Now more than ever, coaches are looking for simple, effective and low cost ways to generate leads and sign up more clients.
1. Always Qualify Your Prospect
When time is tight, it’s important to make sure that your efforts are going to achieve results. When it comes to qualifying prospects the faster you can determine if you’ve got a potential client the better. Ask questions prior to you complimentary consultation to determine what they want and how important it is for them to achieve it.
2. Gain Trust
While, price and benefits are obvious buying factors, the less obvious ones are intuition, impressions, and rapport. It’s important to keep in mind that prospects are just as apt to buy for emotional reasons as for practical ones, so do your best to show them that you’re sincere, honest and that you have their best interests in mind. Never make a promise to a new prospect and then break it. For instance; if you tell them you will call them at 3pm, make sure you call right then.
3. Define Your Unique Position
Your coaching provides your clients with specific benefits. Do your best to make sure that they are clearly understood in plain language and specific. Make sure you express to them what makes your program stand out and why they should choose you over someone else.
4. Always Listen to Your Prospect
When it comes to selling most people are guilty of overselling, and miss out on closing the sale. It’s important to listen to your prospect as they answer questions, be aware of their tone and pay close attention to their body language. If you take the time to listen to your prospective client you can uncover their problem, provide them with a solution and close the sale.
5. Make Your Consultation Sparkle
Never take your complementary consultations granted. Before meeting with a potential client make sure you review your script or outline (you do have one, done you?) and your coaching programs pricing and packaging details. After all you’ve likely spent a lot of money and time perfecting your coaching skills, so why not take the time to develop a polished and effective consultation so you can use those skills.
Hope these tips are helpful! If you have any client enrollment questions post them here on our blog.