Let’s take a little walk down memory lane…
It was my first discovery session in my brand new coaching business.
I had so much success in my first coaching business serving actors that other coaches began reaching out to me for mentorship.
Between you and me… I was SO READY to expand beyond the same actor conversations I’d had for 15 years that I leaped at the chance to meet with my first ever lead for business coaching.
Her name was Monica and I was stoked.
The two of us met at Starbucks on the corner of Westwood and Pico in Los Angeles. I wore a red and white jumpsuit. Monica wore jeans and a crisp white blouse. (See… I told you I remembered all of it!).
The discovery session could not have gone better. In fact, I got lucky and didn’t even have to invite Monica to become a client because she beat me to the punch.
But here’s where things went sideways…
When Monica said, “I want to work with you. How much do you charge?” I said, “Normally, it’s $500 per month, but for you, I can do $350.”
Wait… What?
Sure, Monica was nice and all but it’s not like she was my cousin in need of a “friends and family” discount. She didn’t even say she couldn’t afford me…. I never gave her the chance.
Instead, my fears got the best of me and I offered a discount before I could stop myself.
Has this ever happened to you?
I thought so.
Most coaches just don’t feel as confident selling as they do serving. So, at the end of every enrollment session, things often get weird.
You beat around the bush…
… or apologize.
Like me, you negotiate against yourself…
…or maybe you just say nothing and hope the client will make the first move.
My friend Amber Krzys says that money is just the way we express love and appreciation for ourselves and for others.
So, when I robbed Monica of the experience of investing fully in herself – to express appreciation – I didn’t do her any favors. In fact, I probably did a little harm.
Here’s the thing: Sales is service. They go hand in hand.
So, how did I get over my selling fears so I could truly be of service?
I stopped thinking about it as a pitch or a sale and instead began to see it as an invitation.
My job (and yours too!) is to present and clear invitation to help every prospective client make the right choice for themselves.
It’s not about deciding for them or undercutting your own value out of fear.
Just invite and hold the space for the other person to decide.
Let me show you what I mean…
After you summarize what you worked on together in the session and outlined how you can help them moving forward, simply say…
“I’d like to invite you to become a client.”
Then, stop talking.
Let that invitation land and wait until the client responds. Give them the dignity of their own process here. Don’t jump in with prices, or time frames, bonuses, or discounts.
Let it simmer.
Usually what happens next is that the client will respond with some form of “So, how does that work?” or “What does that look like?”
Now, they’ve asked to hear about your services rather than you just jumping right into your spiel. Or letting fear take over the entire conversation.
Inviting someone to be a client is entirely different from selling your services to them. You’re not asking them if they’ve chosen you. You’re letting them know that you’ve chosen them.
Now, you can approach HOW to make working together happen as a team.
Be sure to let me know what you think over in our Coaches on a Mission Facebook group.
