Four Pillars of Successful Enrollment Conversations.
To become successful in my business, I’ve had to master the art of enrollment conversations. It didn’t happen overnight, believe me. This is where sticking to it, and practicing comes in really handy!
Enrollment conversations, discovery sessions, strategy sessions, or whatever you decide to call them in your business, are a backbone of any coaching or consulting based business. At the same time, very few people are born with the skills to conduct them successfully. In fact, most of us have some degree of resistance to having them, not wanting to appear ‘salesy’, or being afraid of rejection when the answer is ‘no’ .
These fears and objections can appear very real, and keep you stuck. The fact is that for your ‘potential clients’ to become your actual ‘clients’, you need to be able to successfully enroll them, or ‘convert’ them. The higher your conversion rate, the more successful your business can be.
As obvious as all this sounds, many small business owners consider successful enrollment to be their ‘Achilles’ Heel’, and continue to avoid it, while their business, their dreams, and their income suffer.
I wanted to share with you here, what I consider the four pillars of successful enrollment conversations. They are, by no means, an exhaustive list, but practicing them will definitely help you be more successful in getting more clients.
#1 Pillar: the energy you bring to the call, can pre-determine the outcome!
All human beings are equipped with an antennae or a radar, to be able to detect the energy of another being. Whether we are aware of it or not, we somehow know when the other person is angry, or sad, or happy. The purpose of it originally might have been to assure our survival, so that we could detect whether another cave person was about to clobber us or not. Jokes aside, your potential client knows exactly what mood you’re in. So the best thing to do before your enrolment conversation, is to have a little energy clearing ceremony. It could be as simple as taking a few cleansing breaths, getting present, and envisioning a positive outcome. You see the image above ‘I love my clients’? Well, make it ‘I love my potential clients’, and you’re in business!
#2 Pillar: practice passionate detachment!
This is just as important. What exactly does ‘passionate detachment’ mean? It means that you’re passionate about what you do, and about being of service to your potential client, but you’re not attached to the outcome of this particular conversation (no matter how much you need the money now!). It’s not an easy thing to do, especially if you really need the money, but it can be achieved with practice. Again, people can sense the energy of desperation, and it is a repellant, not an attractor!
#3 Pillar: provide value!
Make sure you provide value in your enrollment conversations, regardless of the outcome. You want to make sure that the person walks away with something useful they learn from it, that they can apply in their life or business right away. I’m not talking about giving away the proverbial farm here, or going into all kinds of coaching, but make sure you give something, before you ask to receive. It makes perfect sense here, like it does in other areas of your life. After all, it’s all about creating trust and relationships. Even if it’s a ‘no’ for now, it doesn’t mean it’s a ‘no’ forever.
#4 Pillar: be of service first!
Your overall mindset makes a huge difference to the outcome of these conversations. Be clear of the service you provide to others. The more you are connected to the mission and the purpose of your business, the easier it is to genuinely care about your clients’ results, in this case, your potential client’s results. Just like people can sense the overall energy you bring to the call, they can also sense your level of sincerity. You only appear ‘salesy’, when you care more about the money you’ll receive, than the service you’ll provide!
Speaking of value, I hope you got a lot of value from this article. As always, I’d love to hear your thoughts on this subject in the comments below. Is there something you do, that makes you a ‘client enrolling machine’ haha? Will you share it with us? Is there something you’re struggling with in particular, and need help with?
Wishing you successful enrollment conversations!
With love and bliss,