Do you ever wish that you could approach your clients
like The Godfather?
"I'm gonna make him an offer he can't refuse."
Then today is your lucky day!
Hi, this is Ajit Nawalkha
and today I'm gonna show you
how to make irresistible offers
to your clients that they can't refuse.
Most coaches believe that they can't enroll clients
because of lack of sales skills.
Others blame it on fear of rejection
or their introvert personality.
I am not here to say that these are lies.
All of us have different challenges in our lives
and we have to find our ways to overcome that,
but to believe that that's why you're not enrolling clients
or that's the reason why you don't get the yes'es
that you long for, would be untrue.
Getting a yes doesn't rely so much on the moment
when you make your offer,
it relies a lot more on what happened
before you even got to the point
of that enrollment conversation.
Let me show you
a three-step framework that would help.
While at it, I invite you to write down
any of the ideas that you haven't tried yet,
so you can come back to it later.
The first step is to define who do you serve.
I gotta be honest with you here.
This is the most obvious step and yet
most coaches tend to skip it.
The dreaded "who do I serve?!"
"Why God? Why are you doing this to us?"
You can't expect to get a yes from someone
who's not ready
or who needs something you don't even offer.
You know what's worse?
To get a wrong yes
and then not be able to create the results
that your clients expected you to deliver.
The main challenge coaches face is
they want to serve everybody.
You're probably familiar with this famous line from Forrest Gump.
"My momma always said
life is like a box of chocolates.
You never know what you're gonna get."
And it's true, but not when it comes to coaching clients.
You have to understand
you can't help everyone
and not everyone wants your help.
If you know what you're gonna get,
you are more likely to create transformation for your client.
So be selfish in deciding who you serve.
A great tool you can use is a quick daydreaming exercise.
Close your eyes for a moment
and imagine the person that you want to serve
sitting right across you.
Someone you are really excited about,
someone you know you can help.
Is this person a man or a woman?
What type of work do they do?
How do they show up in the world?
What are their frustrations?
What are their desires?
Why do they do what they do?
What keeps them up in the night?
What is it that you can help them with?
Now open your eyes and write down
whatever came to you while doing that exercise.
I invite you to take a few minutes off
and do this exercise again
while you have the time to really imagine
and go deep to really understand
who is it that you would like to serve.
The more detail you get about this person,
the easier it is for you to have enrollment conversations.
Once you know who you want to work with,
it's easy to approach them.
A lot of people think it's hard to find clients
but if you just scroll through your phone,
through your Facebook,
your social media accounts,
you'll start to see that your clients are everywhere.
So stop stressing about finding clients,
start focusing on finding the right clients.
After all, you didn't do this work of
finding who you serve and then go out
and try to enroll everybody that comes through the way.
Instead, think about the people that you already know
that fit into this description
of this ideal person that you want to serve.
Make a list of 50 people
that you'd like to have a conversation with
and connect with them.
Another great way of approaching prospects is
to attend events and workshops
where your clients are likely to show up
or hosting your own meetup
around a topic they might be curious about
and then take it from there.
Finally, you have the right people
in the right place.
It's time to seal the deal.
Step three is about enrolling.
I wish I could give you a magic spell
or a magic wand, something like this...
"Show me the money!"
Unfortunately, that doesn't work in the real world.
Or does it?
But there is a hack to this process.
First, you have to build rapport.
People need to trust you
before they can work with you.
They need to know that you are the right person
that they need to work with
to experience the transformation they seek.
So when you're approaching prospects,
build a connection.
Be curious.
Be vulnerable.
Share stories with them that they can connect with.
The second hack is your mindset.
Remember this...
sales is all about mindset.
Sales is not sleazy,
sales is simply a process of taking a person
from the place they are to the place they want to go,
and really know that you're the right person
to partner with in that journey.
Selling is about getting people to take action,
to move towards their transformation,
to move towards results.
So whenever it's a time to have an enrollment conversation,
get past your fear and start to operate
from a place of service of being able to help
the person that you're having a conversation with.
Now you've got the right people,
you've got the right place,
you've built rapport,
and you've made the offer.
You have played all the cards right
and it's very likely that you will end up
with some good news,
but I need to be honest with you.
Even if you did everything right,
you might end up with it a 'no.'
And it is completely normal.
I'd be lying to you if I told you that I've never gotten a no.
I've got hundreds of no's
and that's absolutely okay.
Getting a no simply means that
the prospect is not ready
to take this journey of transformation with you.
They are actually doing you a favor.
So there you go!
Find,
approach,
enroll,
repeat.
If you hit a snag off the no,
just keep going.
Not that hard, is it?
Now it's your time to try it.
Leave a comment with your highlight from this video,
tag a friend that can use this training
in their coaching training business.
Go ahead and smash that subscribe button
so you can get the latest updated videos
that we release every single week.
Thank you for watching
and have a phenomenal day.