In this quick video, I want to share one really, really important strategy that came out in a coaching call.
Yesterday, I tried to share it in a Live. The internet sucks at home, so, I’ve just finished up a webinar with our client, thought I’d share it here in our office with some good WiFi.
So, here’s the thing. I’ve talked to this client, and he’s really good at selling his stuff over the phone.
But the problem is…
Not enough people are booking in for the sales call. And the dude’s a bit of a celebrity, right? So, super well-known, big in the industry, incredible guy, good at selling.
But not enough people are saying YES to the call.
And I said, “So when you talk about the call, what do you call it?”
He was like, “I don’t really call it anything.”
Why they aren’t booking…
So, here’s the problem. It’s a little bit like if somebody walked up to you on the street and said, ‘Hey, dude, see this black box?
So he’s got this black box, right? And at the front of the black box, there’s a dark hole, and you can’t see what’s inside, and he dares you to put your hand in the box.
There’s a part of your head that goes, “No, I’m not going to put my hand inside the box. I don’t know what’s inside there. It could be snakes, it could be spiders.”
It also could be chocolate, but you don’t know that. And so, you’re unlikely to put your hand in the box because of TWO things…
You got no context about what the box is about, and you have no idea what’s on the inside.
And then the exact same two reasons why people don’t book in for your sales calls.
What you need to do…
So, here’s the deal…
Your sales calls need the same two things that the box needs.
Number one, they need some context.
And number two, it needs a light turned on the inside so somebody knows it’s safe to put their hand in.
Give it a name
The first thing that your sales call needs is a name —a handle, a tone, so people would know what it’s about.
Because somebody might come up to you and say, “Hey, I’ve got this rainbow chocolate box. Pop your hand in.”
The fact that they said ‘rainbow’ and they said ‘chocolate’ makes you more likely to, “You know what, I can’t see what’s inside, but you said rainbow and chocolate. Put my hand in the box.”
So, your sales call is a little bit like this dark box. It needs a name. And so, typically, we’ll name it by the result it creates and who it’s for.
We help coaches to scale their business. It’s kind of what we do.
We help coaches who are doing six figures, and we help them scale up to a million dollars a year.
And so, if I have a session, the first thing I’m going to do is I’m going to give it a name.
I’m going to call it a ‘Scale Session’. Cool. If you help people get clients, maybe you call it a “Cash and Clients Strategy Session”. Because what do they want?
They want more cash and they want clients. Maybe they want to increase their confidence selling. So, it could be a “Sales Confidence”, or a “Conversion Confidence Strategy Session”.
Give it a name that’s about…
a. who it’s for;
b. either the result they’re going to get or the problem that you’re there to solve.
There was a book —one —I think it’s one of the most popular —most downloaded e-books of all time called “Stop Your Divorce”.
It was named by the problem. You could do either of those; name it by who it’s for, what the result they want, or what the problem is they’re trying to solve.
That’s the first thing you need to do. Now, all of a sudden, the box starts to get a little bit less scary.
Bullet the benefits
Number two, the second thing we want is we need to show what’s inside the box.
In other words, if I book in for this call, how am I going to be better off?
And so, that’s a little bit like we get a torch so you get to see what’s inside.
And now, if I can see what’s inside, then, I’m much more likely to go, “Oh, that’s cool. It’s chocolate.”
Boom. Hand in. And so, what we need to do is we make sure that they don’t think it’s snakes and spiders —like, a sales trap— and they think it’s chocolate.
And so, the way we do that is by talking about the benefits of your call.
And so, you might just say, “So, we’re going to get on the call, and we’re going to go over these four or five things”, whatever it is.
Take these steps as example:
– We’re going to have a good look at your current situation —what’s working and what’s not— so I know how it’s going…
– We’ll have a look at where you want to go and find out what’s possible.
– We’ll identify the one thing that’s been holding you back from selling more deals —or whatever your thing is; attracting Mr. Right.
– We’re going to map out a quick three-step action plan to get you started moving in the right direction.
– Whatever it is— you’re going to leave clear and confident and excited about taking your thing —business, life, relationship, health— to the next level.
So, if people aren’t booking in for your sales call, here are two tips right now: give it a name; number two, bullet the benefits.
Stop asking people to put their hand in a box —in a black box with a dark hole.
Scary. Nobody’s willing to do that.
Alright. So, I helped my client come up with a great name for his session.
I helped him come up with a list of three to five bullet points for his session, and already, it has paid dividends. So, hopefully, it does the same for you.
I’m glad I’m in a place where the internet works. It’s been fun hanging out today. Good to get back on the ol’ Live.
If you’ve got a question for me, I’d love to help. Ask away. I’m at your service. And if you don’t, that’s totally cool as well.
Looks like we’re good. Alright team, I hope this has been helpful. As always, here’s to scaling your coaching business. Taki Moore, out.
P.S. Whenever you’re ready… here are 4 ways I can help you grow your coaching business:
1. Grab a free copy of my book
It’s the roadmap to attracting prospects, signing clients, and scaling your coaching business. — Click Here
2. Join the Coach Dojo and connect with coaches who are scaling too
It’s our new Facebook community where smart coaches learn to get more income, impact, and independence. — Click Here
3. Join our Implementation Program and be a Case Study
I’m putting together a new coaching case study group at Black Belt this month… stay tuned for details. If you’d like to work with me on your client-getting and scale plans… just send me a message with the words “Case Study”. — Click Here
4. Work with me and my team privately
If you’d like to work directly with me and my team to take you from 6 to 7 figures… just send me a message with the word “Private”… tell me a little about your business and what you’d like to work on together, and I’ll get you all the details! — Click Here