You’re familiar with the scenario: You invite a prospective client on a strategy call. You’ve done all your homework, checked their website and social profiles – you may have even gotten them to fill out a pre-qualifying questionnaire.
In other words, you’ve identified this person as the ideal client for your services. You’ve got a general idea of their problem, and you’re totally confident that you have the right solution for them. All it takes is a few minutes of your time and the client will be clamouring to work with you.
They’ll be ready to say “yes!”
The day of the call arrives and all goes well. You connect with the client and explain to them exactly how to solve their problem. The client is duly impressed with your knowledge and experience. You’re happy, they’re happy.
And then it all goes wrong.
The client doesn’t sign up, nor are they in any hurry to say “yes” to you now, or in the future. They thank you, and then disappear into the sunset, never to be seen again.
So why did this happen? The reason is painfully obvious, though often it’s only discovered after the fact, if at all. The answer is found in this sentence:
“You connect with the client and explain to them exactly how to solve their problem.”
They didn’t sign up to work with you… because they didn’t need to. You provided them with a solution, and it didn’t cost them a cent.
This issue happens to far too many coaches, and it comes about because of their passionate desire to serve. In their haste to impress this potential client, the coach ends up giving away the farm, offering so much information that the client no longer needs anything else.
You’re basically talking yourself out of a sale.
So what’s the real purpose of a strategy session? In order to approach a strategy session in a way that will avoid the temptation to give too much, you have to look at it like a doctor.
The primary purpose of a strategy session is to diagnose the actual problem. No doctor would make a prescription before understanding what the problem is, and the same applies here.
There are three parts to a successful strategy session:
- The Diagnosis. Here you identify the problem in detail. This will come from your conversation with the client, and the answers to your questions. During this stage, you may discover that there’s a deeper issue to be resolved than what you originally thought.
- The Prescription. In this stage, you can provide the client with a structure for the steps involved in solving their problem. Note that this is just a structure, not the details. Suffice it to say that this “prescription” should involve working with you directly.
- The Offers. Once you have your diagnosis and a plan of action, the final stage makes use of the Rule of Three. This involves offering the client three distinct offers – a low, medium and high commitment from the client in time and money. This makes it much easier for the client to say “yes” to you… which is the whole point!
Strategy sessions are powerful tools for sales, but only if handled properly. Remember that you’re offering them the opportunity to make a major transformation in their lives – the last thing you want to do is give it away.
If you’d like to learn more about making your strategy sessions more effective, please reach out. Here are 4 different ways I can help you grow your coaching business:
1. Grab a free copy of my ebook, “Set Your Sales on Fire: Seven Steps to Yes!” Discover the roadmap that’s generated millions in sales over the last seven years, used by both myself and my clients to create powerful, highly converting sales calls!
2. Join the Sales On Fire Community and connect with coaches who are scaling too. Be a part of my Facebook community, where smart coaches learn to attract more clients and increase their impact and profits!
3. Apply for a free 30 minute “Clients and Cash Strategy Session.” Join me as we map out a quick three-step action plan to get your business moving in the right direction. You’ll leave the call with clarity, confidence and the tools you need to take your business to the next level. Reach out to me here firstname.lastname@example.org with “Strategy” in the subject line and I’ll send you details.
4. Work with me directly. If you’d like to work with me to help you get from “Where is my next client coming from?” to predictable high paying clients, simply reach out email@example.com with “Private” in the subject line. Tell me a little about your business and what you’d like to work on together, and I’ll get you all the details!