I’ve got a little announcement about BIG news today.
And I’m super stoked to share it with you.
If you read this blog post to the end, I’ve got a feeling you’ll be super stoked, too.
After years of honing my craft, and making my very best stuff available to my seriously smart and devilishly good-looking crowd of Black Belt coaches …
… everything I know is now available in the most democratic form possible.
Did you know that sales are almost never lost at end of sales meetings?
Most coaches don’t understand this, though. They put all their attention into the close and ignore the beginning. They think if they can only deliver the perfect pitch to the prospect at the end of the appointment, they’ll win them over.
It’s almost as if they’re presenting closing arguments in a courtroom to persuade a jury.
How twisted is that?
When a prospect hires you, what are they buying? Your product? Your program?
Sure, but only to a degree. When a prospect hires you, they’re really buying certainty.
Ultimately, certainty is a combination of clarity and confidence.
When a sales appointment doesn’t end in making a sale, it’s usually because the prospect doesn’t feel certain about you or your coaching program.
When a sales appointment doesn’t end with conversion, most coaches think there was a problem with the way they closed. They believe they must have done something wrong at the end or they’d have a new client.
The thing is, sales are almost never lost at the close — they’re lost at the very beginning.
On the last post, we introduced how important the first three to five minutes of a sales appointment are to making a sale at the end.
When a one-on-one sales appointment ends in rejection, it can be really frustrating. It’s completely natural to think back over the entire appointment to try and figure out where it went off the rails.
Did I say something wrong or offensive?
Did I appear too pushy at the close?
Was I too passive?
Most coaches replay the appointment in their minds and truly believe the sale must have been lost somewhere at the close — after all,
If you’re not using webinars to sell your coaching program, I have one simple question for you:
What in the world are you waiting for?
What are you currently using to convert prospects into clients?
Don’t worry, it’s not a trick question. Coaches typically use either one-on-one sales appointments, live events, or webinars to convert high-quality prospects into high-paying clients. Sometimes, we use a combination of all three.
Personally, I’ve been fortunate enough to have success with all three, but they’re definitely not created equal.
Selling with a one-on-one appointment is okay, but it’s often slow and messy.
Over the last five posts, we’ve been talking about how to offer a free, one-on-one strategy session at the end of a webinar to book more sales appointments.
Most coaches know how difficult it is to sell high-priced coaching programs to new leads on a single webinar. If all we did was teach content for an hour and make a quick sales pitch at the end for an expensive program, we probably wouldn’t convert very well.
Most coaches know how difficult it is to sell high-priced coaching programs to new leads on a single webinar. If all we did was teach content for an hour and make a quick sales pitch at the end for an expensive program, we probably won’t convert very well.
Instead, at the end of the webinar, we want to offer a simple, low-risk next step— a free, 10-minute, one-on-one strategy session that sets up the final sales appointment.
Over the last several posts, we’ve been looking at how to offer a free, one-on-one strategy session to prospects in a webinar to sell your higher-priced coaching program.
The first step, Seed the Need, is all about installing moments of influence in your webinar content that help make your session offer a no-brainer deal for prospects.
Then we draw a model — a visual aid that shows them exactly how our program will bring them value.