Become A Health Coach Certification Pillar 2: TCM Skills Week 2 1
Discover How To Describe Your Program To Potential Clients 2
Learning Objectives: Discover how to describe your coaching program to a prospective client. 3
In this video, we re going to share a script for you to model how to describe your program in the Close The Deal Conversation (CTD). First, let s review the 5 segments of the CTD. 4
The 5 Segments Of The CTD 1. Establish Rapport & Pre-Frame The Call. 2. Draw Out The desired Outcome & Vision. 3. Draw Out The Problem. What s stopping them or slowing them down from getting what they want, and what is it costing them to continue to have this problem? 4. Offer Your Program As A Resource. 5. Invite Them To take The Next Step. 5
For this video, let s assume you ve gone through the first 3 segments of the CTD and you re moving into Segment #4, which is offering your program as a resource. There is a VERY SPECIFIC script for this section, and we encourage you to use it as word-for-word as you can, especially while practicing the CTD. 6
Why is important for you to learn and use this script? Because this segment of the CTD is where most health coaches stumble, drop the ball, and turn potential clients off. 7
It s not really their fault; there is no health coach training that will teach you this script besides BHC. Most health coaches will graduate from their health coach certification and then have to pay thousands of dollars MORE to learn what we re about to show you of course, that s AFTER they ve struggled for years trying to get clients. Ugh! 8
I m so thrilled that you re learning this language NOW, so you can save yourself that struggle and heartache. It s also important that you practice using this script wordfor-word as much as possible, because this is the section of the CTD where you are most likely to get nervous 9
If you don t have this script in front of you, you re setting yourself up to stumble when attempting to come up with benefit-rich, compelling language to describe your program. As you ll learn in Pillar #4, when we delve deeper into marketing, you must describe your program in a way that shows clients the RESULTS they will get from working with you. 10
Clients don t care so much about the details of HOW you ll help them get results. They just want to know that you will get results, and that you have a simple SYSTEM for doing so. 11
This calms the client s critter brain and helps make the work with you more tangible and understandable. 12
Here s how the script for describing your program sounds. You can use this script for the 90-day Total Transformation health coaching program, no matter which variation of the program titles you chose from the examples we gave you. This script picks up at the beginning of Segment #4 of the CTD. 13
Let me see if I understand you. What I hear you saying is that you d like to move away from a, b and c [USE CLIENT S WORDS, e.g., working all the time, putting everyone else first, and eating crappy food]... and move towards x, y and z [USE CLIENT S WORDS, e.g., making your health a priority, feeling confident about what to eat, losing some weight and keeping it off for good]. Does that sound about right? 14
Picture yourself and one side of a river, and everything that you want is on the other side. Right now, the river is filled with all the things that get in the way of you showing up for yourself [Insert client s own words from Segment #3 about what stops them, slows them down or keeps them from showing up for themselves. Here s an example: Feeling like self-care is a luxury, not a necessity. Feeling like it s all or nothing if you can t get at least an hour workout then why bother? Feeling like you ve tried so many things in the past and none of them have worked! ] 15
What I m about to share with you is a way to get across that river that is easy and fun. Would that be useful? Great. So, there s a reason that some programs are really effective and others are not. Programs that get the best RESULTS in the shortest period of time include 3 things I like to call these the 3 legs of a stool. You take out any one of them and the stool falls. 3 Legs: 1. The right SYSTEM 2. The right SUPPORT 3. The right ACCOUNTABILITY 16
The right system means the right steps in the right order. I ll share more about that system in a moment. The right support means someone to help encourage you when you re feeling stuck. The right accountability is a kick in the butt when you re falling off track. Most of us know what to do we just don t always do it. 17
Side note: Feel free to choose language that reflects your coaching style. If it s more effective and authentic for you to say kick in the ass, then say that. The more you are yourself, the more powerful this conversation will be for your prospective client. 18
What s one thing that you could be doing for yourself that you re not that would have a big impact on your energy or your mood? [Let client answer.] See, you do know what to do! Without accountability, we don t always follow through, we fall into ruts. It s really useful to have someone to hold us to the highest version of ourselves that we can dream up. That s why it s sooo important to have a coach. 19
So, let s talk about the system. Earlier I mentioned that I would show you how to get across the river in a way that s easy and fun. This is where the system comes in. A system is the right steps in the right order. Literally like the stepping stones across the river. I call this system the Total Transformation System. What occurs for you when you hear the word transformation? [Let client answer.] 20
How would it make an impact on your life if you chose to commit to transformation even just for a short period of time say 90 days? [Let client answer.] Here s how the Total Transformation System works there s 3 steps and as I share these 3 steps, I want you to imagine yourself taking each step and crossing the river. Each step is a stepping stone across the river. Let it be easy.see each step getting you closer to everything you want. 21
A lot of people tell me that the steps seem obvious once I say them this is a great sign! Why? Because it s my intention for you to know what needs to happen to get you from where you are to where you want to be even if we don t work together now. 22
Total Transformation System, Step 1: Set up the conditions for inevitable success. When you have conditions for inevitable success, then follow-through becomes easy. Without this, people inevitably fall back into old patterns and get more of what they don t want. In our first session, we re going to look at how to make you a priority within the context of your busy lifestyle. Most people are surprised to discover that they feel trapped by their lives, their families, their jobs. 23
Total Transformation System, Step 1: This is empowering you to take charge of your life and your health without compromising everything else. The reason my clients get great results with this program is because we re consistently considering how this all fits in with family, friends, holidays, parties, otherwise it s like pushing a boulder up hill. You may feel like you have to choose between your health plan and going out with friends. Well, that s not fun or sustainable. 24
Total Transformation System, Step 1: In this program, I m committed to having it be sustainable, easy, and fun. Does that make sense? Great! Take a step forward with me. I m right there with you crossing the river. 25
Total Transformation System, Step 2: What to eat for your unique body type some people burn fat best, others need more carbs or protein. Without this step you may eat foods commonly deemed as healthy but you don t [insert client s desired result, e.g., lose any weight or lower your blood sugar ]. People often wonder why they can t lose weight [or insert client s desired result] or feel like they plateau no matter how much they exercise or how much salad they eat. We want to find out as quickly as possible which foods are optimal for you. 26
Total Transformation System, Step 2: You ll know exactly which foods are most fat burning in your body, which foods give you energy and which foods take away. Again, let s take another step forward. 27
Total Transformation System, Step 3: How to turn these healthy habits into behaviors that last! What percentage of people do you think lose weight and then gain it back within 6 months? [Or insert common statistic around clients desired outcome.] 98%! That s because they are missing this step. The diet mentality is based on deprivation. You get quick-fix results because you re able to deprive yourself for a temporary period of time. 28
Total Transformation System, Step 3: So, we can look at what the 2% of people losing the weight do and keeping it off do. That s the category you want to be in. People who successfully lose weight follow the 3 Steps: 1. Setting up the conditions for inevitable success. 2. Finding out which foods are right for your body. 3. Turning these healthy habits into behaviors that last so they become your way it s simply what you do. 29
Total Transformation System, Step 3: By the end of the 90 days you are going to have different rituals, different habits, and feel totally transformed in your body and what we re aiming for is not some quick-fix diet, but rather making those changes last. What is most resonating for you in this system? [Let client respond.] Does this sound like something you d like to be engaged in? [Let client respond.] 30
Total Transformation System, Step 3: What I think I m here to help you with is to follow through in a way that you never have before. This is an invitation to get curious about how healthy you can be, to become a stand for transformation for the next 90 days. 31
Segment #5. Invite them to take the next step. If we were to work together, when would you ideally like to get started? and now you re into Segment 5. 32
I just want to point out some things that are going on here under the radar in Segment #4 as you re describing your program. 33
You are asking for permission to share how you can help solve their problem. Getting their consent builds rapport and means they are interested in going forward. 34
You re not talking at your client; you re interacting with them. This also helps you get confirmation that the client is with you following along with the river analogy and program description. 35
You re also answering objections while talking about your program. The best way to handle objections is to address them before they even arise! 36
How did I do that? By showing that I ve thought this Total Transformation System out. This isn t just some haphazard thing I threw together. 37
Let s look at how I handled objections specifically in the script. 38
For example, in Step #1 of the Total Transformation System, which is set up the conditions for inevitable success... I said: When you have the conditions for inevitable success, then follow through becomes easy. Without this, people inevitably fall back into old patterns and get more of what they don t want. In our first session, we re going to look at how to make you a priority within the context of your busy lifestyle. 39
For example, in Step #1 of the Total Transformation System, which is set up the conditions for inevitable success... We re actually answering two objections here. 1. Recognizing that life gets in the way of prioritizing self-care. 2. By mentioning something that will happen in the first session that they will look forward to, this addresses the objection I don t know if this will work for me or if I will follow through. 40
Here s another example 41
The reason my clients get great results with this program is because we re consistently considering how this all fits in - with family, friends, holidays, parties, otherwise it s like pushing a boulder up hill. You may feel like you have to choose between your health plan and going out with friends. Well, that s not fun or sustainable. In this program, I m committed to having it be sustainable, easy, and fun. The objection I m addressing here is: I don t know if I have time for this my life is so busy and I can t stay home and cook and eat weird diet foods. This might be too hard. 42
This is ninja coaching in action!!! Pretty cool right? What s even cooler is that you don t have to figure it out it s all in the script for you. 43
Even though we are answering objections throughout the CTD, there may still be some that come up at the end. In the next video, we ll share with you exactly what to say when someone says, I can t afford it or I have to talk to my spouse or let me think about it. 44
In the meantime, we ve tied the whole CTD together for you. You have a handout under this video called The Complete Closing The Deal Script. 45
This handout combines the 5 segments of the CTD along with the complete script for describing your health coaching program. This is the handout you ll print and have available as a cheat sheet for all your CTD sessions. 46
Now that you re familiar with the complete CTD, in our next video we ll show you how to coach on objections so you can turn no into yes. 47
Before you go, leave us a comment and let us know Are you getting excited about practicing the Closing The Deal Conversation? 48