This episode is a mindset shift and hack for that moment when your coaching prospect starts to question or object as you are trying to enroll them.
There you are in a Discovery Call to enroll a new coaching client into your Signature Program. You are connecting, enjoying each other, engaging with curiosity. You’ve learned some things about them and they have about you too because of the way you are showing up.
Then, the moment comes for you to invite them to enroll. Suddenly your energy, your pace, and maybe even your tone of voice, shifts. You go shaky inside. Imposter Syndrome jumps in. Fear takes over.
And, you’ve stopped using coaching skills in the conversation.
- Now you’re performing when before you were connecting.
- Now you feel attached to outcome when before you were present and detached.
- Now it feels like it’s all about you when before it was all about them.
But in fact, nothing had to change.
The conversation is still about them even if you are sharing the details of your program and inviting them to enroll. And, you still have all those powerful skills at the ready – messaging, reframing, asking powerful questions, listening, intuiting, using perspective to help the person see things a new way.
It helps to remember that marketing, enrolling and selling are ALL in service to your prospective clients. You do those things as part of your service because without those things your coaching clients won’t get the value of your support.
The Big Scary Objection Questions
That’s the secret to enrolling … use all the same skills that you do for coaching. Move into your invitation seamlessly. Connect rather than perform. Stay detached. Listen closely even if they ask you “big scary” questions like these …
- What makes you qualified to do this?
- How do I know you can help me?
- Do you have references?
- Are you certified?
- What results have your other clients had?
- What experience do you have in helping people like me?
- Why do you charge so much?
- How will I afford this?
By the way episode #162 is all about handling the price objections so check that out at prosperouscoach.com/162
And if you need help acing enrollment, it’s one my superpowers so grab a Strategy Session with me.
Now breathe. Resist your ego’s impulse to make this about you. It’s about them. These are their fears. The best thing you can do is stay present and use your coaching skills.
To help you get back to center BELIEVE that they will make the decision that’s best for them even if that is ‘no’. Trust in them to do the right thing. That takes pressure off of you and you can let go of the need to prove yourself or convince them to hire you. That won’t work anyway.
When you hear what seems like an “objection” reframe it in your mind so that it’s not about you, because it isn’t. Stand in their shoes and use compassion to understand what’s really being asked.
What’s really at stake for your coaching prospect here?
Here’s the thing: they wouldn’t ask any of these questions if they weren’t already truly interested in your offer. Something wonderful has happened during your time with them that has caused them to hope again. They’ve reconnected with their dreams and, because something big is at stake if they pursue those dreams, their stuff is in their face big time!
They are wondering…
- Could this be a solution for me?
- Could I get where I want to go with the help of this person?
- Can I truly invest in myself and my future? Am I worth it?
Once you’ve put your ego in the corner with a lollypop, you’ll be able to be fully present again. And, you will realize that this isn’t about getting another client or getting rejected. This is about fit. And, believe me, you want to enroll clients who are the right fit – you for them and them for you.
Bonus Tip About Enrolling Coaching Clients
Take that list of objection questions and any others you can think of that a potential client might ask you, and write up a simple and authentic answer for each one.
Create an experiential type of response. It could be a powerful question you ask them back. Invite them to tell a story. Or, be ready with a brief story you can tell them that relates.
Bottom line: be a super coach when you are enrolling. You cannot lose. Because even if your potential client doesn’t hire you now, because you stayed in your authentic self and your integrity, the floodgates of prosperity are full open!