One of the things that prevents some life coaches from achieving the success they desire in their coaching businesses is this:
They don’t fully understand the difference between manipulative sales tactics and authentic, heart-centered enrollment.
Are YOU clear on the difference? The fact is, having enrollment conversations with potential clients is always going to be a part of your business.
But some people, upon hearing that, automatically think,
“Wait a minute… that sounds like sales, and I don’t like sales!”
For these people, when they hear the word “sales,” they think of being taken advantage of, or of being talked into something they don’t really want.
Perhaps as a result of past experience, they’ve developed a really uncomfortable feeling around the idea of sales…
But the truth is, it isn’t really the selling itself they dislike – it’s the manipulation that some people infuse into their sales styles.
Heart-centered enrollment and manipulative sales tactics are two completely different things
Have you ever told a friend about a great movie you saw, or restaurant that you tried and loved…
…and they were so enticed by the way you shared what you’d found that they went and watched that movie, or ate at that restaurant?
Or have you ever given someone advice while coming from a place of caring and service, and the person you spoke with actually ended up following your advice?
If your answer is “yes,” you already have the necessary skills for heart-centered enrollment
In situations like the ones I shared above, you weren’t trying to manipulate the person you were speaking to.
You weren’t trying to convince them that they needed to go and do something, for example.
You were simply sharing something you were passionate about, and that you genuinely thought could help them or give them some form of enjoyment or benefit.
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This is exactly what heart-centered enrollment is all about!
If you’re a student of transformational principles, and talking about these principles is something that you automatically feel inspired by and passionate about, then the potential clients who you could really help will actually WANT to be in that conversation with you.
When you speak from the heart and from a place of service, it’s not hard selling, and these are not uncomfortable conversations…
They actually become fun, powerful conversations about possibilities, and invitations to step into a greater life.
There is actually a seven-step formula for having heart-based conversations that support your clients in signing up for a program with you
This seven-step formula is a fun, easy system that leaves the people you speak with about your services feeling listened to, warm, safe and cared for…
And as a result, they often jump at the chance to say “YES!” to investing in themselves and their dreams, by means of saying “YES!” to enrolling in a coaching program with you!
One of the steps contained within this formula is THIS…
Once you’re in conversation with a potential client, it’s important to begin exploring and speaking about what’s most important to the client.
It’s crucial that you remember this, as some life coaches (and entrepreneurs in general) have a tendency to self-promote, self-promote and self-promote, which can actually turn potential clients off!
So, when you are speaking with a potential client, it’s important to explore…
- What challenges are they facing right now?
- What would they truly love to be, do, have and give in life?
- And would they love some help and support in bridging the gap from where they are, to where they would love to be?
If you’re not able to help your potential client make a decision for a greater life in that conversation, you won’t be able to help them make decisions about the things they’ll need to do to move their results from where they are now to where they want to be, as you continue to coach them.
It’s a special opportunity to help someone make a decision, and to help them reach to a point where they can say,
“This is my moment. This is my time. I want the life I said I want, I’m going to do something about it, and I’m going to have you help me.”
And now I have a question for you…
What are YOUR feelings about sales?
Do you see enrollment conversations with potential clients as a form of manipulation?
Or do you see them as invitations to step into a greater life?
Go ahead and share your thoughts with me in the comments below.
Join the conversation – I’d love to hear from you!