How many times have you been talking to a prospective client who’s hesitant to say yes to working with you because of a previous bad coaching or consulting experience?
Notice that I didn’t say their experience was with a bad coach or consultant – but that they had a bad experience.
What creates a bad experience? Jumping into the work of coaching or consulting without a strategy based on where they actually are now.
A few years ago a client – we’ll call her Jodi, came to me for help with her social media marketing strategy. She had just invested a huge amount of money in a program that had shown her how to create free webinars to sell her coaching program. She was having a major panic attack because she had done a lot of work and invested a lot of time already, but still had less than 10 people signed up. Her back was up against the wall because she really needed to bring in some income sooner rather than later.
Now the program that she invested in wasn’t necessarily a bad program. And the coach wasn’t a bad coach. But because there had been no strategy and evaluation before hand – Jodi was not really prepared to be successful: She had no list, no real social media presence, and no offline alliances to help her fill the seats in her webinar. No matter how much I helped her promote her event, there was not enough time to get her the results she desperately wanted.
One of the main reasons coaching and consulting doesn’t work for people is that they are not equipped to successfully implement the actions and plans generated in the process.
How to Turn Things Around
- Change your inner game
- Learn how to handle customer objections, and
- Create a realistic strategy before you start coaching.
NOTE: This assumes that you already have a clear way to communicate a coaching definition that aligns with how you work and the results you help your clients get.
Change Your Inner Game
A major factor in whether your sales conversations will be successful is your confidence. If you know you are brilliant at what you do and act like it, you’ll be fine. If you’re think you’re brilliant but can’t say you know it because you are not sure – we need to talk, seriously. Whether you use affirmations, have a mastermind group, or get coaching, you’ve got to change your inner game so you can handle objections in the selling process. If you are not confident in what you can do, your prospects won’t be either.
Overcome Sales Objections
I went to the experts to help with this one. I found a great archived article by Alyssa Gregory with four steps for how to handle sales objections for non-sales people:
- Be Honest
- Point Out the Benefits
- Offer a Compromise
Note: Offering a compromise doesn’t mean lowering your rates. It means working with your prospective client to find a way to take the risks out of the deal for them. For example: Instead of having them commit for 6 months, take things one month at a time. Get creative – get clients!
Another Brilliant Resource: 10 Videos That Show How to Handle Sales Objections from Hubspot (one of my favorite marketing resources!). If you prefer to learn by watching and hearing this is a chance to see overcoming sales objections examples.
Create a strategy before you start coaching
When you take on new clients make sure you start with a strategy session that helps them identify exactly where they are now, where they want to be, and what it’s going to require to get there. Do your due diligence to ensure your clients are equipped to take action and not just be excited about the ideas and insights they get.
Take Action: Here’s How to Implement This in Your Business
- Work on your confidence game.The best way to boost your confidence is not by reading more books, taking another class, or getting another certification. You need practice. What can you do to add five new prospecting calls to your calendar each week. (If you that’s not something you can easily do, we need to talk – click here to schedule a complimentary call).
- Practice makes profits: Create a light script and use it until you feel confident and start seeing consistent results. Work with your coach or a colleague to practice your closing skills.
- Create the questions for your strategy call with new clients. All you need is 5-7 questions to start. These questions can be used to create a plan based on where your client is right now and avoid moving in a direction that’s not going help them get results.
Leave a comment: What aha moments or take-aways about handling sales objections from potential coaching or consulting clients?