25: The Irresistible Thing About You That Enrolls Coaching Clients

This Episode is part of the Smart Mindsets & Habits series. Today we're exploring how to show up for Discovery Sessions and other enrollment moments in a way that inspires a person to sign up for your coaching programs.I'm glad to report that I no longer worry about the enrollment moment, even when I'm sharing the price of my signature VIP mentoring program. There are a few reasons for that ...First, I've been having Discovery Sessions nearly every week for the last 17 years. Experience does count.If this is a scary thing for you, that's understandable.Have as many Discovery Sessions as you can, because you'll get better and better at it. And, it is the best way to enroll clients.Another reason I don't worry is that I've learned to detach from outcome. It's a critical mindset for anyone who is selling something — especially when you're selling you! And the amazing thing is that taking the expectation or desperation for 'yes' out of the moment actually relieves pressure for both you and your prospect.They sense your ease and THAT is attractive in and of itself.I've talked about Discovery Sessions in episode #19, which you'll find helpful if you missed it before. And in the show notes for that episode you can get a copy of my 10 step cheat sheet with enrollment questions and a Discovery Session process that works beautifully. Find it at: prosperouscoach.com/19For this episode, I'm diving into more mindset pieces. And mindset truly is something you can control.Don't Perform. Connect.Thank goodness that we live in a time where realness is valued. Not very long ago stiff professionalism was revered. In blogs, presentations, speaking gigs, the style was to show up buttoned up and polished.Can you imagine?It's not like that anymore. In fact, most people in most circumstances prefer a more relaxed, accessible style.So as a coach, whether you're writing web copy or social posts or giving a presentation, the rule of the day is be yourself. Connect.Don't bother trying to be perfect.That's doubly true for the enrollment moment whether that's in a Discovery Session or at the pitch point in a webinar.Honor Them With VulnerabilityYou know who taught me how to enroll? My clients. And also the prospects who walked away.Over the years I noticed something that perhaps should have been obvious ... I noticed that when prospects showed up enthusiastic I wanted to work with them!My favorite clients are authentically enthusiastic people. They are simultaneously enthusiastic and doubtful. Enthusiastic and fearful. Enthusiasm can carry through and stand out over other emotions.And so I learned from them that enthusiasm is irresistible!And there's something else that draws me to people who are a good fit for me ... vulnerability.Okay, you might be thinking ... "But Rhonda, they are the prospect, the client. You are the professional so you have to show up differently."Not so much.When I work with coaches I encourage them to say to their first few prospects something like "I'd love to have you as one of my first clients." That vulnerability will absolutely be appreciated. And it let's you be where you are in your stage of business rather than having to pretend.... Find more about how to be REAL and enroll more clients even as a new coach here.