Offering your VIPs (Very Interested Prospects) a free consultation is one of the best ways to convert leads into loyal clients.
Rationally, this makes sense: the more people we talk to and give them a sample of what it’s like to work with us, the more we’ll find clients that we really want to work with. Sometimes these consultations are great opportunities. And other times, we stumble through the conversation and can’t close the deal.
When I first started offering business coaching, I used to get so excited about a new prospect signing up for a free consultation. I worked really hard to give them a sample of what it was like to work with me. I was energetic, passionate, and helpful. And I was confident in coaching them: they would leave the session inspired and ready to take on the world with the practical action steps we came up with during the call.
At the end of our time, which often ran over the scheduled time, I would be excited, they would be excited and we worked our way towards the parting goodbye. As I hung up the phone, I would realize that I never invited them to actually work with me. And the times when I did remember to extend an invitation, it felt awkward to “pitch” them about my coaching programs after such a warm and friendly chat.
Bankable Insight: My inability to grow my client base had nothing to do with my services and everything to do with my marketing intention and my resistance to ask for the business.
Is this where you are stuck? Then set an intention to SHIFT from resistance to results.
Once you can agree to those truths, it’s time to SHIFT your thinking about your free consultation.
#1: Your free consultation is not for people seeking freebies; it’s for people looking to hire someone, your VIPs.
#2: Your ideal VIPs expect you to make an offer. They are prospects, not freeloaders.
#3: Understand that people getting offended by your offer is about them, not you or the value you place on your work. They:
Serious leads sign up for your free consultations with an understanding that they are approaching a business. Why wouldn’t they expect you to make an offer and invite them to work with you – if it’s a good fit? And that’s what the consultation is all about: would both of you benefit from working together.
Are you trying to build a practice by getting something for nothing? You reap what you sow: If you are not investing in your business, you will attract people that are not willing to invest in theirs. When you shift, so will your practice.
If you are interested in working with a coach that can help you move from resistance to results, schedule a complimentary Profit Breakthrough Call. We’ll talk about where you are, where you want to be and determine if I’m the right person to help you get there.
Tai Goodwin on a mission to help 10,000 women entrepreneurs create more joy and wealth in their life and business. She's the CEO of Aligned + Bankable and creator of the Bankable Brilliance Course. An intuitive business growth strategist and teacher, her specialty is helping clients create bankable business models that allow them to increase their impact and income without burning out. Tai is a former corporate trainer with a master's degree in instructional design and over 20 years of experience designing course, training programs, and certifications. She is also the author of Girlfriend, It's Your Time and founder of Brilliant Business Girlfriends.