Hey, welcome back to the Six Figure Mastermind. Marianne here with you today.
We're going to talk about how to build a six-figure coaching business and maybe
one of the toughest conversations, the sales conversation. May be the toughest
but you've got a master it. Stay tuned to see how it's done.
The sales conversation can feel like one of the most uncomfortable situations in
all of your six-figure business building, right? And for some reason that we've got
this mindset that's all kind of jacked up and says, "Oh, if I ask for money for
some reason that makes me a bad person." Well, I'm here to tell you that's simply
not true. And I'm here to tell you how to make it comfortable to do so. So that
you're selecting conversation is more like your customer, "Please take my money
I want to work with you." Rather than this pushy salesee. I am so desperate for a
client, okay? The first thing you need to do with your client is build rapport. Now,
what is rapport building look like and how do you make it seem genuine? And
here's the thing. Rapport building is really getting to know your client.
You've done your job by finding your ideal client hopefully to this point. You
want to know everything that is important to your client. And let me tell
you something. The number one thing that's most important to any person on
this planet is them. So, you want to have your client talk about themselves. Ask
them about their circumstances in life. Ask them what they'd have needs for.
Maybe, let's take an example here. Let's say that you have a client that wants to
start a coaching business, okay? You're going to ask your client, "So, tell me about
how far you have come in your coaching business so far? Tell me about how you're
doing with your family and are they supportive of that? Tell me about what
your biggest struggle has been in starting to build your coaching business?"
You want your client to kind of share their information, say what's important
to them. So, for two reasons. One, so your client feels heard and two, so you
actually know how to help your client best. So, start building that rapport with
your clients. The natural segue from building that rapport is finding the
need. Finding... And some people call it finding the pain, okay? Where is the need
in their coaching business? Where are they struggling the most? You know, I
asked one of those questions a minute ago. If you could change anything about
your coaching business, what would it be? Or if you can wave a magic wand and get
where you wanted to be in your business, what would that look like for you? And
here's the all-important question: Why haven't you gotten it yet? You see, as a
mentor and as a salesperson, you need to be willing to ask the questions that no
one else is even comfortable thinking about much less asking.
Because if you are, your client is going to get value from that. And where they
get value? They're going to give value in return. So, be willing to ask the tough
questions. Once you find the need, you're going to
evaluate the need. An emphasis on value. When I say evaluate the need. You're
going to see you know, kind of where the pain is. And see how long they've been
dealing with this and what the cost of that has been. Both in dollars and
emotional and overall well-being. So, if they have this need, let's say they
haven't started their their public speaking business because they're too
afraid to get in front of people. I'm going to ask him, "How long have you been
dealing with that?' And they'll say, "Maybe three or four years. Something like that."
And then I'm going to say, "Okay, I'm going to ask you this question: In dollars,
what has that cost you to hide behind that fear?' And they're going to hem and haw
for a little bit and not be able to really articulate. And then I'm going to say,
"No, no. In dollars, what does it cost you to have this fear?" Their brain will come
up with an answer when their brain is cornered. And they're going to give you an
answer and how much it's cost them. Then I'm going to like press harder and say, "Okay,
what does it cost you emotionally to not have this done? What does it cost you as
far as the happiness in your life goes to not have this done?" I'm going to
evaluate the needs, see how much value there is, in them having this need. That
helps them get clear on what exactly this was costing and it helps me get
clear on where they're at. After you evaluate the need, you need to introduce
what you can do to help them. You're like a doctor. You're giving them a checkup.
Kind of you're putting your finger on the pulse of their business. And now it's
time for you to make a recommendation. Make a prescription as it were. You could
say, "Based on what you've shared with me, based on what your business needs, I have
a couple of ideas for you based on what I can do. I have a program called XYZ.
This program cost this amount of money. What this program is going to do for you
is get you the results. And here's something I want you to write down." You
are never selling a solutions. I know I've told you this before that you're a
solutions before I provider, but what I'm really saying is this. Clients don't want
solutions. They want have results. They want something trackable, measurable. Something
that they can say, "I invested this. I got this back. And my ROI
is incredible." So, when you're pitching something, you identify the cost of it.
You're going to share with them the results they're going to get from it. And
then you're going to share the benefits and features. How often you meet, when you
meet, what they can expect, how many emails they can expect and so on. And
then, you're going to ask for the transaction. You need to figure out if
it's a yes for them. After you've evaluated the need, after you price your
product, after you've named the product that's a good friend. And giving them
your recommendation then you go in for the close. You need to ask them, "What
does this feel like for you? Does that feel like something that would be
beneficial for your business?" And either they're going to say, "Yes, right away. Let's
do it." Or they're going to say, "Yes but..." And guess what the but is? It's always going to
be a question of money. Well, nine times out of ten it'll be a question money.
Sometimes it's just, "I love it, I'm ready for it, I want to give you my credit card,
I'm just going to check with my spouse." And I'm going to say, "Great, when can you check
with your spouse? I'll follow up with you as soon as that's done." After you get the
yes from your client, after you get yes I want to work with you, then it's time to
actually have the transaction. Actually put their credit card through your
point-of-sale system. And exchange the money. Collects the money. And it's so
simple. All you need to do is this, "Great, I'm so excited to have you join this
course. I know that the benefits and features. (Whatever you've outlined) will
be so substantial for you. I take credit cash or cheque. Which would work for you?
And of course, if you don't take cheque then don't say you take cheque. Then it's
time to collect the money, put it through the point of sale. And if you want like a
piece of advice from one sales professional to another, never, never,
never, never say, "I'll talk with you later." That's poison. You've just lost your sale.
Or I'll get back for you. Or even worse, I'll wait to hear back from you. Then you
put the ball in their court which is showing up as a mentor, you don't leave
the ball in their Court. You are the mentor, you're the one that
should be in charge of this conversation. You never put the ball in their court if
you really want to close a sale. After you close a sale, you may think you're
done. But you're not. You have something called follow-up. And follow-up is the
clients next steps. After you've closed the sale, if your knees just hang up the
phone and call it good, everyone we left feeling high and dry. The follow-up is
this, "Oh my gosh, I'm so excited that you just joined
this program. I can't wait to get started with you. In your email box, you're going to
find an email with all of your coursework and information. After you
sign that in, you're going to go onto this Facebook community and join our
Facebook group where you're going to find weekly training from our live sales
professionals." You see what they did there? How followed up and they you know
what to expect, when to expect it and where to find it. That's so important. You
want to leave them feeling on a high that they're going to be taken care of. In
the end of sales conversation is really easy. Remember to follow all those
specific steps. And in fact, if you want to have my 10 step sales guides, check
out the link in the description below. Hey, thanks for tuning in today. Make sure
to hit the subscribe button. Leave me a comment below if this information was
helpful for you. And if you want to have an opportunity to work one-on-one with
me, I want to help you with your coaching business if you're feeling that fire, if
you're feeling that passion. So, check out that link in the description below. Fill
out that form and so that you and I can get connected and we can help you take
your business to the next level.