Module 6: Coaching Them On The Decision Part 1

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1 Module 6: Coaching Them On The Decision Part 1 We ve covered building rapport, eliciting their desires, uncovering their challenges, explaining coaching, and now is where you get to coach them on their decision to move forward with you. Depending on where your coaching fees are, how high they are compared to their economic situation, you might not need to do this at all. Maybe they ve already signed up. Piece of cake. But if you do need to coach them on the decision, then here s how to do that. If your coaching fees are higher than where they feel that it s an easy yes, then that s where the coaching them on the decision comes in. This is where they might make some objections. I m just going to go through each objection and how to handle it. The first objection that you might get is people might say, It costs too much. Quite frankly, I can t remember anybody ever saying that it costs too much, but it could come up. The reason it usually doesn t come up for coaching is because it s such a personal thing and people wouldn t want to insult you by saying your coaching is too expensive. Instead they might just say, I can t afford it, which we re going to get to next. If they say it costs too much, then you could say, Tell me more, or you could say, Well, compared to what? And then depending on what they say, you can say, Compared to what you said earlier. This is where all the stuff that we did before comes in handy because if we didn t uncover enough challenges we didn t talk about the impact that those challenges are having and how it s costing them, we might be in trouble here. But if we did a good job earlier, then say, Compared to the cost of not achieving the results that you want or compared to the cost of having all of these challenges or the money that you missed out on, then really if you were being accurate earlier when you mentioned that this probably cost you $50,000 over the course of your life by not having this handled or you might be losing anywhere between 3 and 15 years off your life, if you re a health coach of some sort, etc. Compared to that, most people would easily pay $15,000 to have an extra year to 15 years of extra lifetime. You might be able to do this on your own, but since you haven t before, I highly recommend that you get this support. On the other hand they might be comparing you to something. They might say, I could just get a personal trainer, and you could talk about that. You want to be prepared for whatever the common things they might be comparing you to would be. Again, this is not very common, but for weight loss coaching, it could be. Here s the truth about personal trainers: most personal trainers don t really work to help you lose weight. They just exercise you. If you go in and get exercised a couple times a month or week, that s great. You ll burn some extra calories, you might build some muscle, but you re not

2 going to lose all the weight you want that way. The only way to lose the weight is to consume less calories and burn more calories. You need to do both. Exercise is great. You re going to burn some more calories and get healthier but you re not going to lose the weight that you want to lose. It s these food cravings or emotional eating. All that is the real culprit and a personal trainer is not going to be able to help you with that. That s how you d want to handle this objection that it costs too much. Find out what they re comparing it to. Compared to what? Or, you might say, Tell me more, and they re going to give you some more information. Again, we re not here trying to sell them coaching. We re not trying to sell them anything. We re trying to get them the results that they want and we can help them produce those results if they get our coaching. Without our coaching they re much less likely to get there; and if they get there at all, it s going to be slower and harder. It s pretty rare that you re going to get people saying straight out, It costs too much. What you ll hear more often is, I can t afford it. It s the same thing. You d say, Tell me more. Then you can hear what s going on. I ve got this much money. Then you address that. You could say, What if we were to break this into 18 payments for you and make the monthly payments a little bit lower? or How else could you get the money? I know coaches who have had their clients take out a second mortgage on their home to pay for the coaching. In some ways, people just aren t being creative or they re just afraid. All of these things usually are just a cover for, I m scared. We re going to address that later on. Right now let s go ahead and assume that maybe they can t afford it. Here s what I would recommend. First of all, I would say, Tell me more. Would you be able to afford if for the first month? Yes. The second month? Third month? You might check in just to see how much they can afford. If you sense that it s really a fear issue then you can move on to helping them overcome their fear, which we re going to get to in a little bit. Maybe you buy their story that it really is their budget. They just can t afford it. You could ask the question, What would work for you? Then just pause and let them come up with a number. Maybe I could do $500 a month. I can t do a $1,000 but maybe I could do $500 a

3 month. Once you hear that, now you can either say, How about we do this. For the first six months, we can do it at $500; and then once we get you in a better place financially If you re a business or sales coach, that will be easy. If you re a weight loss coach, I don t know how we re going to do that yet, but maybe you can be creative and think of something. Once you know what they could afford, there are a lot of things you could do with this. You could meet them right where they are, you could see if they could meet you in the middle. You re at $1,000 and they re at $500: Clients pay me $1,000 a month for the fast- action price. You re saying $500 would be comfortable for you. What if we met somewhere in the middle? Let s say we do $750 a month. How s that sound? They might say yes. They might say no, either way. If they say yes, say, Great. Let me get you entered into the system, and you get them started coaching with you. If they say, I can t do $750, say Do you think you could come up a little bit? Maybe they can do $600 and you could say that. Or, you could just go with the $500 and say, Why don t we go ahead and do it? I think you d make a great client. From time to time, I ll take on clients on a partial scholarship basis and I m happy to do that for you. The other thing is if they re at $500 a month and you re at $1,000 a month, this is where you could offer a down- sell where you could say, I have another program that might be a better fit for your budget. It s called group coaching. Would you like to hear a little bit about that? I recommend that your group coaching prices are maybe half of what your one- on- one coaching is. That s just a rule of thumb. You don t have to take that as gospel. If you re charging $1,000 a month, then group coaching for $500 a month feels pretty reasonable. If they can t afford the $500 a month, maybe they said they were at $300 a month and your group coaching is $500, maybe then they can come up to that. If they can t, maybe you could partial scholarship them in to your group coaching. There are a lot of options here to fit somebody s budget. If you re sensing that it s really just fear that s going on where they can t afford it and you say Tell me more, and they say, It s a big investment and I ve got If it makes logical sense, maybe you re only $1,000 a month, that s $12,000 for the year when you compare that to the overall impact of finding love once and for all. I know for me when I was single, I was single for four years and dating a lot and it was taking a lot of my energy. I finally hired a coach to help me with my dating life and four months later I met my now wife. We ve been together for ten years. Once I got into that stable relationship, I just felt like it took away a lot of my distractions and I was able to focus more on my business and my business grew.

4 You could relate anything into banking more money. Maybe they can get a raise. Maybe you could coach them to ask for a raise. Maybe you can coach them to get promoted. There are all sorts of things we can do as a coach, even if we are not a career coach, which can help impact them. When was the last time you got a raise? How long has it been since you got a promotion? Is your car about to get paid off? There are ways that we can help them find money and you can ask them those kinds of questions. Ultimately, if you re sensing that there is fear related to this, then you re going to want to address that. You could say, It sounds like there s a part of you that wants to go for this, but maybe there s a part of you that s a little afraid to give it a try. Is that true? If they say yes, then you can say, Would you like me to coach you through the fear so you can get to a place of peace and then you can make a decision, yes or no, from your most centered and powerful place. How does that sound? And if they say yes, then you can coach them through that using the techniques I ll be sharing with you here in a little bit. There s a lot that we can do here. We can coach them on the decision intellectually and we can also coach them on decision emotionally. We re going to get into coaching them on the emotional part of it in moment. The next objection that people have is, I need to talk to my spouse. That s a tricky one. If you re married, then you kind of understand that one. Maybe you have the same agreements with your spouse which could make this even tougher for you. But what we want to remember is that it s really important for them to get the coaching and we want to do whatever we can in service of them getting the changes that we want. Forget about the money for us. That s certainly great, but we need to help them get the coaching because we need to help them change their life. If you have somebody say, This sounds great but I need to talk to my spouse, then there are some very specific things that you need to do. The first thing you need to do is check in and say, If your spouse says yes are you a yes? If they say yes, then that s great. But if they say, I m not sure yet, then you want to talk them through that and find out what s going on. Maybe there are some more concerns that they have that we need to address. If they say yes, then say, What if your spouse says no? Then what are you going to do? They might say, You know what? They ll probably be okay with it. I can usually talk him/her into it. So, that s great. Or, they might say, If my spouse is a no, I m not going to be able to do it. That would be a problem. Do you want your spouse to say yes or do you want your spouse to say no? If you

5 want your spouse to say yes, then I d love to give you some pointers on that. Would that be helpful to you? If they say yes, then you could say, Number one, you need to talk to them and tell them about your dream, tell them about your challenges, and tell them about how our coaching is going to address that and how important it is to you. That s what I would recommend you do. Before you go, there s one other thing that some people do. We talked about the regular pricing and that there s special pricing right now for people who decide to go for it right on the spot. I, of course, want you talk to your spouse. What some people do is get themselves registered so that they can hold the special pricing, and then they go talk to their spouse just to confirm that it s a yes, and if it s not, then they let me know and we void out the whole transaction. Does that sound like something you d like to do? If they say yes, then say, Let me get you entered in the system. You re going to want to enter all their information: their name, phone number, address, etc. Get their credit card info, but you don t necessarily process it yet. You might tell them you re processing it now. Here s the tricky thing. Normally I would just process it and tell them, If you can let me know today, then I can just void the transaction and it will never even show up on your account. Worst- case scenario, if you let me know by tomorrow, I can issue a refund, but it might show up and then come right off. You can do it that way or you can just tell them it will be charged right now and that you can void it but not actually charge it. The reason for this is because credit cards will usually take around 3% right off the top, and then if you do a refund, it s another 3%. If somebody were to pay you $10,000, you d have to pay $300; and then to refund it s another $300 so that s $600 that you re going to lose out on. You might want to be careful about doing that. The other thing is at that point you re probably going to assume that it s a pay plan but you can check in. If your husband is a yes, do you think you d want to do the monthly payments or do you think you d want to do the full- pay? If they say they want to do full- pay but they re still checking with their husband say, We ll just do the first month monthly pay; and once your husband is 100% on board, then we ll go ahead and charge the balance of the full amount. If it s $10,000, we ll charge $997 and then we ll charge the balance of the $10,000 once your husband is a yes. Some people might say no. No, I can t do that. I need to talk to my husband. Then say, Okay. Remember that the regular investment is $1,500 a month or $15,000 for the year. When are you planning on talking to your husband? Immediately? Great. I look forward to hearing from you. You ll let me know by the end of the day (or tomorrow)? Great.

6 I personally don t keep following up with people. By this point they ve got to be on my e- mail list, I just let my regular e- mail marketing be my follow up system. I don t chase prospects.

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