by: Yuri Elkaim

You know what time it is, Healthpreneurs! It’s time for this week’s solo round of the Healthpreneur Podcast! Today I’m going to give you tell you one great way to approach enrollment calls, strategy calls, consultative calls –whatever you want to call them.

This approach will serve your clients, rather than just sell them. If you can help someone on the call, you’ll instantly build their trust in you. Think of it as a coaching call. Then, you can quickly get to the truth of that person’s situation.

You’ve got to take on the role of a coach and come from a place of service so that you can have conversations that matter and create results. And that starts on the first call. Tune in to learn how you can improve that first call and enroll more clients with a proven process.

***********************************************************

Click here to subscribe to the Healthpreneur™ Podcast on iTunes

***********************************************************

In this episode I discuss:

1:00 – 2:30 – Why to serve – not sell – your clients

2:30 – 5:30 – Making it a coaching call to get to the truth

5:30 – 7:00 – How we teach our clients to do this

7:00 – 8:30 – Why it works for us and how you can learn to do the same

***********************************************************

What You Missed:

Our last episode we talked about friendly marketing with David White.

David uses The Wizard of Oz as an analogy to illustrate simple and effective friendly marketing that you can use in your business.

People are often on an emotional journey when they’re trying to get healthy, so the delivery method of your message is key. Like Dorothy, your clients want to get to their desired destination – but they need useful (but incomplete) tools to do so.

If you missed this episode or want to hear it again, click your red slippers and tune in to get some awesome tips for improving your marketing strategy.

***********************************************************

Transcription

Hey, hey, hey. What’s up? Hope you’re having a great day. Today’s episode is all about the initial enrollment call, strategy call, consultative call, whatever you wanna call it. I want to give you one way to make your trail call, if you wanna think of it that way, where you’re speaking to a prospective client.

 

Why to serve – not sell – your clients

I want to give you one really cool way of approaching these calls so you get better results not only for yourself, in terms of higher enrollments, but also for the prospective client.  I really believe that everything we do should be about adding value before we ask for anything in return.

That’s why our approach to all of our calls is service, not selling. What happens is, when you show someone you can actually help them, by helping them, for instance on the call, it builds further trust in you that you are likely the best provider or the best match for that particular client. I want to give you a really simple way of thinking about this, okay?

The thing is, a lot of people eventually, or initially, have this resistance to feeling like a salesperson on the call. They say, “I don’t wanna feel salesy. It’s like a sales call.”

 

Making it a coaching call to get to the truth

Here’s the distinction I want to make for you. It’s not a sales call, it’s the first coaching call. If you’re working with clients in a coaching capacity, think of this call as the first coaching call in your relationship together. It’s not a sales call. Just that little tweak can change the way you approach this. Let me tell you why this is the truth, okay? The truth of the matter is that when you get on the phone with someone, you are trying to figure out if they are a good fit for you to work with them.

If you get to the point where they recognize that they need your help, you recognize that they’re someone you would enjoy working with and you can obviously help. Then all that matters is getting to the truth of the situation. Sometimes that person’s truth is, “I know I need your help but I’m scared. I maybe can’t afford it or I don’t know if this is the right solution.” There are gonna be moments in some of these calls where you can skim the surface and just be like, “Cool, I’ll let you think about it. We can touch base at a later point.” In which case you never will, just based on experience.

 

How we teach our clients to do this

The second option is that you can challenge people right there on the phone and get to the truth of the matter. It’s not to call them out on their shit, but to really have an honest conversation.

“Let’s just talk about this for a second, because you just said you’ve been dealing with emotional eating problems for 10 years, and now you’ve told me that you see this as being a really good fit for you, but for some reason you want to think about this. Let’s talk about this.” This is where you come in as the coach, to have, quote unquote, the difficult conversation that’s going to make you maybe feel a little bit uneasy if you’re not used to this, or not used to this. But it’s a really good practice because as a coach your job is to have difficult conversations with your clients. I don’t think difficult in the sense of like, your clients are a pain in the butts to work with. I’m saying having conversations that matters, instead of being like, “Hey, how’s the weather today? Everything good? Cool. Awesome.” Just that surface level discussion. As a coach you need to hold people accountable. You have to call them out on their BS. You have to hold them to a higher standard. That starts on the first call.

If someone doesn’t like that, then they’re not a fit for you to work with them, I would strongly suggest. That’s how I would recommend approaching these initial calls. They’re not sales calls, they are coaching calls where you can go deep with people.

You can create a mini transformation right there on the phone and they should come to the realization that, “Holy cow, this is just a taste of what’s to come? This makes a lot of sense.” If you come from that place of service. If you come from that place of, “Let me show you how I can help you right here on this phone call, before you even give me any money.” That’s just a really good way of doing business.

 

Why it works for us and how you can learn to do the same

That’s the way we approach everything we’ve ever done, and that’s the way we teach our clients how to do the same for their businesses. Now, if you’d like an example of this, here’s what I want you to do.

First of all, go through our training. The seven figure health business blueprint. You can do so at: healthpreneurgroup.com/training.

Register, watch it today. There’s no charge, it’s free to attend.

If you like what you see on that training, then book a call with us. On that call you’ll get an exact example of what I’m talking about here. With that initial call, we call it a result accelerator call, is a coaching session, it’s not a sales pitch.

You’ll see how we approach these calls and how valuable they are. We’ve done so many of these call I can’t even think of the number now. The only time we’ve had somebody tell us that, “This is actually a waste of my time.” Was with one person we had as a coach doing some of these calls, probably nine months ago now.

We very quickly realized he was not a good fit for our company. Because I saw an email come through and this lady was very disappointed with her call. That was the straw that broke the camel’s back and I told this guy who was doing some coaching calls. I said, “You know what? This is not gonna work out. I don’t really think you get what we’re doing here.” That is the only negative feedback we’ve heard since then, or even before that.

That’s just because we approach everything with love, and from a place of service. I think it’s a really good approach to model for the way you run your calls as well.

So if you’re a coach, if you’re building out a coaching program where there’s one-on-one or group based, watch the training and just … Again, it’s free to attend. You don’t have to pay for anything to, quote unquote, hack the way we do things. Obviously there are a lot of nuances that you may not pick up on, which is totally fine. That’s probably how our clients deploy their businesses. But anyways, I’m gonna stop talking.

Attend the training. See for yourself, if you want to attract more clients, if you wanna convert and enroll them more effortlessly without feeling salesy, then this is the process we wanna go through.

So again, healthpreneurgroup.com/training.

I will see you there. In the meantime, thank you so much for joining me once again on show. Stay tuned for some amazing interviews we’ve got coming up this week. In the meantime, have an awesome day.

***********************************************************

Subscribe to the Healthpreneur™ Podcast on iTunes

If you enjoyed this episode, head on over to iTunes and subscribe to Healthpreneur™ Podcast if you haven’t done so already.

While you’re there, leave a rating and review.  It really helps us out to reach more people because that is what we’re here to do.