BB# 22: It's NOT about 'closing' sales. Do this instead....

Hey friend,

One of the biggest challenges online coaches face other than generating new enquiries is this:

‘Closing’ clients on a sales call.

My number one tip for ‘closing sales’: Don’t try to close!!

If you come across as needy or desperate it shows.

Don’t coach from a place of desperation, coach from a place of inspiration!

Treat it like a coaching session, just focus on delivering incredible value.

Think of it as enrolment. Like it’s their first session and they’re already working with you.

In 2015 I created a process for my sales team at the time. It was based on how I operated with my clients and allowed me to scale that company from me on the phones to having a 6 person sales team and a company doing 6 figures per month.

Here’s the essence of that entire process for you to follow in 6 simple steps:

1. It starts way before the call itself.

• Show yourself to people through your content.

• Run events and bring like minded people together.

• Lead the conversation. In person and online.

• Share how you work, share your philosophy.

• Demonstrate your results for people.

• Be open with your offer.

2. Set the scene.

• Be clear what is going to happen on the call and what happens at the end. “At the end we will be able to decide if this is a good fit”.

• Spend the first 5 minutes of your call on this step

• Just be a normal human being…

• Ask how their day is, what they’ve been up to etc.

• Find common ground somewhere and make it known

3. Ask questions to uncover pains + goals

• Spend 8-15 minutes on this step

• Ask questions to find out more about their current situation

• You need to understand the challenges they’re facing + what goals they have

• Note all of their answers down as you go along

• Summarise everything with them and get their agreement

4. Explore the options.

• Use your coaching skills to explore what has worked, what they’ve tried to date.

• Understand their views on why they are stuck.

• Begin to build the picture and the pathway.

• Let them lead.

5. Explain the solutions you see.

• From the information you’ve gathered you’ll be ready to give real clarity on how they can achieve their desired goals.

• If you want to work with them explain how your offer works.

• Tell them how your service can solve their problems

• Tailor each step of your solution to solve their problems

• Make sure you emphasise you can help them reach their goals ;)

6. Enroll them into your programme.

• Be clear on the first steps and how they proceed with your programme.

• Handle any objections there and then.

• Aim for a yes or no, not a maybe or “I’ll think…”

• Send all the enrolment details including payment links across.

• Arrange their first session and their onboarding

The key here is to keep adding massive value before, during and after.

This process has worked wonders for me and my sales teams as I’ve built multiple online coaching and consulting businesses.

Give it a go on your next call 😀 )

Listen if you are in a place where you feel like you’re taking one step forwards and 3 steps back.

And you feel like you should be much further along right now, then let me say this.

Stop trying to do it all yourself and get help.

If you want my full support and someone to create and build your own personal strategy along with the sales process above watch my video explaining how I work here, and when your ready DM me the work ‘INFO’ here.

You are literally one message away from getting away from the pain and frustration you’re feeling.

B. Xx

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