I had a great conversation with a fellow entrepreneur who asked me… ”How do I get more people to work with me?”
What a great question!
First, you have to get potential clients to raise their hands to talk to you. If you struggle with that, here is a good article that shows you the exact process to get clients on the phone with you.
But what do you do once you have them on the call?
I love this question! This is the best part of my job – talking to potential clients!
So, for starters, let’s assume you are speaking with someone who responded to one of your Calls to Action.
Let’s start with what NOT to do:
- Don’t immediately start talking about yourself
- Don’t immediately start talking about your program or how you can help
That is called “selling”, and if you’ve ever had anyone try to ‘sell’ you, then you know how quickly you try to get off the phone and get away! That’s NOT the reaction you want your potential clients to have when they talk to you.
So, what do you do?
If the person responded to a Call to Action, the FIRST thing you must do, is solve the original problem they came to you with.
Let’s go back to our Parenting example. If your potential client called to talk about ‘how to put their kids to bed in 30 minutes or less’, you need to ask a few questions. You need to find out 2 things
- What does the potential client want?
- What is stopping them from getting what they want?
These are the 2 MOST CRITICAL things you must know.
Because you don’t know how to help them until you know what they want, and what is stopping them.
Next – you must solve the original problem they came to you with… So teach them a process to ‘put their kids to bed’ (or whatever problem your Call to Action solved)!
Once you’ve done this, you’ve accomplished 2 very important things. First, you increased your “Know-Like-Trust” factor with them, and second, you’ve identified if they could be a candidate for your program.
Only AFTER you’ve solved a problem for them, and learned a little about whether they are a good fit, can you open the door to a conversation about your services and offers.
Collectively, this process is all about the art of enrollment. Enrollment differs from selling in 1 critical way – Selling is where you are ‘pushing’ the client to sign up. Enrollment is where the client is allowed to ‘pull themselves in” to your program. Selling is you convincing them of your value. Enrollment is the client convincing themselves of your value.
Enrollment requires you develop and use skills from all 7 of your chakras. Enrollment is a skill that requires time and practice to master. Which is why I teach my own unique Chakra-based Enrollment Process to all my coaching clients.
Regardless of the type of services you offer, Enrollment is a skill you MUST master. It can literally be the difference between a successful, thriving and soul-satisfying business… or one full of frustration, scarcity, and limitation.