Do this on a sales call to dazzle prospects
Written By Dino Gomez
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Hey, you guys, Dino Gomez here and you are listening to the Secrets of Coaching podcast, where we break down the nuances of growing a seven figure online coaching business. And we are about to get started in 3 2 1.
In today’s episode, we’re going to be talking about how to add value on a sales call that is going to build massive, massive connection with your prospect and really position you as the authority in the marketplace, which allows your prospect then to see what it would be like to work with you. And you’ll notice how much easier it is to have a great connection and to give your prospect the opportunity to make the right decision to work with you if it’s a good fit for both parties. Let’s dive into this.
Alright, guys, hope you’re doing amazing.
Dino Gomez here, and it’s really awesome. This past month, we did exceptionally well in cash collected as well as revenue we had. Let’s see, of all of the clients that joined in the past 30 days, all of them except one were pay in full, which is awesome. Just dream clients, incredible individuals. We’re excited to work with them. They’re excited to work with us. Just really cool. And so I took a bunch of those calls and I like to take calls. I enjoy sales. I enjoy connecting with our clients, especially if we’re going to be working with them for six months, like really getting a chance to know them before they come on board. And it actually just fosters having a great relationship with them as well because obviously they’re going to be working with me and the other coaches and so forth. And so we get to know them from the very start as they come in. And so one of the things I love to do on an enrollment call, so to speak, is add value. I like to add value on the call so that even if the prospect goes, you know what?
This isn’t the right fit for me. They still go, I’m glad I took that call. That was valuable to me to sit down and speak with the seven figure visionary team, whether that’s me or someone else on our team, because that was helpful, what they explained to me on that call. And so we like to add value on our sales calls. We have a lot of clients that join because they’re appreciative of that. We’re not just sitting there ramming our service down their throat, so to speak. Instead, we’re building connection with them. We’re really understanding what problems they have, where they need support. And if they’re right fit based on their problematic areas and we know that we can help them with those areas, then we go ahead and present our offer, and then they decide if they like our offer and want to join. And through the sales process, I was talking with a prospect a week ago. And before the call, I went through her social media. All right, so I’m doing a little research prior to even speaking with her to kind of get a sense of her niche and the area that she’s working in and these different types of things.
And she has a great social media presence and a bunch of followers on Facebook. She’s kind of like an influencer, so to speak. And I was like, okay, she looks incredible. So I’m really curious what she’s looking for help on help with now, one of the things I did notice, and this only took me guys about five minutes to do. But I do have a keen eye for this, just having worked with thousands of clients and being able to look through marketing with that level of experience. So one of the things I noticed is that in the last 45 days, she hadn’t made a single public offer that I could see on social media. So she was posting almost every single day, and it was valuable content. She was doing podcasts, and she was doing Facebook lives, and she was sharing client testimonials, and she’s doing different things. But in about a month and a half, I did not see a direct offer where she said, hey, come work with me for these reasons, here’s what to do. If you want to book a call with me or if you want to learn about our program or last chance to join our program for this cohort or whatever it is, right?
I didn’t see any of that in about 45 days of going through her content. Again, I did all this in about five minutes. So on the call, I was speaking with her and I was like, hey, what’s going on? And she’s like, Historically, what always happens in the time of the recording? We’re just now starting February. And she’s like, Historically, December and January have always in about four or five years of me running my business, they’ve always been bad months for me. And she’s like, there’s a few reasons for that. She’s like, One, these are always are not my favorite times of the year. And so she’s like, kind of that affects me emotionally, and I don’t show up as much and so forth. But she’s like, Otherwise, I’m always in a different coaching program. I’ve had so many different mentors. We haven’t been able to pinpoint. Nobody has been able to pinpoint why a sales drop through December and January for me. And she’s like, the rest of the year, it’s good. So she’s like, I want to fix that. And simultaneously the rest of the year, obviously, I want our numbers to increase there and our impact to increase there as well.
So I just want everything to improve, especially figuring out what’s wrong with January and February. And then, I’m sorry, December and January. And then I also want to make the rest of the month that much bigger. I was like, awesome, okay? I was like, do you have any reason or any like, why do you think these months are historically slow for you? Right? And she again, couldn’t really look at it. And this is why everybody needs a coach. This is why I have coaches is sometimes we’re just so close to something that we can’t see it, right? And so she’s like, I don’t understand. I show up every single day, even in December and January, and I post and I do all these things, and we just don’t have sales come in. I go, well, I looked through your social media and I said I didn’t see you make an offer at all in December. And I didn’t really see many offers if maybe one in January. So there was a 45 day window where you did not have anything for sale, so to speak. So it’s like people couldn’t have even bought because there was no opportunity for them to buy.
And she’s like, oh, my gosh. We pulled up her social media and looked at it again. She’s like, are you sure? I thought for sure at least once a week. I was saying something about our program and get in touch. And we looked at it again, and she was like, oh, my gosh, you’re right. There was just no offers out there so people can’t buy what they don’t know is for sale. And of course, with your content, you want to have a mixture of giving value and demonstrating your expertise and telling stories, building connection and offers as well. But the offers have to be in there somewhere. So I was able to see that in five minutes. Now, normally when you give value on a sales call, give value and then follow up with a question, I gave value there. And she’s like, wow, this is Rad. Like, I’ve never been on a call like this before. I can really tell you’re really good at what you do because you’re able to figure that out so quickly. And all of my other coaches, nobody could figure that out, nor would they spend the time to actually look through my social media and audit it.
And I was like, yeah, that took me five minutes to do. I was like, what else do you think I might be able to uncover for you that you’re not seeing? And do you think there’s other areas like that, that if we were to work together for six months, how many potential other opportunities exist that you’re unable to see that I could potentially pinpoint for you? And how much could that potentially grow your business by and just make life easier for you? Right? And so she was like, yeah. She’s like, absolutely right. And so she came on board, and we’re super excited to work with her. Awesome, awesome individual. But that’s what you want to do, right? Is you want to give value, but you also want to still simultaneously ask questions, because if you are giving value, there’s so many different ways that you probably can give value. Right? And that doesn’t mean that’s all you have to offer. So it’s not going to as long as you do it in this format. I was very clear. I didn’t want to say, yeah, that’s all you need to do, make more offers, and that will solve all of your problems.
That’s just not true. Right? So I gave her value, and I was like, you need to make more offers. And so I was like, that’s one piece of it. But I haven’t looked at any of the rest of your business. And so I was like, how many other things would we find together? See together, right? And so she understood how much potential other value is there. But because I demonstrated that expertise that differentiated us from everyone else in the marketplace, she’s like, this is the easiest decision ever to join. So that’s a cool one for you guys. Again, we have a lot of our prospects and our clients, they say thank you after the sales enrollment call because we build connection with them. We get to know them as an individual. And then sometimes we say, hey, we can’t help you, unfortunately, with your niche, with your position, the way you want to do things. It’s outside of our model and what we do. So you’d probably be better off with another coach who teaches the thing that you’re looking for and wanting to do it in a certain manner because we teach it and we believe in a completely different model.
Sometimes we are very straightforward like that as well, but we always like to get value, and that serves us. And so if you want sales calls to go, one of the reasons I love them is because I never feel like I’m selling anybody anything. I’m just conversating with a friend and they go, hey, this is awesome. I want more of this. And so if you want that to be the flow which leads to fantastic client relationships, then think about how can I give value on a sales call? And of course, if you’re listening to this and you want to launch your coaching business or you have an existing coaching business and you want to grow, book a call with us. Right? We’ll give you value on that call as well. And then if we’re the right fit, we can tell you about seven figure visionary, and you can decide if you like one of our packages. So there is my shameless self plug. But you got to make offers. That’s what we’re talking about. So that’s it for this episode, guys make today. Great. We’ll see you guys on the next episode.
Hey Dino, Gomez here and if you enjoyed this, so be sure to head on over to the secretsofcoaching.com for more resources, downloads, videos and cheatsheets to help you grow your online coaching business. All right. And if you picked up a cool tip or strategy from this particular episode, we would love a five star review where every single month we choose one lucky winner to win access to one of our coaching programs. All right. So that is it for this episode. Guys, we will see you in the next one. Bye.
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