Let’s get psychological for just a sec…
As humans, we’re motivated in two ways.
Up first: Inspiration Motivation
Think of this as moving toward something you desire. Steven Spielberg said that he finds the energy to pursue his next film by picturing the finished product on the big screen. That’s inspiration motivation at work.
Then, there’s Discomfort Motivation
In other words… moving away from something you want to change. For example, right now my jeans are snugger than I’d like. I’m literally uncomfortable twisting my fingers around the button fly, so it’s time to hit the gym, drink more water, and cut back on chocolate.
If you want to help a potential client tap into the motivation they need to invest in coaching now rather than put it off, you’ve gotta address both the inspiration they seek as well as the pain that they’re in.
Here’s how…
Inside your free discovery sessions, be sure to ask a future focused question.
I learned this approach from Dan Sullivan and when applied correctly, you’ll not only transport your client into a groovy new picture of what life could look like when they have what they want, but you’ll also insert yourself into that picture. #stealthysalestactic
The Future Focused Question is designed to reveal:
How open the client is to trusting you with their answer
What is most important to the client right now
What goals they have for their future
Here’s how I ask a future focused question:
Imagine it’s one year from now and you and I are celebrating because you’ve accomplished more than you thought possible. What would you like to celebrate together in a year?
Your client’s answer to this question gives you a clear vision to work toward in your discovery session. It also connects them to a fabulous sense of what’s possible when they have the right support (ahem… you).
But that’s not enough.
Now, it’s time to tap into some discomfort. Sure, inspiration motivation is great, but it doesn’t spark urgency. Only discomfort motivation lights that much-needed booty fire to get the client invested today.
Here’s what I mean…
Without blaming or shaming the client, tap into the obstacles standing between your client and their fantastic vision for the future. Be sure to ask empowering questions that reveal where the real coaching work must happen without completely raining on your client’s parade.
Goodbye Blaming questions:
What’s stopping you?
What haven’t you been able to do this up until now?
Hello Empowering Questions:
What obstacles do you think could make achieving your goal more challenging?
What do you need to learn in order to accomplish this goal.
What support do you need to accomplish this?
Now that you’ve got a clear picture of what your prospective client wants as well as clues about the inner and outer obstacles standing in their way, you have all the intel you need to host a discovery session that makes a real difference for them.
It’s all about striking the perfect balance between pain and gain. When you do, your new client will feel invested in their future and so super motivated to make changes right away. Share your thoughts over in the Coaches on a Mission Facebook Group.
