Quick tip to close more coaching clients
Recently I was called in by a coaching company doing $30 million a year. Yep… Even the big guys need coaching sometimes, which is a lesson in itself. Anyway… Their lead flow had slowed down. And with fewer leads coming in, they needed to close more of the calls they got. So I listened in on their consultation calls and immediately spotted the issue. "Guys, this is very poor consultation selling," I told them. "None of you are actually listening to the client. You're just waiting to pitch." The room went silent. "You're not listening. You're not empathising. You're not feeding back. You're not mirroring." "You may as well not be on the call because you've done too many calls and you think you know their problems already." "You're not building trust. You're not even there. None of you are there." I probably wasn’t their favourite person that day But the point is… The consultation call isn't about the pitch. It has nothing to do with the pitch. The whole thing is about discovery. Can you diagnose their problem? Can you link that to your solution? If you can't link it, you're not going to sell. Ever. By the end of a good call, the client should genuinely think "this makes sense." People often say "it makes sense" because they don't want to seem stupid. But you can tell when someone really gets what you're saying. If you follow the process and ask the right questions… "Why is that a problem? How does that make you feel? How long have you been dealing with it? What have you tried?" ...then the sale becomes easy. So... Are you actually present on your calls? Are you *really* listening? Or are you just waiting to pitch? Something to think about :-)