The Secret Language of Discovery Sessions Template. Discovery Session Invitation Letter to your List

Transcription

1 The Secret Language of Discovery Sessions Template Discovery Session Invitation Letter to your List Hi (firstname), I have a quick question for you. Have you been struggling with your weight [or insert health concern] and feeling like you have tried just about everything but nothing seems to work? If so, it can be really frustrating, I know. To help you and others experiencing this same struggle, I ve decided to open up some spots on my schedule for a complimentary Lose Weight without Dieting personal oneon-one session with me. During this session, we re we ll work together to: *Discover hidden challenges that may be standing in your way of losing weight *Get clear on your vision of your ideal healthy lifestyle *Discuss how to reach your goals easily and quickly without dieting, deprivation or willpower *And help you feel confident and in charge again about your weight (health) To take advantage of this complimentary session, simply hit reply to this and respond to the following questions: Name Phone Number Best time to reach you How much weight do you want to lose?

2 How long have you struggled with your weight? (or other problem) What have you tried so far that hasn t worked for you? What is your biggest challenge with losing weight? What is your biggest motivation for wanting to lose weight? I look forward to hearing from you and talking with you soon! Your Signature p.s. If you re really interested in taking advantage of this invitation, make sure to respond right away as I only have so many slots available and I d love to help you gain clarity.

3 Personal Invitation to Discovery Session Script (can also be revised for live phone call) Subject of just thinking of you Hi (first name), I hope this finds you well! I just was thinking of you and wanted to get in touch about something I m up to that I think you ll be really interested in. As you know, I m a Wellness Coach and work with women on losing weight without dieting (insert specialty, i.e. reducing cravings, losing weight, solution ). And I ve just created a special program specifically for women (insert niche, going through transition, divorced, widowed ) who are ready to gain the tools to finally lose weight without deprivation or willpower (insert benefit of program, i.e. learn ultimate self-care, end overwhelm, etc.). The exciting thing about my program is that it supports you to get results very quickly. When I was designing my program, I actually thought of you and how this would be really supportive for you. I d love to share more about it with you in a complimentary Lose Weight without Dieting session. Here s the link to my online calendar, just pick a time that works best for you. (your signature)

4 Discovery Session Script Step 1 Introduce and take charge of the call Today we have about 30 minutes together and in this time we're going to discover in-depth what your current situation is and where you re having challenges.and then see if there's a fit for how I can help you solve those challenges so you can have a breakthrough with (insert problem you are solving, i.e. health, weight loss, etc.) So I d like to start by asking you a few questions. Does that sound good? Step 2 - Ask powerful questions Coach: What s your biggest challenge with your health? (keep the topic here broad, health/relationships/career/or insert problem here you solve) Client: Losing Weight. Coach: What have you tried so far that isn t working? Client: I ve tried dieting and willpower and exercise and I read this book and that book. And sometimes I lose weight but it always seems to come back. Coach: How much weight would you like to lose? Client: 50 pounds. Coach: And why do you want to lose that much weight? Client: To be healthier for my family, my kids. To be able to be more active.

5 Coach: And if you had more or less (insert response from above, i.e And if you were healthier and more for your family ),how would that impact your life? How would you feel? Client: States how she would feel as result: i.e. I d be able to be healthier for the long-term. I d be able to be more active with my kids, I feel like I can t keep up with them or play with them and I m always dragging behind. I d be happier with myself. Coach: Let s talk a closer look at that. How does it feel to be not be able to (insert answer from above),i.e. be active with your kids? Client: Well, I feel embarrassed for them, when their friends see me and I m the only parent that is sitting on the park bench or can t go on the camping outing because I can t go hiking and I feel sad that I ve gotten this out of control. Coach: What would happen if you don t resolve this? Client: I d feel guilty. I d feel like a failure. Coach: And how would you feel about that? (about answer to above) Client: Very sad. And worried how my health will be when they are even older. And if I ll even be around for them. Coach: So what you re telling me is that not knowing (insert problem) how to lose weight is quite possibly getting in the way of your happiness and your future with your kids. What s it worth to you to fix that? Client: A lot.it would mean everything.

6 Coach:On a scale of 1-10, where are you in wanting to fix it? Client: A 10. Coach: And if i could help you fix that, would you be interested in hearing how I could do that? Client : Yes! Step 3 - Present your Solution *Focus on results and benefits of your program and the transformation your client will experience. Do not discuss features until you have discussed the transformation. *When you are ready to discuss features, you can simply say: And the way this all take place is... (via phone over 4 session, in person for a one-day intensive, etc.) Step 4 - Step into The Gap and ask more powerful questions What happens next? Your potential says one of three things... *Yes, sign me up! *I ll have to think about it. *I can t afford it. If they say *I can t afford it... It s sounds like Money is a concern for you. Can I ask a question about that? If you did have the money, would you be ready to get started?

7 This question will tell you what is underneath the smokescreen. What is the real reason why they aren t ready yet. Is it money? Or is it time? Or is it that they haven t seen the value yet? Or that they don t know if they ll get the results. Once you uncover what is underneath their smokescreen you can address their real concerns and hold them powerful if they indeed want to make a change. If they answer yes, if they did have the money, they would get started, then that means that money is the concern. Solution: Discuss payment plan options with them or look at creative ways they can finance this opportunity so they can achieve their goal. If they say, I have to think about it... In this case, there s usually something else going on, a deeper concern for them. And this is where your opportunity is. Follow this three step process to uncover what the real reason is: 1.Acknowledge your client - It sounds like you re not quite ready to do this yet, can I ask you another question? 2.Clarify with a question - Do you believe you will get the results you re seeking if we work together? If not, why not? (uncover whether it is selfdoubt or doubt about your program. If self-doubt, let them know you will be there as their coach/guide to support them in achieving their goals. If doubt about your program, then discuss benefits others have achieved or go over any details you may have missed.) 3.Envision their Breakthrough - "What would you have to see happen from working together to make doing this program worth it for you? 4. Remind them of the cost of not working together. What is the cost of not doing this for yourself? 5. What do you want instead?

8 6. Ask them for their commitment - Are you ready to create that for yourself? If you are, I m here to support you in reaching your vision. Are you ready to get started?