10 Easy Steps to - Coaching Business Information Programs...

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10 Easy Steps to Enroll More Clients Fast!

Have you ever choked when it came time to tell a potential new client about your program and your fees?

Do you find that after discovery sessions your prospects love you, but often say they can’t afford your services?

I’m about to walk you through a proven process to ace those “money conversations” in a way that will strike a deep resonant chord with your prospect, build a deep connection of trust so they are hungry for what you offer.

Imagine…. no longer having to convince people to buy your services; And no more wasting an hour giving away your best only to have people say “Thanks!” and never hear from them again.

There are three simple shifts I invite you to make right now that will transform how you get clients:

1. Shift from timidly asking for the sale to showing up with authority owning your true value.

2. Shift from over-delivering in a basic consult or sample session to using a fun and highly effective enrollment process.

3. Learn how to set your conversations up for success.

Own Your True Value and Authority

Fear that emerges when asking for fees that pay you well stems from learned beliefs about money

and self-worth that don’t serve you (or your clients). Those beliefs hold sway over how you value

your time and other actions you take.


To make a satisfying income as an entrepreneur, decide right now to “own” your gifts and show

up believing your services are highly valuable. Your ideal clients are just waiting for you to invite

them in.

You are enough as you are in this moment. Understand that connection is the key to more clients. Bring your personal power and your authentic vulnerable self to the conversation.

As a coach, you know this…mindset is the first avenue to success. How you think and feel about something largely predicts the outcome.

Take the Pressure Off

We are so good at pressuring ourselves; It’s as if every day we climb into a pressure cooker and turn up the heat. No wonder sometimes we sweat over even the smallest things. When you’re with a prospect, if you feel attached to the outcome, you’ve cranked that heat so high that there’s no way to breathe!

And then the “what if” tapes start playing:

“What if this client doesn’t hire me?

What if they think my fee is too high?

What if I can’t make a living at this?”

You’re not a roast, so climb out of that pressure cooker! Life is good; All is well; Bless your coaching

prospects and feel blessed, no matter what happens. That is prosperity thinking.

Trust that you will attract ideal clients; Trust that “not now” is not about you; Trust prospects to make the best decision for themselves.

When you manage your mind and stand fully in your power, prosperity flows and you will easily attract new and returning clients.

A person who does everything right but focuses on what they don’t want will not do as well as a person who has the right attitude and is willing to do what’s “good enough”.


Flip Your Money Mindset

When you’re thinking this during your session…

… they can sense that you don’t value your services highly and so they don’t either; They’re more likely to question your fees, ask for discounts, or fail to grasp why your services would help them. They

Get centered with certainty about your value before you have the consult.

Stand firm in your fees. Compromise serves no one. Charge what you’re worth so your clients are empowered to invest;

Trust that your ideal clients will afford your services. Allow them make the best choice for themselves and bless them. Acknowledge what you did well and what you’d like to change; Have another enrolling conversation as soon as possible.

With these prosperity thoughts fortifying you, you'll be amazed at the difference in the response you'll get from prospects.

Enroll Rather than Coach or Advise

Sample sessions and consult where you offer a bit of advice often ends badly.

That’s the LAST thing you want, right?

“I’m not a good enough coach yet to charge very much.”

“What if they say no? I’d better lower my fee.”

“I’ve been coaching for free for so long — how can I charge for it now?”

“I doubt that they can afford my services.”

Prospects often slip away from the full session feeling “done”

rather than primed for long-term support.


If you want to consistently enroll high-ticket clients into your programs graduate to enrolling

consults. Your prospects will get value from the questions, you’ll connect deeply and have fun and you’ll convert more prospects to clients who are raving fans; And after doing this a few times, you’ll become very good at it; It’s fun!

Ten Easy Steps to Enroll Your Next New Client

On page 6 you’ll find a “cheat sheet” to enroll new clients.

Be sure to gear each of these questions for your target market and the particular problem you

help them solve.

As you draw out information with these powerful questions, listen closely and jot a few notes, so you

can easily weave in their words and phrases about what they want, their obstacles, and other details.

I like to open a new email and type the notes right into that so that I can easily send a follow up

email. It reinforces the power of the consult.

In the consult, ask the series of powerful questions on page 5 and

listen closely to quickly uncover where your prospect wants to go,

where they are now, and the gap in between. Then it will be easy to

show them how your program or service helps them close that gap.


Use these questions in order to enroll more clients!

1. Make a connection and set up your consult for success. “I’m really excited to connect with you today. Is it all right if I ask you some interesting and meaningful questions about your ________ (life, business, health etc). “

2. Get a quick snapshot of where they are now. “Tell me a bit about your __________ right now.”

3. Uncover the vision for their future. Draw the details out in full colors.

“If you could have everything you want in your _______ in the next 6 months, what would that look and feel

like.” (Get them to describe details and feel into this.)

4. Help them connect emotionally to their vision.

“What would _______ ( achieving this dream/goal) do for you?” “And what else?” “And what else?” “How

important would you say this is to you on a scale of 1 – 10?”

5. List obstacles. (Don’t step into coaching or try to solve them!)

“What’s stopping you from having this _______?” “And, what else?” “And what else?”

6. Help them realize the cost of status quo.

“What has it cost you not having ______?” “What impact has that had on you?”

7. Show them the bigger why.

“If you could overcome _______ (specific obstacle mentioned) what would that do for you? And what else?

8. Gather the gems.

“What have you taken away from this process so far?”

9. Invite them in.

“Are you ready to hear how I can help you achieve _________?” Emphasize benefits, share a bit about

your “system” to help them and share your fees & terms.

10. Create a sense of urgency. “Let’s get started.” Give them an appropriate first assignment that’s simple and powerful. Schedule their

1st session. Take their credit card info while on the phone.

If they haven’t gotten to “YES!” yet, coach through their objections. “What do you need from me to know if this is right for you?”

If they say…”I need time to think about it…” honor that. Set up a follow up call. Review in an email what they shared with you and specific benefits of working with you.


More Tips To Masterfully Enroll Clients

Relate your consult to your freebie. It flows like this… once they optin, send out an autoresponder inviting them to your consult. Use http://timetrade.com or a scheduling system like it so people can automatically get on your calendar.

Don’t just call it a complimentary consult or free session; Give it a “sexy” outcome-based title about a specific goal or challenge. Get beyond overarching titles like “Business Strategy Session”; When the title

is more specific and more compelling you’ll get more people to say yes to the consult; Then you’ll have a

chance to enroll them.

For example, a consult given by a coach that works with women sales managers would be something

like: “Sales Staff Mini-Makeover Consult” You get the idea;

Connect directly with people in your market through 1:1 calls, telecalls, public speaking, live and online networking. Continuously look for opportunities to set up 5 – 10 consults each week. That’s a success habit that will keep clients flowing to you!

Manage your time boundaries. I know it’s not easy, but honor your business time as if you were working for someone else. Consider setting up back-to-back consults to keep to your allotted time. A 45-minute consult is usually plenty.

Accept only ideal clients. If you have any sense that this prospect isn’t right for you, do yourself the favor of letting them go. “I feel intuitively that we’re not the best fit. Would you like a

recommendation for a different service provider?”

Charge fees that pay you well. It’s a waste to spend all this time getting consults and enrolling only to set a low fee. You are no “beginner” to life and work! You’ve added coaching skills to your already long list of life and business skills. Act successful from the start and the success you want will come to you more quickly.

Resist the temptation to adjust your terms – fees or number of sessions per month – if the prospect

objects to your fees or says they can’t afford it; Taking on low frequency / low fee clients results in:

Your client feeling disempowered. You feeling resentful that your time is undervalued. A diminished sense of investment in the personal success of the client.

Set up group coaching, masterminds and membership programs to serve individuals who choose not

to afford your private coaching or premiere programs.

http://timetrade.com/


Get them on your list. If you miss this opportunity to put the prospect on your leads list, you've wasted

your precious time. Ask if you can subscribe them to your blog or ezine, if they have not already. If you

don’t have one yet, ask if you can contact them once it’s up and keep a list of names, email addresses and phone numbers. This way, you have future opportunities to connect with them and build trust. When

you do get a website/blog and start your list, I recommend using Aweber for list management; it’s the best!

Translate the enrollment process for all “sales” opportunities. You can use the 10 Step Enrollment

Process to write out a sale page, as part of a preview teleclass or presentation to enroll people into

workshops or group programs. Once you master it for 1:1 enrollment, use it for all your marketing.

Shake off “rejection” and keep going for your dream! If you get a “no” any step along the way, dust

yourself off quickly and meet someone new; an uncomfortable consult needn’t mean anything about

you. Use a +/-method to think through what went well and how you can improve. You’ll do better next time; and very soon you’ll forget it was ever anything but fun and fruitful.

Take the 90-Day Challenge!

Take the next ninety days and set up as many consults as you can with people in your target market. Make it into a game. Use the Enrollment Step-by-Step process on page 5 and boldly ace your money

conversations. You’ll feel more confident and have a lot more clients and income in just ninety days!

Enjoy the process and your new clients!

Rhonda Hess

Niche Success Strategist

Founder of Prosperous Coach® © 2013 Bubbling Well Inc.

http://www.aweber.com/?217806


Rhonda Hess is an internationally recognized business coach and the founder of Prosperous Coach®. She has a genius for helping

entrepreneurs choose and champion a highly profitable niche, so you can market less and blow the lid off your income.

In her premier program, Your Highly Profitable Niche, Rhonda helps

coaches and other service entrepreneurs answer that agonizing

question "What's My Niche?" This program starts you off on the fast

track to success, where clients pay you well, stay longer and fill your

business for you!

Rhonda first became a recognized leader in the coaching industry in 2001 when she co-authored

curriculum for Coach Training Alliance, designed their Certified Coach Program and personally

trained over 500 coaches.

Since her CTA days, Rhonda has written hundreds of pinpointed, easy to implement guides for coaches

to help them ace the business side of coaching. Rhonda also wrote two popular step-by-step systems:

the Life Coach's Guide, a primer on how to launch your own soul-satisfying coaching business, and

Client Winning Websites & Blogs, the best next step after you've chosen a viable target market to serve

through her Your Highly Profitable Niche program.

Her insightful coaching business strategy blog won Best Coaching Blog of 2010 from the School of Coaching Mastery. Share your opinions and ideas on the blog.

Check it out at www.prosperouscoachblog.com and get your copy of Rhonda’s free ecourse: 5 Secrets No One Ever Told You About Your Coaching Niche and How to Choose a Highly Profitable Niche You

Love!

Join Rhonda’s free coaching community on Facebook:

http://facebook.com/prosperouscoach

Follow and connect with Rhonda on Twitter:

http://twitter.com/rhondahess

http://yourhighlyprofitableniche.com/

http://thelifecoachsguide.com/

http://clientwinningwebsites.com/notify-first.htm

http://prosperouscoachblog.com/

http://www.prosperouscoachblog.com/

http://facebook.com/prosperouscoach

http://twitter.com/rhondahess

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