Module 22 CLOSE THE DEAL ON YOUR 6-MONTH PROGRAM. 2014, 2015 Integrative Nutrition, Inc.

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Joseph Lane
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1 Module 22 CLOSE THE DEAL ON YOUR 6-MONTH PROGRAM

2 2 CLOSE THE DEAL ON YOUR 6-MONTH PROGRAM Use the following steps to guide you from conducting a Health History to closing the deal on your 6-Month Program. STEP 1: GET READY Before each Health History consultation, have the appropriate forms printed. The forms are: Health History form Program Agreement Welcome form Goals form Program Schedule

3 STEP 2: HEALTH HISTORY CONSULTATION Meet with your client and conduct the Health History session. Keep in mind the importance of building a relationship and vision. Clarify how the program works.

3 3 STEP 2: HEALTH HISTORY CONSULTATION Meet with your client and conduct the Health History session. Keep in mind the importance of building a relationship and vision. Clarify how the program works. You ll meet in person or virtually for 50 minutes twice a month, on the same day and at the same time for the duration of the 6-Month Program. Be clear that the next step is for them to review and sign your client agreement to get started. STEP 3: SET A SCHEDULE Choose your start date with your client. Put this on your calendar right away to solidify your agreement and help them commit. Use the Program Schedule to schedule the rest of their sessions in advance. It s best to do the same day of the week and time, approximately every two weeks, to help them commit and see results.

4 4 STEP 4: DISCUSS YOUR PROGRAM AGREEMENT Review the Program Agreement with them. Clarify how you will work together and review the terms of payment and other organizational information. Require all your clients to sign before the first session. If this is an in-person consult, give them the form to review, sign, and date. If you re working by phone, the form after your call so they can sign it and send it back to you, before your first session. Have every client sign the Program Agreement. It includes a detailed description of what you re providing price, disclaimer, and a legal waiver. State out loud your cancellation and refund policies. Be certain that your client understands these important details. Without their signature, there is no contract between you and your client, meaning your client could potentially back out of the program. Being clear about the Program Agreement is in you and your clients best interest. STEP 5: PRE-PROGRAM FORMS Let them know that you ll provide bonus forms and handouts at every session to support them on their journey. Give them a copy of each of the initial forms, the Welcome form, and the Goals form. Have them fill these out before your first session. If you re meeting in person, they can bring the Goals form back; if you re working with a phone client, they can you the Goals form before their first session.

5 5 STEP 6: SOLIDIFY PAYMENT Discuss options and set up a payment plan. You must have clients registered in your program and have their first month s payment before you begin. Let them know that this secures their place in your calendar. Clients can pay by check, credit card, or through an online payment service. If they are paying by check, they can either pay you in full for the entire program, or they can pay you monthly. For those who prefer to pay by credit card, it s best to set up a recurring payment or subscription option so that their payment is automatically deducted once per month for the duration of your program. If your client wants to pay by credit card, send them an containing a link and instructions on how to enroll in their payment plan. Remind them that this needs to be completed by a certain date (three or so business days), and your program cannot begin until they enroll in a payment plan. If you choose to use a payment service, be sure to research them in advance to decide which option best fits your needs. Popular Payment Services Paypal Square Stripe Dwolla LevelUp Venmo

6 6 STEP 7: WRAP-UP AND PREPARE FOR SUCCESS Thank your new clients for the commitment they ve made to their health and wellness, and remind them that you re 100% committed to their success. Ask if they have any questions and wrap up your session. After the session, be sure to send your clients the payment information and necessary forms. In your , thank them again for the investment they ve made in themselves and for their decision to work with you. Two days before their first session, send them a reminder about the session date, time, and location (or phone number). Make a file for each client s program forms and administrative documents. Be sure to track their payments for your financial records. STEP 8: CELEBRATE! Celebrate and congratulate yourself for having signed on a new client. Have gratitude and know that you deserve to succeed by doing work you love!

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