Yes, it’s B.S.
The complimentary coaching session.
It’s as MUCH B.S. as the B.S. we discussed yesterday of calling people clients… who you aren’t being paid to coach.
Don’t be super offended.
Stay with me and I’ll show you how to start with NO list… and create a waiting list of people INVESTING in your free sessions… and also, how to turn them into ACTUAL (paying) clients.
For now, forget your funnels.
Forget the rules.
Forget what they taught you when being certified.
Just dial it in to what I’m saying right here….
You already know that the “complimentary coaching session” doesn’t work. But you think it must be you, right? Maybe you’re still offering them but “polishing up on your sales skills” or testing different LENGTHS of these free calls.
And over and over again, you’re disappointed.
They’re thinking it over…
or they say yes, but NOT NOW.
Or they say yes, and disappear.
And OCCASIONALLY, they actually say yes and pay.
It’s not you.
it’s the system you’re using.
It’s the complimentary coaching session ITSELF.
Here’s how to switch it up, so that you’re meeting with QUALIFIED prospects
EVEN if you have no list,
who are INVESTED in the call,
AND
of course
how to enroll them in clients.
It’s all here,
all you need.
But first, WHY don’t these “complimentary coaching sessions” work?
🙅🏼 They are free for anyone and everyone, making them of NO value.
🙅🏼 You — and the prospect — show up with NO investment, making it a “toss away” call that no one is really invested in OR prepared for.
🙅🏼 Sales resistance is HIGH. EVERYONE knows that a “complimentary coaching session” is a not-so-thinly-veiled sales session. Listen, they’re BRACING themselves for your pitch. They’re prepared for it. And as soon as you start talking about you’re “packages” they’ll politely shut down and take their exit.
🙅🏼There’s TOO much focus on the CLOSE, or TELLING them how great coaching is… too much holding back, and too little focus on showing them the POWER of coaching.
🙅🏼 Your motives are all wrong, which leads to an awkward “pitch” at the end…
So, that’s the GIST of why these things don’t work.
Here’s what I did — INSTEAD — to FILL my coaching practice EVEN though I had no list to speak of, and EVEN though Facebook wasn’t available yet, and EVEN though coaching was SUPER new, and EVEN though I had no funnels and NO name or reputation or media cred.
First things first.
WHY DIDN’T I JUST DO THE WHOLE COMPLIMENTARY COACHING SESSION THING?
Well, quite simply: Because EVERYONE ELSE did it. It was “industry standard” and the industry standard wasn’t working. Back then, “full time” coaches were making about $23K a year. That SIMPLY would not cut it.
So, I couldn’t follow the way of the masses, ESPECIALLY when it wasn’t working for them.
Still, I needed to talk to people…. to invite them to coach with me, right?
I NEVER attended networking events.
There WAS no social media to speak of,
and I wasn’t yet speaking from various stages.
HOW was I going to get in front of the RIGHT people?
Shoot, how was I going to get in front of ANY people?
I HAD to figure it out.
The Power of Being Broke, and all that.
So, I did.
Here’s EXACTLY what I did. Take notice of how EACH of these steps and strategies OVERTURN the reasons (above) why free sessions don’t work.
✅ First, I gave some CONTEXT to my free sessions. They were NOT free for everyone all the time. I chose different groups (networking groups I did not attend and associations I did not belong to) to offer my “serving hours” to each month.
Without invitation or introduction,
I showed up in their in-box.
I let them know that I did “serving hours” EACH MONTH as a coach, as my way of giving back. I ASSURED THEM that these were actual coaching session, NOT sales sessions AND I assured them that NOTHING would BE sold on these calls.
And I let them know that THEIR group was chosen for next month’s serving hours. I then explained the rules:
ONLY 10 sessions would be given out each month.
EVERY recipient of the session would be required to fill out a SHORT questionnaire so that I could come PREPARED to serve them. If the questionnaire wasn’t submitted within 24 hours of the appointment, they would forfeit their time with me.
Let’s break this down a bit.
- I gave my session more value by limitation.
- I made recipients INVEST by investing time in the questionnaire.
- I alleviated their top concern (sales session) right up front by BOLDLY acknowledging it.
- I presented these sessions as a MEMBER benefit for THEIR members… so they would feel WEIRD not passing it on.
Moving on…
✅ I NEVER sold on these calls.
Ever.
And yet I made a TON of money.
You see, I showed up
PREPARED
and ready to solve their TOP problem with them.
(btw, if you want my actual email I sent AND the questionnaire that instilled excitement in the prospect AND allowed me to WOW them on the call, message me.)
And because I was able to deliver so much IMMEDIATE value, THEY would ask me about my packages.
MY EXACT RESPONSE every time was this:
“I’d be happy to email you some options to work with me, but we still have time on THIS call… so let’s keep going. Let’s focus on __insert goal____. We can talk about the possibility of working together later. Is that okay?”
And then, they’d REMIND me to send them ways we could work together.
Which I would do.
Always including OPTIONS.
allowing them to choose the best fit for them.
Breaking it down:
- I kept my word to the organization.
- I OBLITERATED sales resistance by REFUSING to sell EVEN when they asked me to.
- I delivered OUTRAGEOUS value.
ANYONE can follow this system and IMMEDIATELY enroll PAYING clients. Tomorrow, we’ll talk about the MYTH of the “cheap coach” and how you can PRICE in a way that makes you more money, and makes your prospect feel BETTER about investing.
Meet me here?
btw, did you know that NAKED was here?
Yup. I am SO excited about this program and it is PERFECT for coaches. If you are being held back
IN YOUR BUSINESS
by an unwillingness to bet on yourself,
by a timidity about going ALL in,
by a FEAR of being THIS naked….
Naked.
is for you.
4 Weeks of INTENSE inner work,
a stripping down,
COUPLED by the practical strategies necessary to create the following, the income, and the impact YOU WANT…
and DESERVE. Join me here.
