If you’ve followed me for any length of time, you know that I am a BIG believer in the power of Sample Sessions for signing new coaching clients. However, if you’ve ever tried my Sample Session methods in earnest, you know that hosting a complimentary Sample Session with a potential client does not magically take one from “I’m interested” to “sign me up!” Sample Session successes (moving a client from a potential to paying status) are part-art-form, part-science. After years of experimenting with Sample Sessions, I’ve learned what the art and science behind what works…and what doesn’t.
Here are three tips to fix your Sample Sessions so you can convert more paying clients from “Potential” to “Paying” ones.
1. Set clear expectations at the beginning of each session.
What can the person you are coaching expect during and from the Sample Session?
Use this “expectations zone” at the beginning of each Session to prep the client that this is not just a Coaching Session…this is also an opportunity to see if you are a match for working together more.Train their brain from the get-go that you are seeking a business relationship with them.
2. Send out info about your fees beforehand.
Don’t make the mistake I did of always waiting until after the Sample Session to talk about the money end of things. The amount of your fees–no matter what they are–is something that people want to know going into the Sample Session. It helps them prepare (i.e., can I afford this, how can I budget for this, etc.) and make the decision to say YES to you immediately upon completion of the Session. You want to make sure that they have everything they need in order to say YES to you before you walk into that Sample Session so that when the time comes to pull the trigger, there are no hesitations.
Also, and just as important, if the potential client is unwilling or unable to afford you, you want to find that out sooner rather than later. You may decide you don’t want to waste each other’s time on a Sample Session if there’s no future together (or you may decide to do it anyway–you’ll have to talk it out with your client to decide what’s best for the two of you).
3. Ask for the business.
Don’t forget to ask the client to work with you! They want to feel special and be invited into your sacred circle of coaching…let them know that! One of the biggest mistakes I see newer coaches make is this: they assume the client will ask them “how do I move forward with working with you?” instead of taking the reigns and doing the asking themselves (as the professional coach). Make sure you always speak up and ask for the business!
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