Conversation Guidelines

The main goal of the conversation is to understand the client’s real needs and whether there is an offering that can solve their problem. I.e. - get the client from where they are now to where they want to go in less time and with fewer resources.

• Make the client fit with you, not the other way around. You are at most 50% responsible for the outcome.

• Most should be problem-aware. Make sure they are aware of the problem in the most loving and compassionate way.

• For solution aware: Can I really help them? Do I really have a solution?

• Choose the ones you feel like you resonate with. What do you say no to?

• Start from a place of confidence that your offering is what will change their lives

• 80:20 client/coach talking ratio

• Ask questions to understand where they are, and qualify whether they are interested in what you have to offer.

• Make sure you know how to get them from where they are, to where they want to go

• Stay positive and find the positivity

• I ask questions, you do awesome shit, I get paid, your life changes.

• “Have you done this kind of work before?”

• Find out about their values - “How does this relate to your purpose?”

• “What does success look like for you?”

• “What’s been holding you back so far?” or if they already tried something, “Where did you get stuck?”

• “What’s next for you, where do you want to go?”

• “How can I be helpful?” or “What do you think you need from me?”

• Explain your role and mention why your skills and offering are important.

• Make them understand for themselves that working with you is going to be their best option for long-term success.

• Grow the person so the obstacle is smaller.

• Communicating urgency and moving them from to problem-aware: Research why it’s important for the client to have your service right now and why they will suffer from waiting. This approach is moving closer towards hard-selling, which is not always mindful.

• Communicating the scarcity of your offering can create interest and an understanding of the demand. Be honest with your limitations.

• Book a meeting - from a meeting

Progress through each step if you know how to continue authentically, without overselling or lying. If you can not solve the problem or don’t know how, don’t waste your time.

• Clarify why they are there - What’s the problem?

  • How would they describe the problem they were facing?

  • How do you keep your team aligned on your mission and values?

  • How do you understand your market and audience’s needs?

• Repeat the problem - What I’m hearing is, you’re struggling with this?

  • It sounds like XX is your goal?

  • Does that sound about right?

• Overview the past pain - How have you tried solving it?

  Paying close attention to bottlenecks and how they see their environment, use language and describe problems.

  • What have you tried so far to accomplish this?

  • How long did you do it for?

  • How long ago?

  • How did that work for you?

  • What else have you tried?

  • → Explain it’s not their fault, they were close, just missing a piece

• Sell - Can I tell you how we solve this problem?

  • We’ve solved this problem for ourselves in the past.

  • We’ve seen that there are three things (name them) that make clients successful.

  • Provide free advice. What could be done at zero or very low cost?

  • Would you like to hear how the program works?

  • Not jargon - simple metaphors, examples and stories from the past.

  • External accountability, we do the stuff you don’t want to do.

• Explain away the concerns - Here’s why you don’t need to be concerned

  • Stories about what we sell - Value (vs. price)

  • Money-back guarantee

  • Obstacles you encounter in the red zone/conversation (re-articulate the problem, based on past agreements on a problem).

  • Circumvent, Past Agreements, Forgiveness

  • What’s your main concern?

  • Do you think what we are doing can meet your needs? Do you want to work with us? Do you have budget? - Yes? Let’s go.

    • Best case, worst case.

  • No-based questions for confirmation: “Would you be opposed to starting next Monday?”

• Reinforce the decision - Remind them why they should keep overcoming their pains

  • Personalised video/voice memoSwag immediately sent overHandwritten card