If you're reading this, it's probably because you're interested in learning how my typical sales call goes when it comes to selling coaching services.
After over 20 years in the internet business world and selling millions in coaching, consulting and agency services, I've refined my approach to make it as easy and effective as possible.
So, let's dive in!
Be Prepared
Before the call even begins, I make sure to do my homework.
I research the potential client and their business thoroughly.
This helps me understand their pain points, goals, and unique needs.
Armed with this knowledge, I can tailor my pitch to address their specific challenges.
Build Rapport with them
When the call starts, I begin with a friendly, casual greeting.
My pleasant demeanor and attitude come into play here. Building a personal connection is crucial, as it helps to establish trust right from the beginning.
I make sure the potential client feels comfortable and valued.
Find some thing common to ground on in introductions.
Understanding Their Needs
Next, I ask open-ended questions to encourage the client to share their goals and challenges. Here are some examples:
"Can you describe your ideal outcome for this venture? What does success look like to you?"
"What specific challenges or obstacles have you encountered while growing your business?"
"How do you envision your business evolving in the next 5 years? What milestones do you hope to achieve?"
"What strategies have you found effective in reaching your target audience, and where do you see room for improvement?"
It's important to actively listen and show genuine interest in their story.
This not only helps me understand their needs but also lets them know that I'm genuinely here to help.
I ask what success would look like and what they have tried before.
Asking lots of questions will help you understand deeply what they want.
Tailored Solutions
Once I've gathered enough information, I propose a coaching solution that is specifically tailored to their situation.
I use my standard offer but I tailor a bit based on their needs.
I emphasize how my coaching can address their pain points and help them achieve their goals.
I aim to make it crystal clear how my services can benefit them.
There is always Objections
It's common for clients to have concerns or objections.
I don't shy away from these; instead, I address them head-on.
I ask more questions to understand what their concerns are.
I'm transparent and honest about what my coaching can and cannot do.
This approach builds credibility and trust.
Delivering Value
Throughout the conversation, I make it a point to demonstrate the value of my coaching services and how I will help them solve their problem and get the results they desire.
I share success stories and testimonials to showcase how I've helped others.
This helps the client envision the positive impact I can have on their business.
Closing the Deal
When the time is right, I move into the closing phase.
I use language that is clear and easy to understand.
For example, I might say, "Let's move forward with this. Here's how we can get started."
Here are some examples on other ways to close.
"Based on what we've discussed, would you like to move forward with this product/service today?"
"If we can meet your requirements, are you ready to make a decision today?"
Summarize the agreement and ask for confirmation, such as, "So, to confirm, you're ready to proceed with [specific terms]?"
This simplicity and directness make it easy for the client to make a decision.
This is where I present an offer stack of everything they are going to get and how much it will cost them.
I go through the pricing and then tell them I will send them a link to pay.
Follow-Up and Next Steps
After closing the deal, I outline the next steps and assure the client of ongoing support.
It's essential to keep the lines of communication open and show your commitment to their success.
And that's it!
This is how a typical sales call for selling coaching services goes for me.
With a combination of preparation, personal connection, tailored solutions, and a commitment to helping my clients succeed, I've found this approach to be highly effective in my journey as an internet entrepreneur.
Remember, every client is unique, so adapt this framework to suit your individual style and the specific needs of your potential clients.
Good luck, and happy selling!