For the longest time, coaches have believed that the reason they cannot enroll their ideal client is that they lack sales skills.
Being good or bad at sales is always directly related to business success.
Which is simply not true!
Making a sale and enrolling your ideal client is so much more than what you do at the moment. It extends to what you do leading up to the final conversation or the “sales pitch.”
In this video, Ajit teaches a 3-step framework that you can use to enroll your next ideal client.
Let’s jump right in!
Step 1: Understand What Your Product Or Service Is
One of the biggest challenges faced by coaches is that they want to serve everyone.
As much as the good intention in that is there, it simply is not possible to serve and help everyone.
If you want to get to your ideal client, you need to decide who you really want to serve.
What’s your target audience? Do they want and need your help? What’re their desires? Why do they do what they do? What keeps them up at night? What excites them?
Knowing the answers to these questions is crucial if you want to create transformation for your clients.
Be selfish in deciding your ideal client avatar – and go as specific as you can. The more details you have about your ideal client, the easier it will be for you to have enrollment conversations.
Step 2: Approach Your Potential Clients
Coaches can fall into the trap of believing that it’s really super hard to find their ideal client.
But the truth is… your ideal client is everywhere around you. They may be in front of you in the form of a family member, a friend, or a colleague! You simply need to look.
Here’s a tip: Make a list of 50 people you know, who you believe fits your ideal client profile. Then, approach them and have a conversation.
This is a simple and effective way to attract potential clients. You can also come across potential clients, lots of them, in events, conferences, and meetups!
Step 3: Enroll Your Prospects
Onwards to the final and most exciting step – have that enrollment conversation with your prospect!
Remember this: Sales is all about your mindset. If you believe that sales must be sleazy and selfish, you will probably always be disappointed in your ability to enroll clients.
But, if you believe sales is about enrolling people into your vision and getting them to take action for their own growth and development…
You will find it much easier to initiate your enrollment conversations.
Approach your prospects with an open mind, be vulnerable, be friendly, and be curious as you get to really know them and what they need at the moment.
Building rapport and forging a great connection is essential to enrolling your ideal client with your coaching practice and business.
Before You Go… Remember This:
By now you should have gotten the right people in the right places, built the right rapport with them and made them the right offer.
However, you may still get a “no” from that ideal client that you believed would be super ready to start working with you!
Do. Not. Get. Disappointed.
A “no” is not a rejection of you. A “no” simply means that the prospect is not yet ready to work with a coach. They may not be ready to go on the journey of transformation, just yet.
So simply keep at it and sooner than you think, you will come across prospects who are 100% ready to commit. And they’re the ones that you really wanted all along – your ideal client.
Ready to start the process of finding your ideal client now? Share your biggest insight from this video in the comments below!