Recently, I posted 10 powerful questions for enrolling clients and it sparked excitement from some coaches that haven’t found sample coaching sessions effective and concerns from others about the potential for manipulating prospects with the questions. Thanks for the great discussion!
Successful client enrollment is part competence with an enrollment process and part mastery of mindset. I explain in my previous post why, after more than a decade of coaching, I prefer the process of enrollment questions over giving a sample session.
Are enrollment questions manipulative? No, not in themselves. But if the coach asking those questions is attached to the outcome of getting a client the questions could feel manipulative to the prospect. The coach’s attachment to outcome is the potentially troublesome factor.
Attachment starts with fear and pressure:
- Fear about being good enough and pressure to prove it.
- Fear about asking for money and pressure to earn.
- Fear of failure and pressure to succeed.
For better results enrolling clients, focus on releasing any self imposed pressure and try these 3 mindset shifts:
Mindset Mastery for Better Enrollment
1. Engage Trust
Earning the trust of a potential new client, begins with trust.
- Trust that you are enough. Own your intrinsic value and believe in your prospect’s intrinsic value too.
- Trust that prospects know what’s best for them. You can never know the path of another person so don’t assume that working with you right now is best for them.
- Trust that the most ideal clients for you will hire you. Plant a lot of seeds. Tend the garden well. Allow for natural selection.
- Trust that your clients benefit by paying fees that pay you well. No one is helped by you playing small or “discounting” your value. Set fees that pay you well and stick to them.
- Trust that “no” or “not now” is not about you or the way it will always be. Fit is crucial and that includes the right timing.
How can you develop trust?
“The best way to find out if you can trust somebody is to trust them.” Ernest Hemingway
In this case, you and your prospective clients are that somebody. Watch for moments of self-doubt and attachment and then positively reframe your thinking.
2. Act in Service
Here’s a flip in thinking that strips out unconscious manipulative intent. Market and enroll from a place of service. Imagine what it would be like if you invited friends to a party but weren’t attached to who showed up. Fear and pressure drop out. When you market and set up enrollment conversations extend your invitation without expectation or the need for reciprocity.
When you connect with potential clients bless them and be blessed by any result. If they don’t hire you, reap the other gifts from your effort. You’ve served a fellow human being to the best of your ability in good faith. That positive energy is circulating in the world. (That’s true prosperity.) They now know about you and may come back at a better time or refer someone to you. And you practiced enrollment with detachment.
Keep setting up enrollment opportunities. Your next client is just a few conversations away.
What do you think about this? CLICK HERE to chime in with your wins or challenges and questions. Let’s keep the discussion about ethical enrollment going.