198: The Secret to Answering Potential Coaching Clients' Objections

This episode is a mindset shift and hack for that moment when your coaching prospect starts to question you or object about your program as you are trying to enroll them. Find the full transcript with notes you’ll want to refer back to at prosperouscoach.com/198.There you are in a Discovery Call to enroll a new coaching client into your Signature Program. You are connecting, enjoying each other, engaging with curiosity. You’ve learned some things about them and they have about you too because of the way you are showing up.Then, the moment comes for you to invite them to enroll. Suddenly your energy, your pace, and maybe even your tone of voice, shifts. You go shaky inside. Imposter Syndrome jumps in. Fear takes over.And, you’ve stopped using coaching skills in the conversation.·      Now you’re performing when before you were connecting.·      Now you feel attached to outcome when before you were present and detached.·      Now it feels like it’s all about you when before it was all about them. But in fact, nothing had to change.The conversation is still about them even if you are sharing the details of your program and inviting them to enroll. And, you still have all those powerful skills at the ready – messaging, reframing, asking powerful questions, listening, intuiting, using perspective to help the person see things a new way.It helps to remember that marketing, enrolling and selling are ALL in service to your prospective clients. You do those things as part of your service because without those things your coaching clients won’t get the value of your support.The Big Scary Objection QuestionsWhen you enroll clients use all the same skills that you do for coaching. Move into your invitation seamlessly. Connect rather than perform. Stay detached. Listen closely even if they ask you “big scary” questions like these …·      What makes you qualified to do this?·      How do I know you can help me?·      Do you have references?·      Are you certified?·      What results have your other clients had?·      What experience do you have in helping people like me?·      Why do you charge so much?·      How will I afford this?If you need help acing the enrollment process, it’s one my superpowers so grab a Strategy Session with me at prosperouscoach.com/strategy.And to learn the secret about answering prospect's objections read more here.