Imagine this… you’re in a Discovery Call to enroll a new coaching client into your Signature Program.
You are connecting, engaging with curiosity, learning about each other.
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.
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 in the present moment.
- Now it feels like it’s all about you when before it was all about them.
And, what’s worse, you’re braced for difficult questions—the objections some prospective coaching clients raise before they consider hiring you.
How do you stop imposter syndrome and get back on track?
It’s time for a mindset shift.
Let’s dig into the questions and the key to responding with grace so you stop stressing over enrollment calls.
Shift Imposter Syndrome Before Enrolling Coaching Clients
If you haven’t already downloaded my cheat sheet for acing enrollment calls, go to ProsperousCoach.com/302 for Episode #302, which covers more tips about Discovery Calls has a quick way to download my enrollment guide called 10 Easy Steps to Enroll More Coaching Clients Fast.
I just received a sweet email from a coach who tried my approach. They said:
“Hey Rhonda, I just had to reach out to say thank you for this cheat sheet. I followed it closely on an enrollment call today and it was one of the best experiences for me! I felt so calm and collected, no pressure just curiosity. I made sure to practice what I needed to say around my signature framework and pricing. It was so smooth, I’m very grateful to you for sharing this wisdom.”
Thank you for letting me know it worked for you, Kat!
It’s natural and normal as a new coach to be nervous when you’re enrolling a new client—to stumble a bit and need to make incremental improvements.
There’s is a secret to shortening that learning curve so you can get past the awkward stage faster.
It starts by understanding that serving your clients begins from the moment they first come across you and continues through all the moments after that until you’re no longer working together.
Think about this. All these things are part of serving your coaching clients:
- Your visibility strategy, no matter what that includes.
- Any social post, lead magnet, email or web copy you write that a prospect comes across.
- The way you respond to a referral.
- The way you show up during networking
- Your enrollment opportunity.
- Your onboarding process.
Without all of those things there would be no clients.
Why is this helpful to realize?
It can lift you out of anxiety and put all you do for your coaching business into a positive perspective. It’s all service. You are comfortable being in service to others.
And it goes hand in hand with the other part of the secret…
You may think that all those parts of your service are about you, but they are really about the person you’re serving. Each individual who will EVER be your client.
The spotlight is always on them.
So, even in that moment in a Discovery Call when you share the benefits and price of your program, it’s still about them.
As a coach, you do what you do because you want to serve—to help people transform in positive ways. Everything you do is part of that service, even before they ever have a coaching session with you.
Market like you coach. Enroll like you coach.
Your goal is to help them get to the answer that is for their highest good from their perspective.
Whether that is ‘yes’ or ‘no’ is NOT about you.
7 Seemingly Scary Questions Coaches Face in Enrollment
So then, how can you respond to those seemingly big scary questions that might come up in a Discovery Call?
Realize the questions are not about you.
They are about the person you’re serving in this enrollment moment.
Here are 7 seemingly scary questions that may come up in a Discovery Call:
- What makes you qualified to do this?
- Are you certified?
- Do you have references?
- What results have your other clients had?
- What experience do you have in helping people who are like me?
- Why do you charge so much?
- Do you guarantee your results?
… Breathe. Resist your ego’s impulse to make this about you. These questions are about them.
These are their fears. These are the things they feel they have to know before they can even entertain the possibility of hiring you.
Stay present, serve them in this moment and use your coaching skills.
Coaching is always detached from outcome.
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.
Stand in their shoes and use compassion to understand what’s really being asked.
What’s really at stake for your coaching prospect in this moment?
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. They’ve reconnected with something important inside and their stuff is in their face big time!
They are wondering…
- Could this work for me?
- Could I get where I want to go with the help of this person?
- Can I truly invest in myself at this level? Am I worth it?
With that understanding and you holding the space open for them to make the right decision, you’ll be able to be fully present again.
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.
Prepare to Answer Their Questions
Take that list of 7 seemingly scary 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 get beneath their question. Or, be ready with a brief story you can tell them that relates.
Bottom line: SERVE when you are enrolling. If you enroll using coaching skills and integrity, you cannot lose. Because even if your potential client doesn’t hire you now, staying present in your authentic self without attachment is attraction energy. Good things will come to you.
By the way, Episode #309 is all about handling the price objections so check that out at ProsperousCoach.com/309.
Now, how will you prepare and show up in your next enrollment call?