them what you've heard them saying. Paint a picture of what their life is currently like and where they want to be. Help them to recognize that there's a gap between the two and that you can help them to bridge that gap. For example, "Sharon, I've heard you share that your weight has been impacting your quality of life, specifically your ability to play with your kids. You'd like to get healthy and get in shape so you can run around with your kids and feel more confident and comfortable in your own skin. You're already making great progress by looking at your diet and by signing up for a membership at your local gym. Those are great first steps." Then you want to ask them, "On a scale of 1 to 10, how important is it for you to get this issue resolved?" This reinforces for them that they need support in taking the next steps to reach their goal. It will also be useful if they have any objections to working together, which we'll cover in the next lecture. In closing, you want to ask your prospect about their experience during the call. Has this call been helpful for you? What have been your biggest takeaways? Let them acknowledge the value of your time together and the realizations they had as a result of speaking with you. Assuming the conversation has gone well and you both think you're a good fit for working together, ask "Are you open to hearing about the possibilities for working together?" It's really important here to not jump right into telling them about your coaching programs. First, get their consent that they are interested. By giving you permission, they'll be more open to opportunities you're sharing with them. Once they've indicated that they're interested in learning more, make a suggestion for a program you think will work for them. Maybe it's your private coaching program or if you offer group coaching, maybe you think that would be a better fit for them. Now you know what's next, right? This is when you talk about your program investment. Here's what I want you to do when the time comes. State the investment for your services and then be quiet. So the investment for the 6-Month Coaching Program is $195 a month. If you pay in full, you'll get a discount, bringing it to $1,000. Now this is the time to be silent. Many people start talking afterwards as a way to justify their price. If you're at this point in a conversation, they're probably already aware of the value you're offering. So let them think about it. This is when objections will likely arise. In the next module, we'll go into detail about how to overcome the most common objections. So once you've gone over the payment and you've covered any objections, let them know what their next steps are, what can they expect. For example, maybe you'll send a link to their first payment and a welcome packet with information about sessions, their program agreement, and other important documents. This will help them know what to be on the lookout for. After the call, you'll want to follow up with your new client. I like to have these emails prepared before the conversation. This way, you can send it immediately after the call is over. It also sets a positive intention for the call as you're expecting them to enroll in your coaching program. Your follow-up email should include the following, positive affirmation about their enrollment in your coaching program. Most people are hesitant after making the decision to purchase something. Let them know that they're making a great choice and you're excited to work with them. Include their program agreement. Make sure to include a program agreement for them in your follow-up. You might send this as an email attachment for them to download, sign, and return or you might send it through an esignature service such as EchoSign. A program questionnaire. This part is optional, but recommended. The program questionnaire should ask about their goals and where they're at now. It's what you'll reference back to in order to track their progress as you work together. Session information. Whether they should book their sessions using your online calendar where you determine the days and times you'll meet during your Health History, include this information in your follow-up email to them. Payment information. In your follow-up email, send the link for them to pay for your services. All right, so to recap, we talked about what to do before your enrollment conversations, including preparing the space and reading over their Health History form. We covered how to open your session and how to coach prospective clients through the Health History. And finally, we discussed how to close the potential client and follow up with them after they enroll in your 6-Month Coaching Program. Which of these practices are you currently doing? Which are new to you? And what ideas will you add into your enrollment conversations moving forward? Share your thoughts in the Facebook group, and I'll see you in there.

Video Details

Duration: 8 minutes and 50 seconds
Country: United States
Language: English
License: Dotsub - Standard License
Genre: None
Views: 6
Posted by: integrativenutrition on Mar 4, 2019

Master Enrolling Conversations-NEW

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