I never worry about the enrollment moment in Discovery Calls. I’ve been having Discovery Calls nearly every week for the last 17 years. Experience does count.
Another reason I don’t worry is that I’ve learned to detach from outcome. It’s a critical mindset for anyone who is selling something — especially when you are selling YOU!
And the amazing thing is that taking the expectation and desperation for a ‘yes’ out of the enrollment moment actually relieves pressure for both you and your prospect.
They sense your ease and THAT is attractive in and of itself.
If enrollment calls are scary and uncomfortable for you, that’s understandable. Do the things you need to do to have as many Discovery Calls as you can. You will get better at it and naturally enroll more coaching clients.
Let’s talk about other ways that you can simply show up that will inspire your ideal clients to hire you.
I have a step-by-step Discovery Call process that works beautifully and allows you to show up with high integrity. I will share that with you in the next episode.
For now, let’s dive into 3 ways you can show up that help you enroll clients. This is less about doing and more about being.
Instead of Performing for Coaching Prospects, Connect
We live in a time where being real is valued. Not very long ago, stiff professionalism was revered. In blogs, presentations, speaking gigs, the style was to show up buttoned up and polished.
Can you imagine?
It’s not like that anymore. Most people in most circumstances prefer a more relaxed, accessible style.
So as a coach, whether you’re writing web copy, creating social posts or giving a presentation, the rule of the day is be yourself. Connect.
Don’t bother trying to be perfect. That’s doubly true for the enrollment moment whether that’s in a Discovery Call or at the pitch point in a webinar.
Honor Your Potential Coaching Client By Being Vulnerable
You know who really taught me how to enroll effectively? My clients. And also, the prospects who walked away.
Over the years I noticed something that perhaps should have been obvious … when prospects showed up enthusiastic, I wanted to work with them!
My favorite clients are authentically enthusiastic people. They are simultaneously enthusiastic and doubtful and a bit fearful. But it’s their enthusiasm for coaching and for building a successful coaching business that carries through and stands out over other emotions. And, all emotions are welcome.
And so, I learned from them that enthusiasm is irresistible!
And so is vulnerability.
Okay, you might be thinking … “But don’t you have to act professional with prospects and clients?”
Absolutely. But does being professional mean that you can’t be real? Revealing your human-ness will not deter ideal clients from hiring you. They will perceive your courage and authenticity, which are highly attractive qualities.
And I’m not talking about laying onto your prospects all of your problems or coming to them with neediness. I’m just talking about being a human being. It comes across energetically.
I encourage my clients to say to their first few coaching prospects: “I’d love to have you as one of my first clients.” That vulnerability will absolutely be appreciated. And it allows you be wherever you are in your stage of business rather than having to pretend you are somewhere else.
One of the things that listeners have told me repeatedly about my podcast is that they really appreciate that I share my mistakes and failures.
Many of my listeners hire me for a Nail Your Niche Strategy Session then go on to become a long-term VIP client so we can build every aspect of their coaching business foundation together.
One Prosperous Coach Podcast fan said:
“There is no doubt in my mind that you are probably the most genuine and candid person around, Rhonda. God bless you. I know that your work is top drawer — a true labor of love.”
When I get emails and reviews like this, I touch my heart to take it in. I bow to the person in gratitude. Clive, it’s a classy and vulnerable thing to share your feedback. Thank you.
My point in sharing Clive’s note with you is that being genuine in all of your connections and especially during your Discovery Call, will inspire your ideal clients to hire you.
Brene Brown said:
Vulnerability is not knowing victory or defeat,
it’s understanding the necessity of both;
it’s engaging. It’s being all in.
Think about it … being ALL IN is irresistible.
Your vulnerability, enthusiasm and transparency are infectious. You will be repaid in kind. And then, whatever happens — whether the person hires you or not — they will think of you as a real human being and carry away the fact that you honored them.
No More Smoke and Mirrors with Potential Coaching Clients
You never have to trick a person into hiring you.
You can apply transparency to emails, event announcements, the beginning of a webinar — however you’re going to enroll clients. You’ll feel better being real with people. And you’ll only attract coaching clients who truly want what you’re offering.
That frees you up energetically in your marketing.
So, to review … the irresistible things about you that will enroll coaching clients are when you show up …
- With real enthusiasm
- Being vulnerable and transparent
- And, connect not perform
Now, do everything you can to set up weekly Discovery Calls with people in your chosen audience and watch how your business and you thrive.