How To Be Better On The Phone

Yuri here from Healthpreneur, down on Manhattan beach in the morning. Surfers are out. It’s going to be an awesome day.

Your Initial Call

I want to talk to you really quickly about phone conversations with perspective clients. Our whole approach is  looking at an initial conversation, whether you want to call it a consultative call. We call it a results accelerator call, whatever you want to call it.

It’s really an opportunity to be of service, not to sell somebody necessarily. Our whole approach is serve don’t sell, coach don’t close. So yes there is an opportunity to enroll with us, but the call is really a coaching call. The truth of the matter is that we are trying to figure out where this person is in their life. In your case for instance, what health issues are they dealing with? Really bringing that problem to surface. What else have they tried? What is not working and where do they need the most support?

This is something you just want to practice and master and get better at because the last thing you want is to jump on the phone with five people, ten people, twenty people and have little to no enrollment from those conversations because you feel awkward about asking the hard questions, about getting slightly uncomfortable asking for the sale if there’s a mutual fit. One of the things is that you have to come from a place of abundance because let me ask you this. I’m actually staring at a restaurant up here. I’ll just show you this. Where is this thing? Right there, that’s a restaurant called The Strand House, yes the Strand House. I’ve actually had dinner there a couple times and we’ve actually done our workshops at Manhattan Beach a few times, so we’ve taken our clients out there.

Neediness is Unattractive

Now one of the things that I’ve noticed is that, when you go to a restaurant, you walk by the restaurant and if you see a big line out there you’re like, “Oh my God, this restaurant must be really good. Oh, it’s got a three-month reservation waiting list, that’s a good sign.” Most of us don’t want to go into restaurants where the Maître d’ is outside on the street begging you to come in.

That’s because neediness is a very unattractive energy and it’s the same thing whether or not you’re saying you’re needing something. You feel that. You emanate that energy and people pick up on that subconsciously. We are energetic beings. We can pick up on this stuff even if we can’t explain it. So even though you want to enroll clients, even though you want to make more money, even though you want to hit your goals, you have to come from a place of auditioning people, not needing them.

So think of yourself as Simon Cowell on the American Idol. You’ve got this person who’s up on the stage, they are auditioning to work with you, not the other way around. So, when you’re selling a premium price coaching program, you cannot come from a place of begging and needing. You have to come from a place of, “I have the solution, you’ve got this problem. The question is how much is this problem worth to you? Are you willing to stick with this problem? You can save your money, but you’re going to keep your problems. How much longer are you willing to suffer with this thing that you just told me is such a big issue in your life?”

Honesty Goes A Long Way

You have to have these honest truthful conversations to get to the truth. When you do get to the truth and the truth being for instance, that you’re a good fit for them, they’re a good fit for you, you’ve got to be honest with people. You’ve got to say, “Listen, I’m going to give you the best strategy. I’m going to give you a world class supporting, coaching. I’m going to walk you through this. I’m going to hold your hand every step of the way, but here’s what I need from you. I need you to show up. I need you to do the work. I need you to get plugged in and when things or if things … if you get stuck, I need you to reach out and get support from us or from me. Can you do that?” If the person says yes, all right great, let’s do this.

So you have to be very firm in the way you have these conversations and be very honest. Don’t let people think that this is easy. Let them know that maybe it’s a simple process, but it requires work. It requires energy, it require effort on their part and if they’re not willing to do that, then listen, maybe they should go blog post. Because all you’re looking to attract right the clients who are committed to working with you and doing the work. Again you have to tell them, “Here’s the deal guys, if you’re not willing to do this, this and this, this is not going to work, but if you are, let’s do this.”

So I hope that serves you. This is the way we approach all of our calls. If you want to have a sense for how it all works you can obviously book a call with us, but in the meantime, subscribe to the channel. We’ve got lots of great videos to help you build your coaching business in the health and fitness base.

I’m going to finish off my bike ride here. I’m actually heading back to the hotel this morning to finish up day two of our workshop, The Health Business Accelerator. We’re actually talking about enrollment calls this afternoon. So anyways, hope this serves you well. Have a great day. I’ll talk to you soon.