How many times have you gotten on a discovery call with a potential coaching client and had a great call, but they didn’t decide to work with you? Is it dozens of times or even worse hundreds?
Well, this will end now.
Following the Million Dollar Close, my coaching clients are enrolling as many as 4 out of every 5 clients from their discovery calls into high ticket sales.
Generally, it is beneficial to be prepared for the initial discovery call, especially if it is an exploratory session or consultation to determine if you are a good fit for a potential client.
The following guidelines and questions will assist you in identifying the needs of the client and help you move forward
You must create rapport and agree on why you are there
Start by thanking them for taking the time and investing in themselves. Share with them how the discovery call is going to go so you both are on the same page and have the same expectations. Avoid allowing them to go into their story without setting the boundaries.
What is the problem, the pain associated with it and what is it costing them?
Clients desire to immediately focus on their objectives. Unbeknownst to them is that to achieve these objectives, obstacles must be eliminated. This can include things that they are merely tolerating, typically because they are of low importance or appear essential to achieving their objectives. It is difficult to reach the summit of a mountain if your backpack weighs 300 pounds.
Get specific and discuss how it is affecting the 4 F’s: Family, Faith, Finances, and Fun
Close the gap…What do they ultimately desire?
Ask customers what they desire most if they could have their ideal world. Sometimes this is a singular goal, such as quitting smoking or increasing sales at work. What would have the greatest impact? What would bring them joy? Have them select a few independent goals (results that do not depend on the success of the other) that you will work towards together. Let them also dream as big as they desire. Then ask them what that would mean to them when they acquire these goals? If you did it properly, 90% of the time the answer will be priceless.
What Changes Do You Need to Make?
There is always something holding clients back during a discover call. These may be things they tolerate or undesirable behaviors. Perhaps they should part ways with a friend who saps their energy and creates drama. Possibly, they should quit their job. It is beneficial to say these things aloud.
Come to a Decision To Get Started?
Now that you have identified the problem, what it is costing them, what they ultimately want and desire they are ready to move forward. Now is the time to share how your solution will give them all they want and need. Make sure you play back their words and deliver them what they are looking for.
Make Your Offer
It’s important to spend 90% of the time on the destination and only 10% on the transportation. Spend more time sharing “WIIFM – What’s In It For Me?” than how you deliver the program. Create an irresistible offer so they say “YES” now!
When you do the work up front getting started is just a logical conclusion.
Looking to learn how to onboard new clients effortlessly? Contact us if you require assistance. We help coaches build multiple 6 & 7 figure businesses. If you are looking to grow your coaching practice let us help you now.