Can you enroll coaching clients without pushing or convincing?
YES. And it’s far more effective than giving sample coaching sessions.
Instead, use a set of powerful questions that inspire your prospects to hire you.
I used to suck at enrolling coaching clients because I felt I had to perform.
When I shifted my approach, my enrollment success rate went from 50% or less to 100%.
More importantly, I can be myself and attract clients who are the best fit for me without anxiety.
In my 5-month VIP mentoring program, I role play this process with coaches.
For now, let’s walk through the 3 critical mindset shifts for easy enrolling.
And, grab my free downloadable 10 step enrollment process.
A coach emailed me about this saying:
“Thank you, Rhonda! I followed it closely. Felt calm and collected. No pressure, just curiosity.
Wish I had this earlier!”
You’re welcome, Kat. 😉
Find the Best Way to Do Everything in Your Coaching Business
You probably know this about me. I’m dedicated to the smoothest, easiest, least anxiety-ridden approach to do everything in a coaching business.
The 2nd most difficult thing for coaches is to become good at enrolling clients. Once you know how to attract your audience to Discovery Calls and have practiced this approach, you can always earn well as a coach.
It helps to know what to say and do to enroll ideal clients, who:
- Will love working with you
- Give you a great testimonial, and
- Refer other ideal clients.
That’s part of my FREE DOWNLOADABLE GUIDE 10 Steps to Enroll More Clients Fast!
It includes ways to ace the money conversation. Have you ever choked when it came time to tell a potential client your fees? You are not alone in that.
Discovery Calls don’t go as well when you only focus on how you work. Instead ask powerful questions and connect the dots from their answers to your program.
This guide also helps you to make 3 shifts:
- Shift from: Over-delivering and performing
- To: Having more effective enrollment conversations
- Shift from: Stumbling into your pitch at the end of the session
- To: Being transparent from the get go
- Shift from: Timidly asking for the sale
- To: Confidently owning your worth and believing in your program
It seems hard to do, but with practice mindset is something you can control.
#1 Empower Yourself and Your Potential Coaching Clients
In Discovery Calls, your goal is to EMPOWER your prospect while you DETACH from outcome.
Enjoy the human being on the call. When you put your focus there, the spotlight comes off of you and you relax.
Be sure that you’ve previously set fees that pay you well and then stand firm in them. Did you know I have several episodes about how to price? Get to them all at ProsperousCoach.com/money.
Have you set fees that pay you well?
If not, you’ve unwittingly set yourself up for short-term failure, which can delay long-term success.
Think about it this way …
If you make PRICE CONCESSIONS just to enroll a client, you DISEMPOWER yourself and your prospect.
Take that in. If your potential coaching client hires you because you discounted your fee for them, then your professional relationship begins out of balance and unhealthy.
Your client ends up becoming a burden because you are carrying them at your own expense. You’re likely to resent the relationship because you have worked for so little.
Have you ever felt that a client has become a burden?
It’s not a good feeling, right? And it’s counter to good coaching.
Smart pricing isn’t based on how experienced a coach you are. Base it on what you need to earn and the value of your time.
For your prospect to value your time, YOU need to value it highly first.
Trust that your IDEAL clients will afford your fees and don’t worry about those who won’t.
Look, everyone has money issue to work through. Now is the time to tackle those and get serious about your own success.
How can you coach others to their success if you aren’t willing to do things to ensure your own?
#2 Detach from Your Longing to Enroll This Coaching Client
Yes, you want a steady flow of clients. But being attached to any individual signing on, can be an energetic drag and deterrent.
Attachment stops flow.
If you feel attached to whether someone hires you or not, your expectation builds. And then, if you don’t reach that outcome, your disappointment becomes toxic. It will hold you back.
Set intentions to achieve your goals. During an enrollment call, if you feel they are a good fit, think to yourself: “For the highest good of all, I’d like this client to hire me.” Then, LET IT GO. Literally, open your hands and let go of attachment.
Allow any clingy, needy energy to dissipate.
Whether a potential client says ‘yes’ or ‘no’ neither diminishes nor elevates you.
Acknowledge what went well and aim for continuous improvement in your enrollment.
#3 Hold Back Coaching Whenever You’re Enrolling
It’s tempting, but do NOT coach or problem solve during Discovery Calls.
That confuses the purpose of the call, which is get to know each other and explore whether this partnership is right for you both. Only deliver coaching after they enroll and invest in your program. You are a professional now, not a student, so enroll as a professional would.
Sample coaching sessions, which are great for learning, aren’t a good enrollment practice because:
- They don’t uncover what prospects want that would inspire deeper investment for real value.
- They focus in on one bite size issue, leaving prospects feeling complete without the desire for more. Your Signature Program should have a longer arc and more outcomes you can help them achieve.
- Lastly, giving free sample sessions keeps you in the newbie frame of mind.
Email and let me know how it works for you. I think you’ll be amazed how easy and effective it is.