It's SO exhausting! Struggling and burnt out because you're on that unrelenting mission to find yet another client. You'll do pretty much anything to keep the cash-flow coming in, but it can feel like you're running uphill in stilettos on a never ending treadmill. (Aghhh, it's sooo NOT client attractive!)
Searching for clients can sometimes feel like that elusive hunt for the perfect date night dress. There are dresses everywhere, but finding one that will be the right fit can feel like a near impossible task. You spend days scouring the shops, sifting tirelessly through the racks, but still no joy. Yet another day goes by and once again you head home empty handed.
I see the same thing going on for female coaches. Women who are showing up and putting themselves out there. But no matter how many people they meet or how many conversations they have, nobody seems to be the perfect fit.
Can you relate?
I remember it well myself. I'd often show up at events, chat with people who seemed interested, but when it came down to the crunch I had no idea what to actually say or do in order to have them become a real life paying client.
I remember feeling unbelievably frustrated. Something was missing. However you don't know what you don't know...and if you don't know what's missing you can't do anything to change it. (Frustration central!)
So I'm gonna let you in a little secret here...
It all boils down to the enrolling/sales conversation. One of the fastest most direct routes to increased clients and cash-flow is to get into conversation with as many people as possible.
You then need a strategy (or system) for bringing them further into you world, so that they effortlessly and seamlessly glide into becoming a brand-spanking new client. (Cha-ching!)
Here are six sizzling steps to help you ramp up your success rate and have you enrolling new clients any time you need them.
:: Adopt an empowering mindset for sales
Okay, so when was the last time that you heard of that super cool new business strategy called "wish" and "hope?"
You know the one...it's the strategy that most struggling female coaches are relying upon to completely transform the state of their business!
Seriously though, I may be taking the piss a little here, but if you don't know what it takes to enrol a new client don't do the same thing and expect a different outcome.
Waiting, wishing, hoping and praying are NOT a strategy for business success!
You can't sit tight and expect a new client to fall from the sky. That's such a passive way of running your business.
If you don't have ALL the moolah you desire DO something about it. Don't leave it to the client to decide whether now is the right time to change their situation.
What you need is a strategy that ensures that you're getting the results you're looking for, whilst also highlighting the results and outcomes a client can expect to achieve by working with you.
Be in a position where you DEMONSTRATE and PROVE desire, so that working with you feels like an easy "Yes" for those that you're meant to serve.
:: Know what to say during the enrolling conversation
How many times have you been in the middle of an enrolling conversation only to find that you've put your foot in your mouth?
Perhaps you feel pushy or salesy and cringe every time you get to the 'money talk?'
Maybe you unconsciously self-sabotage because that goading voice of self-doubt creeps in saying, "Who are YOU? Why would this person want to work with YOU?"
Whatever your situation it's vitally important that you have a process for your enrolling conversations. Once again, you can't rely upon wish and hope.
Instead come from a place of service. Help your clients get into reality about their situation. Be the mirror. Help them identify the gap between where they are and where they want to be. Demonstrate how you can be the bridge between the two.
When you roll out your conversation in this way you'll never have to sell again. There won't be any push, you'll just be providing a space for them to realise that NOW is the time for them to take action.
I teach all of my clients a very structured but naturally flowing and authentic way of having the enrolling conversation. It tickles me pink when these same clients come back to me, even those that were totally resistant to sales, with stories of how their clients asked THEM, "So, how can I work with you?"
Business gets WAY easier when you know you have a fail safe process that's doing the work for you and can reliably transform one in every four or five conversations into a eager paying client.
See, it really is easy when you know how. No more wishing. No more hoping! (Wink, wink)
:: Be prepared to respectfully handle objections
Objections, objections, objections! Oh how I love 'em!
However, for most people the first sign of an objection makes them want to run for the hills.
If that's you don't worry.
Let's reframe things a little. An objection doesn't necessarily mean "No." It usually means that a potential client still has questions or is unclear about an element of what you've said.
In fact, those that object can often be the very people who become your most lasting and loyal clients, raving fans one might even say!
However, how you decide to handle the objection conversation can be the difference between make or break. In the moment of objection you can be someone who's run of the mill, or someone that stands out in the crowd as being a super HOT person to work with.
That means that it's YOUR job to go deeper. In order to have a potential client buy from you you'll need to be well prepared with a reply to the majority of common concerns and questions a client may have.
So what will YOU say when a potential client says, "It's not the right time" or "I don't have the money right now?"
:: Strategy for generating enrolling conversations
You may be a master at enrolling with soul. However, that will be no use at all if you don't have the ability to muster up a regular flow of enrolling conversations.
Conversations = cash-flow baby!
Bare in mind that not everyone will become a client right away. In fact with the system I teach you can expect one in three conversations to convert into a paying client, which is still a pretty high conversation rate.
This means that you will need a powerful marketing system in place for generating a consistent flow of new leads for your business.
Of course, there are many ways to do this and which strategies you use will very much depend upon your personal preference, style, and the ethos of your business.
However some of the fastest ways to generate an immediate glut of enrolling conversations is via email, social media, speaking, virtual events and live streams, and by reaching out to those that have worked with you before.
:: A process for pre-qualifying potential clients
How many times have you had an enrolling conversation, spent almost an hour on the phone, only to hear, "It sounds great, but it's not the right time!"
Agh, it's SO frustrating!
Your time is valuable. You don't want to waste it investing in someone that will NEVER become a client. This is why it's important to have a pre-qualification process in place that weeds out those that are window shopping, looking for free advice, and never intend to invest in themselves by working with you.
Instead implement an application system that allows you to vet whether someone is a good fit BEFORE you invest your time with them. It will also help you get an insight into their situation and enable you to serve them more powerfully during the enrolling conversation if they are a good fit.
By doing this; half the work is done. When you walk a potential client through a step-by-step pre-qualification process you can feel comfortable knowing that they are close to saying "Yes" by the time they even get to speak with you. Cha-ching!
:: Plan for generating a continuous flow of enrolling conversations
One of the things that I always say to my clients is, "Start with the end in mind." Most women in business go wrong by shooting in the dark without a plan, when really they should begin with the end result in mind and reverse engineer things.
The key to business success is to make a plan that will bring you the financial results you're looking for. So for example, if you want to generate £10k this month you first need to be clear on the offer that will generate that income in the shortest time possible.
So lets say that you're planning on delivering a program at £3,000. That means that you only need four clients in order to meet that monthly bold money goal.
So, how many enrolling conversations will you need to generate £10k this month?
Well, based upon the conversion rate that we used earlier, one in three conversations will convert into a paying client. That means that you will need to generate 12 enrolling conversations over a 30-day period.
This just leaves you to pick the marketing strategy that will generate the most enrolling conversations in the shortest time possible.... and hey presto, there you have it. £10k in 30-days. Simples!
So tell me...Where are the gaps in your enrolling process? Which of these steps are you going to implement today? What have you found works well for you? Where are you most stuck with this?
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