I’ve never known a coach who wouldn’t get value out of this episode even a few years in to their coaching business … or ten.
Just the idea of money is fraught with complicated beliefs stemming from our childhoods and even further back than that. Unhelpful beliefs about worth and earning and money are deeply rooted into our cultures and ancestry. So it’s not surprising that we all struggle with money mindset.
- Most have worthiness issues and that feels like imposter syndrome.
- Some people don’t think they should charge for coaching because it’s a helping service.
- And for some, money is distasteful — a dirty thing. No doubt many dirty things have been done in the pursuit of money since humans started walking Earth.
But money itself is just a tool. That’s an important shift right there. It’s a neutral tool that, at this point in human existence, most need to employ to live.
Focus on Shifting Your Money Fears
Hey Coaches,
If you want your coaching business to be your livelihood, you must face these old beliefs with a singular determination to shift them.
I’ve learned that mindset shifts are totally doable. They are a lot easier than we think. It’s a big part of how coaches help their clients achieve goals. The way you think about something will determine how well you’ll do. For your own integrity, you need to walk that talk and face down your unhelpful mindsets.
So I want to invite you to something … as you listen to this today, consider listening without distraction and aim to takeaway one specific thing that you’ll use to help you shift unhelpful money mindsets.
I’m about to give you 6 things you can say to a prospect during a Discovery Call once you’ve shared your price for your Signature Program if the price makes them hesitate to hire you. And by the way, if you’re charging enough, there probably is going to be some hesitance there.
Use a Proven Process to Enroll Coaching Clients
First, you need to use a proven process to enroll coaching clients. If you haven’t already, listen to Episode 19 called How to Enroll More Coaching Clients Without Being Salesy — my most popular episode so far. That may be because of my free download with my step-by-step script to use in your Discovery Call. Grab yours!
That’s the enrollment process that I use. It works so well especially if you are offering a Signature Program, which is a one-on-one long term, high-ticket program tailor made for your target audience. It’s far better than selling coaching packages. And it’s a part of what I teach VIP clients in my Signature Program.
Okay, so let’s say that you’ve already asked 5 of the powerful questions in that enrollment guide so you understand what exactly your clients want and are challenged by as it relates to your coaching niche.
You’ve told them about the major milestones you’re going to help them achieve in your Signature Program and how many sessions plus other features they get.
Now you’re at the moment to tell them your price for your Signature Program. Your goal is to seamlessly move into this part of the Discovery Call without a hitch.
Don’t alter the pace or sound of your voice. This really is the key. Practice this until it’s easy to do. If you’re nervous about your fees, your prospect will be too. Show them that you are confident in your value and they will feel it too.
Then say to your coaching prospect: “Are you ready to get started?” If objections about the price come up, stay light hearted. Don’t go into hard sell mode. You’ll know you have if you feel attached that they hire you and you’re trying to convince them.
6 Things to Say to Help Coaching Prospects See the Value of Hiring You
1. Don’t let yourself freak out inside just because someone is a bit shocked about your price. Stay present with them. Some people have never invested in themselves in a big way financially. Normalize this by saying something like: “It is a big investment and there’s a big objective that’s important to you right now.”
2. Ask them: “Have you ever invested in something to improve your life that was a financial stretch — such as coursework, a vacation, a therapist, a car or a house?” If they have, say: “Describe how it felt to you to make that investment in yourself?” You could follow up with: “How did it improve your life?” and “Was it worth it?”
3. If they have not invested financially in themselves, share your own story about a time you invested financially in yourself. It’s likely you invested in coach training school. Maybe you’ve hired a Business Mentor like me to hold your hand through the process of building your coaching business foundation so you can do it right the first time. Share how it helped you in the richest sense.
4. If they respond well your personal story, share what the costs would have been for you had you not made the investment you did. Then, ask them: “What do you think are the emotional, mental and possibly physical costs of keeping things in your life as they are now?”
5. If they are still on the fence and still willing to talk with you, say: “What inspired you to have this call with me today? “Was there a hope that something could change for you?” Often this connects them to what’s most important.
6. And if they still want to think about it ask: “What specifically would help you to make the best decision for you?”
By answering that last question it’s far more likely that they will choose consciously rather than walking away and not thinking about it. And their conscious choice is what you really want, right?
We want clients that are 100% invested, not just by paying the fees but also by emotionally investing in the process of bettering their lives with your help.
