We just launched our Passion into Profit program and I had the great opportunity to have many powerful conversations with individuals who have mustered up the courage to become self employed and join the rewarding profession of professional coaching and consulting.  During these conversations a common theme, (fear, concern) continued to surface -“I love what I do but I hate selling.” Ok not all of them used the word “hate” but over the years working with self employed professionals, many share their discomfort in having to sell their services.

Can you relate?  The truth is people do buy people – if they like you, trust you and believe you can help them get what they need, they will invest in your services. At the end of the day, like it or not as a self employed professional you are selling yourself.

My advice is to let go of the word selling all together, for many there is a negative connotation linked to the act of selling. Stop selling and start enrolling. What’s the difference? Selling usually refers to attempting to influence someone to buy your service. Sometimes it works, sometimes it doesn’t. And a lot of times, it can be uncomfortable.

When you enroll someone, you are having a conversation where you are inviting them to explore the possibilities they could create in their life when they purchase your service. Simply put, enrolment is the art and practice of generating a spark of possibility for others to share. When we step into the enrolment conversation, the focus becomes about the needs of your prospective client and you enter what I call “coach position”; you become curious, you ask questions, it becomes a process of connecting with people on a deeper level, learning who they are and what they really want in their life.

During the enrolment conversation you will do 3 things:

1. Show up with an intention to SERVE people, not sell them.

2. Ask questions to get to know people and find out WITT – what is important to them? (What problems do they have? What solutions are they after)?

3. Listen carefully and make a recommendation about how your service can help them get what they want (if that indeed is true).

People naturally move forward when they see an opportunity for themselves. 

By taking this approach, you will build the skills to make a huge difference in people’s lives – now that is a lot more fun then selling!

Turning Prospects into Clients…

Does your business depend on your ability to influence?

I am very passionate about helping others enjoy and increase their effectiveness with what I call the ‘enrolment’ conversation: the conversation that moves from “hello!” to the sale.  

I created a workbook and two audios called How to Turn Prospects into Clients with the Complimentary Session. It’s an inside look at a system that I have developed over the years to put the fun and connection back into “sales”.  It helps people: 

• Feel more authentic, confident and comfortable talking to people about your business
• Know what questions to ask to connect deeply with people and ignite their motivation
• Develop a deeper understanding of the psychology behind influence; not just what works, but WHY it works
• Develop the skill and confidence to approach potential clients and effectively guide them to do business with you
• Better qualify prospects so you don’t waste time with the wrong people.
• It is a system that sets up the condition for people to say yes in wanting to work with you!

If you are coach or a consultant click here to find out more about Turning Prospects in Clients with the Complimentary Session visit www.teresia.com/products/prospects.html

Click here to download Rae’s story:

Rae Chois

Rae T. Chois, ICF Master Certified Transformation Coach
Erickson International Training & Certification Faculty www.erickson.edu