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4 things your prospects never tell you during enrollment conversations… and what to do about it!

Melinda: Hey, there! Today I want to share with you four things that, when you’re having enrollment conversations, or maybe you call it sample sessions, or a sales conversation, four things your prospects will never say to.

You now, there are four things that we’ll hear a lot, and it usually goes something like this: during that conversation they might say to you is “I can’t afford this, I don’t have the money right now.” Right? That’s one of the common objections that comes up. The second one that you’ll hear is “I don’t have enough time, I’m too over committed, I’m involved in other stuff”, or different variations of it it’s another objection. The third one is “I need to talk to my spouse, or my partner, my wife”, or whatever, some variation of that. They’ll also tell you that. And then the other one that they’ll also tell you will be some variation of “I don’t think this is right for me.” That’s what they will tell you.

What they won’t tell you is, when they talk about “I can’t afford it”, what they’re really saying – or not saying – what’s really going on is they don’t yet see the value in what your services will do for them. So it’s not a money issue, it’s a value; they don’t see the value issue. When somebody shares time “I don’t have enough time” what they’re really saying is “I’m not prioritizing this in my life yet”, or “I don’t know how to prioritize this in my life”, so it’s not a time issue, it’s a priority issue. When they say “I need to talk to my spouse” it’s a tricky one, because they might need to. But one of the things I like to do is make sure “are they committed?” Don’t let them, because what they’re not telling you is: “I’m blaming my spouse, because they’re not here to defend themselves, so it’s a lot easier for me to wiggle out of this conversation.” So that’s what’s going on underneath it.

And then, the last one is, what they’re not telling you is: “I don’t trust myself to follow through on what you’re telling me is possible.” So the next time you’re in the enrollment conversation, listen to what’s not being said. It’s one of the greatest coaching skills out there, it’s one of my favorite coaching skills. Listen to what’s not being said. They might be saying with their mouth
“I can’t afford this”, but listen underneath that, hear what’s not being said, and address the real concern. You’ll have more effective conversations, you’ll get to the heart of the issue, you can bring your coaching into these conversations, and coach them in the clarity and commitment, and have a much more effective enrollment conversation, to get those clients saying “yes”, or get them clear in their “no”. Whichever one, we want them to be clear.

Posted in: Professional Development, StartUp Coach, The Coaching Lifestyle Podcast

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Where to find new leads… how to find new clients… how to find new people to talk to… coming right up!

You asked… I’m delivering…just for YOU!

Catch it here and join me at 1:00pm EST today for a free training: https//coachesconsole.com/8steps

Melinda: Hey, gang! Good morning! It’s Melinda here.

And you know, all the time people are asking me “Melinda, how do I find more people to talk to? How do I get new leads? How do I find new clients? Like, where do they come from? How do I get in front of them? How can I have conversations?” And this is a big, just a big topic for a lot of start-up coaches. Heck! It’s a topic for established coaches. If you sit down to your desk and you don’t have enough names on your contact list, or you’re not getting enough sample sessions, I’ve got some information for you today. There’s three things that I want to share with you now, and then I’m gonna be spending a lot of time this afternoon on a free training that I want to make sure that you’re on.

And right now what I want to share with you is, when it comes to finding new people, the first place that I see people jumping to is the “where” statement: “where do I find them, where do I locate them?” But there’s two things that you have to know first. If you don’t know these things, that’s why locating them often feels hard. If it’s not effortless, you’re probably not paying attention to these two things. I’m gonna talk more in detail on the training later today about that.

But the first thing is: know who you’re talking to. You know, I used to go to a networking group here, locally, and there was this one guy, and he would stand up every week and he would say: “anybody with a pulse, I’d love to talk to them.” That doesn’t really cut it, right? It’s like, okay for real. Like, who’s your client? What kind of transformation do you provide? Who do you
love working with? All right, so know who you want to talk to, and and what describes them. Not by demographic, not by characteristics necessarily. But you got to know the collection of individuals that you want to be in front of, that want to hear what you have to say. Because “anybody with the pulse” may not have the need for what you’re offering. So you gotta know who you’re talking to.

The second thing is to know how to talk to them. So many times, what I observe with our clients and participants in our programs is: they’re actually getting in front of a lot of people, but they don’t know how to talk, they don’t know how to say things, or how to communicate with them. So the opportunity falls flat. And they they’re not even realizing that it could have been an opportunity. So you also have to know how to talk to them. Again, I’m gonna go into more detail on the free training later today about that.

And then, number three: you can finally begin to locate where to find them. Because when you know who you want to talk to, and you can describe that segment of people, you know how to communicate with them – the phrases, the language, the words that they resonate with – then it becomes easy to locate where do they hang out. And, in fact, on the training this afternoon, one of my favorite parts of the training is probably, if I had to guess, is probably going to be: maybe not quite halfway through the training, I’m gonna give you twenty places, twenty different ways and places that you can find new leads, and find clients. They’re proven. They’re not just good concepts; they’re actual strategies that have gotten people clients over, and over, and over again. I’m gonna give you a list of those twenty on the training today, so make sure you hop on that training.

And, the thing that I want you to know about these three steps I’ve just shared with you – know who you want to talk to, know how to talk to them, and then know where to talk to them, or where to find them – that’s gotta be in that order. Don’t mix it up or you’re making it harder for yourself. Deal? You’ll see the link below. Click reserve your seat now, if you haven’t, because I’m gonna be telling you how to find leads beyond the people that you already know, to make it easy to get in front of them, have conversations, so that you can confidently talk with them and interact with them, that leads to clients, and leads to referrals. Sounds good? I’ll see you on the training.

Posted in: Professional Development, StartUp Coach, The Coaching Lifestyle Podcast

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From Overwhelm to Focused Action – and 40 New Clients! A Coaches Console Success Story.

A few short months ago, Michelle Lockhart envisioned being the owner of a coaching business that enabled her to coach clients to success.

And although she had tons of great ideas, she had no idea which steps to take, in which order, to make her vision reality.

So she came to The Coaches Console’s first-ever live event, Lifestyle LIVE! this past February … and she walked away with more than she ever imagined.

Her journey from being overwhelmed, frazzled, and struggling to getting clients to following a carefully-plotted plan to her dream business and confidently putting herself out there is so inspiring that I wanted to let Michelle share it in her own words… which is why I’d like to invite you to watch this video of a conversation we had recently:

Get Inspired!

Watch me interview Michelle above. She talks about specific things she changed and did that made ALL the difference in her landing 40 new clients in one conversation … and if you like what you hear, keep reading below to learn how you can implement what she did, too. And, just in case you’re not a video person, keep scrolling to read a transcript of our conversation.


Next Steps …

When you sign up to join me for this training, you’ll learn how to reach and make connections with the people who need you most—without guesswork or wasted time. You’ll discover the three greatest myths around finding your ideal clients, and how to make sure they can’t wait to work with you! And you’ll walk away knowing how to talk to people confidently about what you do, just as Michelle did in this interview.

Grab your spot on the training here, now:

Learn How To Identify, Find, And Communicate With Your Ideal Clients! >


As promised, here’s a transcript of my conversation with Michelle:

Michelle: Hello.

Melinda: Hello. How are you?

Michelle: I’m doing good. Doing really good.

Melinda: It’s good to see you again. Did you have a good weekend?

Michelle: Oh yeah, great weekend. Busy. I’ve got so much to do now. I thought I had a lot to do before I got clients.

Melinda: And then all the clients come, my goodness!

Michelle: And it’s like oh, now I have to do something?

Melinda: That a fun problem to have.

Michelle: Yeah, it is. It’s great. It really is.

Melinda: I know you are busy and I know you’ve got a lot going on but I thank you for popping on here real quick with me. When Jackie shared with me what all of you have going on and when we talked last week I was like wow! Like I was just thinking about the song that we played, This Girl Is On Fire, at the event, and I was like, she is living that song right now.

Michelle: Yeah, that’s been crazy. It’s been great.

Melinda: I love it. I just want to dive right in and I just want to kind of set context. Before Lifestyle Live and before all this fun-ness started happening with the clients and everything, what was it before? What was it like before with getting clients or having clients? Help me understand where you were.

Michelle: Okay. Before I went to Lifestyle Live I started in about September and I was like in this complete—I was the Oliver Overwhelm, totally. I had all these ideas and all of this stuff that I wanted to do. In my head I knew what I wanted to do and then I would talk to people and they’d say, so tell me what it is you do and I’d be like blah, blah.

I know what I want to do. I can’t really explain. And they’d say, what do you need to do next? I have no idea. I just have this idea of where I want to be in the future. I had about five or six individual clients that I was coaching and I was doing really well with them and they were enjoying it and we were having a lot of success.

But I was having a hard time with processing how do I put this all together? And then I found Coaches Console and that was really helpful to be able to organize everything and be able to shoot things out to people and that kind of thing but I wasn’t using it for any advertising or anything like that. And then I saw the Lifestyle Live and I’m like that is totally what I need.

And so as soon as I got to Lifestyle Live I was like, okay, they are going to show me how to use Coaches Console. That’s what I thought it was going to be. And then I got there and I’m like, oh my gosh, this is so much better, so much better. So I listened to everything, I wrote everything in my notebook. I took notes all over the place.

When I got on the plane to come home I went through my notebook and I wrote out, okay this is my plan and these are my goals. Then I took the next two weeks and I got a great big notebook, great, big huge sheets of paper and I wrote out my five steps and I made columns and I’m like what is the process for each of these steps?

Melinda: Oh, the five steps like when I was on stage, like the client success path? Those are the five steps?

Michelle: Right, the success path, yeah.

Melinda: Oh okay so like from Pain Island, get off of Pain Island onto Pleasure Island.

Michelle: I had done that on the plane. I did like the Pain Island on the plane and the Pleasure Island. And so I did this big model and the columns I did like what’s the process, and then what do I need to facilitate this process? What do I need to get done, and what’s the timeframe for me and what’s the timeframe for the client, and then how much does that cost me? How much does this step cost me?

Melinda: To help the client when they take this first step, to support them, to get that experience? So you kind of reverse engineered everything that needed to be behind that person taking that step.

Michelle: Right, exactly.

Melinda: Okay, wow!

Michelle: And then I had had a couple of people that had talked to me and were interested but I couldn’t articulate what it was that I did so they are just like, oh okay. So I’m like, okay, I’ve got this. I’ve got it in my head. I’ve got it on paper. I know what I’m doing now. I just got on the phone and just started calling all of these contacts and I’m like I know what I’m doing now.

Melinda: Wow! So before people would say what do you do and you kind of alluded to this blah, blah just kind of, who knows what comes off of your mouth? It’s like you can hear yourself thinking what you want to say. It’s like when I sing. Like in my head I’m a great singer. When I actually sing I’m like, oh, that’s not exactly what that was. That didn’t work so well.

Michelle: Right, and I think most of it was because I didn’t have it organized in my head. I had the end. What I wanted to take my clients to to the end but I didn’t have any process to get there, and I would tend to go in and I’m like, I can do this, and this and this and like I said, I was the boat and I was sinking it. I was the Titanic and the people were riding away in the life raft, you know?

Melinda: Get me out of here!

Michelle: I was just verbalizing everything that I was going to do. Then it was like now I’m focusing on you. This is what will happen for you. Instead of what I’m doing, this is what you will do and what your company will do.

So when I went in I thought I was going in and that we were just going to be talking to the owner of the business but instead he brought all the employees in so this presentation was in front of all the employees that he wanted to sign up for the program.

Melinda: And this business owner is that what you said you started making a lot of calls and that was one of the business owners. He was already on your contact list and you picked up the phone, you started calling, he’s one of them, he’s like yeah, let’s meet. So you thought you are meeting with him.

Michelle: But when I started articulating to him what it was that I could do for him, he’s like oh yeah, let’s meet.

Melinda: Isn’t that interesting? It’s like oh. It’s also interesting you talked about being an Oliver Overwhelm, one of the villains that we talked about. While you are talking about the boat and it’s like, here is what I can do for you, it’s kind of like that roleplay that we did at the event where Kate was like, oh my gosh, I can do this, and then I can do this.

And then I can help you with this and then I’ve got this you can do and it was like what? And so now all of a sudden we are making them be overwhelmed, so like you said, they are driving away on the life boats, they are like get me out of here. This girl is crazy. And our enthusiasm is like a fire hydrant, fire hose.

Michelle: Exactly.

Melinda: So now you’ve articulated here are the Pain Island challenges here are the Pleasure Island results, which you knew this all the way but what made the difference is that client success path. It’s like, here’s the overarching steps, and then the reverse for me.

Michelle: Right and getting that clear for me.

Melinda: Yeah, so keep talking about that process. So you got that big notepad.

Michelle: I got the big chart, yeah.

Melinda: Yeah, and frame that. Take that and frame it. Like right now, I don’t know if you can see up there.

Michelle: Oh yeah, your napkin.

Melinda: Yeah, my napkin. Like those monumental things, frame those and keep them because it reminds you of what’s happening right now so you never forget it.

Michelle: Right.

Melinda: Okay, so talk more about that, the big notebook and what you organized.

Michelle: So as I wrote it down, I put down all the processes, all the things that I wanted the client to go through in that section and I named each of the steps. Now I’m working on typing up like a weekly type of what kinds of things should I expect my clients to be going through each week?

Mine is nutrition and I take them through diet change and we move them through into it and a completely different lifestyle of eating and so there is the mindset that has to happen, changing mindset, changing behaviors and all of that.

And so once I got that down now I’m able to take each individual part and actually put it into a process of its own so it’s now fanning out. So when I went to the presentation and I addressed their pain and I addressed their pleasure, and they had everybody who was in the room sign up with me.

Melinda: And how many people was that Michele?

Michelle: I haven’t gotten all their information yet but I’m thinking they are between 35 and 40.

Melinda: Wow! So you picked up the phone, you think you are having a meeting with one guy and lo and behold now he’s like no, no, no, you are going to be coaching these 35 to 40, somewhere in there people.

Michelle: Right.

Melinda: And you know what’s interesting is you were talking at the event one of the things that you wanted to know more how to do was how to scale. Like how do I scale this? Like I’ve got a few clients here and there, but how do I scale this? And what I love when I heard this information I was like oh my gosh, I have got to talk to her is that clarity and that confidence. The scaling was just an effortless byproduct, it just happened.

Michelle: Right. Yeah, and that was on Thursday and Friday. Another one of them that I called, I went in to talk to him and he’s hired me as well. So he’s hired me for himself and he wants me put together an executive package for all of the VPs and the presidents of his company and he’s talking to me about putting together a kids’ camp where we do an executive program and those executives help pay for kids.

Melinda: Oh my gosh!

Michelle: So I woke up in the middle of the night and I’m like I have this idea and I had to come down and write down this whole, so I’ve got him a whole outline for his kids camp for this summer.

Melinda: And now it’s the same process.

Michelle: I did the exact same thing.

Melinda: Pain Island, Pleasure Island, client success path, what are the overarching steps and then reverse engineer it.

Michelle: Exactly and he told me exactly what he wants these kids to learn and he’s like put it into a process and we’ll get back together next week.

Melinda: Hi five girl, hi five. That is awesome. Well I am really glad that you showed up at Lifestyle Live.

Michelle: Oh, me too. It’s like game changer, total game changer.

Melinda: Yeah and I said this at the event, there is only so much that I can do. I can show you information. I can give you handouts, I can walk you through scenarios but you have to do the work, and that’s what I really love about you. I mean you, right out of the gate you are on the plane coming home and you are like, okay, we are not messing around, we are doing this.

And you did the work that was necessarily to do and look, just in less than a week, in a week, this has happened and that is so awesome. I wanted to share, when I called you last week and I was like I have got to talk to her, this is so cool I got off the phone and I thought of something that I wanted to share with you.

You certainly don’t need me to share this because what you’ve got going on is working really well and when I map out that client success path here is something that I take myself through to help. It’s like okay, here is the first step. Now let’s detail everything out. Here is the second step, let’s detail everything out.

One of the things that I ask myself is and like I’ve got this space in my office where there is just an open area. Because if you remember when I was on stage I would start at Pleasure Island then I was like okay, let’s take the first step. And I would get in my body as if I was those clients and I’d be like, let’s be them.

And so I always ask in that first step, what are they thinking, what are they feeling, what are they saying? Like what kind of words are coming out of their mouths? What are the actions that they are doing? And so I try to just put myself in their shoes thinking, saying, feeling, doing, and sometimes I’ll even ask, what kind of resources are they using or not using?

When I ask that question it helps flush those details out a little bit more. And really what it helps me is to identify potential pitfalls that might show up along the way and it’s like oh wait, in step three, this is going to start happening. So what can we do to make sure they keep momentum going or what can I provide?

Is there a resource I can provide or is there a handout I can create or an exercise I can take them through to keep the momentum going? I just wanted to share that with you. It sounds like in the detailing like you are doing a lot of that already but that helps me to fine tune.

It’s like what we do in bootcamp and for the accelerators and with my own clients. It fills these small little gaps. And some of it you may not know until you get through it and you are like oh, good to know, look at this pattern that’s showing up and then you can add it to your big notepad.

Michelle: One of the other things that was huge for me at Lifestyle Live was that I kept feeling like I can’t roll anything out until it is perfected and that research piece to me was just eye opening to be able to say all of this is just research and I just can go into it and I will write down what works, write down what doesn’t work, change what didn’t work and make it into something that’s going to work.

That thought of this is never a done product. This is never a done deal. We are going to continually change it. I’m going to continually change what I offer and how I offer it and how I work and to have that mindset instead of this one and done perfected thing that goes out into the world that was a huge mind shift for me too because I was working way too hard to make it perfect before I’d even tried it out.

Melinda: Right, yeah. And then once we have that aha it’s like well how can I even make it perfect? There is so much information I don’t have. Like we haven’t gone through the experience, so their actions, their experience hasn’t informed me but we usually can’t think that thought until we are on the other side of it.

But that’s why I love just envisioning ourselves as a researcher. We’ve got the white lab coats on, our little notebooks and it’s like okay. And that’s something that we do, so I’d encourage you to do this as well. Like you’ve got this project with these 35 to 40 people and I’m guessing it’s going to take some kind of timeframe that you are going to be with these people.

Michelle: Right, a year.

Melinda: Yeah, so a year. One of the things that we do with all of our projects whether it’s a small project or a big project before the project starts, we always schedule the debrief, right? The power is in the debrief. That’s where you get to really garner the research.

And so like this coming Wednesday we have our internal debrief with our whole team about Lifestyle Live and we are going to ask three questions; what worked really well, what didn’t work and then this is my favorite question, what will we do differently next time?

That keeps me in research mode because it’s easy to say what didn’t work and it can be easy to get stuck in, oh gosh, I failed or I let them down or who am I to think that like all those villains can start creeping in. But when you immediately go to what will I do differently, now you get back into research mode.

Michelle: Yeah, into that creative energy.

Melinda: Exactly. So if you are going to be with them a year you might even want to do a mid-point or every three or four months, quarterly. It’s like let’s research this together so that you are always putting together what you need and fine-tuning and the same with the kids camp.

Michelle: Right and I want to put this together so that I can replicate it and be able to move it to the next company and the next group.

Melinda: That is beautiful, and that’s what we did with bootcamp. We started Boot Camp because we were working with individual clients and we were doing the research and we were like wow, look at all these same patterns.

So then we were able to identify the client success path for a bootcamper and then instead of working with four or five or six people at a time, we started working with 30 people at a time. And then it’s like once we did that for a little bit and we fine-tuned it even more now we work with 100 or 200 or 400 people at a time in that same process.

And so now talk about scaling, once you have that process now it’s easy to bring more people into. And I love the confidence that you have it’s like oh my gosh. This is what I do. Here is actually what you do. Here is your challenge. Here is your result and here is the process, and they are like, please sign me up for that.

Michelle: Right. It was super easy. They were like, okay yeah, but that’s great.

Melinda: Yeah and now you are in total control because you can put your foot on the gas and be like all right, let’s work with more people or you can say, whoa! I’m good for now so you can let off the gas a little bit. And now you are in charge of the business you create and the lifestyle you create and it’s beautiful.

Michelle: I’m super excited. Super excited.

Melinda: Me too. I am so excited for you.

Michelle: And this is the first time that I really honestly felt like I can do this. Before it was this I hope I can do this. I think I can do this, I’ve got great ideas but I kept saying I’m not a businesswoman. I’m a nurse. I’m a coach. And now it’s like, I own a business and I happen to coach and be a nurse in my business.

And that makes a huge difference to own that. I’m a business owner and so I need to behave like a business owner when I’m in that mode and not be the coach who is like, well how do you feel about it?

But say here I am, on business this is what we are going to do, and then switch to coach when it’s time to coach. So that again, there was just so many moments through the whole couple of days that was just like, yes, I need that or yes I need that.

Melinda: Beautiful. Well I love how you took all those nuggets from the event, put it together and then in a very short time implemented what you got from the event and look at what’s already happening. And this is just the beginning.

Michelle: I am certain of that.

Melinda: Yes. Well, Michelle thank you for sharing your story. Thank you for popping in here. I think it’s going to be contagious. I know a lot of people and what you just said I know I can do this. I said that at the event, like that is really what stops most people is they start thinking they can’t do it.

Michelle: Right. That’s what was going on with me.

Melinda: You were experiencing the same thing and that’s what I see over and over. It’s not strategy. It’s not marketing. It’s they start believing they can’t do this which is why I was like, I’ve got to call her because this is awesome. So thank you for being that inspiration to yourself and to what I think is going to be so many people, and you have to keep us posted.

Michelle: Okay I will.

Melinda: Like with the kids retreat and with everything else and so share your celebrations with us regularly.

Michelle: Thank you. I appreciate you.

Melinda: Awesome. Thank you Michelle. We’ll talk soon. All right.

Michelle: Okay. Thanks. Bye bye.

Posted in: Professional Development, StartUp Coach, The Coaching Lifestyle Podcast

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Selling Your Services: The #1 Mistake Coaches Make During Enrollment Conversations

The client journey—from lead to prospect to client, and all the steps in between—comprises several stages. The first happens when you attract that lead.

Now that you’ve seen our lead generation funnel diagram (if you haven’t seen it yet, grab it here), you may be taking a bit of a breather to bask in the relief of knowing how to begin finding leads you don’t already know.

Ahhh. That feels good!


All right, it’s time to stop basking, and consider your next step.

Once you’ve attracted a lead, and nurtured him or her into being a prospect, it’s time for the sample session. This isn’t just any coaching session. This is a specifically designed conversation that has coaching in it of course. But the real conversation you’re having is an enrollment conversation. You probably know an enrollment conversation should give prospects a taste of the transformation that’s possible when you work together. And if you don’t, we’ll we have some resources for that as well.

But there’s one other major job an enrollment conversation has, and that is to convert prospects to clients. To get that “yes.”

It’s not to provide great coaching!

Yes, there is great coaching within the conversation, but the major job is to convert prospects to their yes!

If I’ve seen it once, I’ve seen it a million times: a smart, talented coach making this one critical mistake during enrollment conversations that I’m about to share with you.

This mistake sabotages your chances of enrolling people into your programs, and stops you from making the impact and profit you want to make with your coaching business.

And if you’ve ever answered, “I’m a coach,” when someone asks you what you do … or explained which assessments you use to determine someone’s personality … or talked only about the packages you offer … or done a lot of great coaching, providing great value, but the person still didn’t hire you …

Then you’ve made this mistake!

You see, people aren’t buying your services. Nobody buys a coaching program or a series of phone calls.

Let me repeat that: Nobody buys a coaching program or a series of phone calls.

I know that might hurt to hear, but it’s the truth you need to know if you want to get clients! People don’t buy coaching.


What do they buy? A transformation.

So, if you’re explaining your packages, programs, and services rather than showcasing the transformation your coaching provides, then you’re leaving money on the table and opportunities at the door and you’re working way harder than you have to.

By now, you’ve probably heard me say that I never want to hear you say you’re a coach. You may be thinking, “Wait. But I am a coach! So what do I say when someone asks me what I do?”

To illustrate, I’d like to share my Pain Island/Pleasure Island Diagram.

On one side, you’ll see Pain Island, which is where your clients are, now, along with the biggest challenges they’re facing, where they’re stuck and what’s keeping them up at night when they can’t sleep.

On the other side, Pleasure Island, where your clients want to be, along with the results they want, their goals—their deepest desires.

And in the middle: the boat.

The boat is a visual representation of your packages, programs, and services. It’s the vehicle by which your clients will get from Pain Island (out of the challenges and stuck spots they’re facing) to Pleasure Island (getting their desired goals and results).

This is where I want to caution you: don’t sell the boat!

Repeat after me: “DON’T SELL THE BOAT!”

You see, selling the boat—telling prospects about your services—isn’t effective, because people don’t buy services!

They buy a transformation.


So what DO you sell?

You sell the transformation—the results and experiences they desire once they arrive on Pleasure Island.

That way, you’re inviting people to step into your boat, by focusing on the transformation your clients will experience when they do!

Then, you present yourself, your packages, and your programs as the solution to reaching that transformation and their results.

The enrollment conversation then can be structured into three sections:

Helping the prospect get CLEAR on Pain Island and Pleasure Island and how it’s impacting their life.

Helping your prospect define their COMMITMENT level to taking the journey.

Presenting your CHOICES of packages, offerings, and so on.

Here are some examples of the transformation some entrepreneurs provide:

A tennis coach who works with tennis players who want to serve better and win games might say, “I help tennis players improve their serves, so they can win their matches and tournaments.”

A specialty dog trainer might say, “I help dog owners train their dogs effectively, so they can live in harmony with their furry friends.”

Here at TCC, we say, “We help start-up coaches systemize their businesses, so they can get more clients and make more money and make an impact.”

So now that you understand what we mean by “selling the journey,” let’s apply your new knowledge to your specific situation.

Below, we’ve created a worksheet designed to help you identify your clients’ Pain Island challenges, the Pleasure Island results they desire, and how to talk about your role in their journey from Pain Island to Pleasure Island … so they can’t wait to work with you!


Worksheet

4 Questions to Nail Your Niche

Ask the following questions; the answers you record will help you identify your ideal prospects’ top challenges and desires—and the best way to describe how you can help them get from Pain Island to Pleasure Island.

What are the top three challenges your clients experience? What are the thoughts that keep them up at night?

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How is this impacting their life? In what ways do their challenges have a negative impact on their life?

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What are your client’s top three greatest desires in terms of solving these challenges? Which are the specific results they want? If they had a magic wand and money was no object, what are the things they yearn for? What do they want to be, do, experience, or have in this area?

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When your clients achieve those results or desires you mentioned in your answer to the previous question, how will they FEEL? How will this positively impact their life?

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With these answers, you’ve narrowed in on your ideal prospects’ Pain Island challenges and Pleasure Island results.  Now, you can fill in this template to answer the question:

“So … what do you do?”

“Through my [INSERT DESCRIPTION OF SERVICES, i.e. “Coaching”], I help [INSERT IDEAL CLIENT] stop [INSERT PAIN ISLAND CHALLENGE] and start experiencing [INSERT PLEASURE ISLAND RESULTS].”


See what you just did there?

Instead of selling the boat—or your services—you’re positioning or presenting and selling a transformation … and your ideal clients will be happy to get on board because they want what you’re offering—the result!

Now, if while working through this exercise, you’ve thought about your enrollment conversations, because you think you’ve made this “selling the boat” mistake during those conversations, too, I have something special for you!

Check out this crazy, funny video of an enrollment conversation role-playing exercise I did with my Coaches Console co-founder Kate Steinbacher at our Lifestyle LIVE! event in February.

We had this conversation to illustrate where enrollment conversations often go wrong … it’s actually hilarious, and you’ll have a good laugh!

Check out how Kate (playing the coach) did her best to “sell” herself to me (playing the client) … and it’s okay if you laugh out loud. We know you’re not laughing at us … you’re laughing with us! 😉

Have YOU Ever Said These Things During An Enrollment Conversation?


Next Steps…

When you sign up to join me for this free training, you’ll learn how to confidently reach and make connections with the people who need you most—without guesswork or wasted time. You’ll discover the three greatest myths around finding your ideal clients, and how to make sure they can’t wait to work with you!

Grab your spot here, now:

Learn How To Identify, Find, And Communicate With Your Ideal Clients! >>

 

 

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The #1 Mistake Coaches Make During Enrollment Conversations

Enrollment conversations can be tricky! We SO get it.

If, as a coach with a heart for making an impact, you go into an enrollment conversation feeling like you’re having a sales conversation, you may feel uncomfortable.

In fact, things might go south, very quickly.

To illustrate what sometimes happens to coaches during enrollment conversations, my friend Kate Steinbacher, co-founder of The Coaches Console, and I put on a little demonstration this past February, during Lifestyle LIVE! our first-ever live event.

It was so well received by our audience members—coaches who could see themselves in Kate’s wonderful (funny) role-playing—that I decided to share it with you. (Ok, really, it’s pretty hilarious!)

It’s all about the one main mistake coaches make during enrollment conversations—and, of course, how to avoid it.

Watch it here:

When watch the video, you’ll be able to see where Kate goes wrong, and how Melinda, who’s playing the part of a potential client—struggles to see what kind of transformation might be possible through coaching with Kate.

We’ve seen this exact thing happen to so many brilliant, talented coaches—coaches who have so much to offer but who make one major mistake that stops them from being able to share their gifts.

The awesome news—once you watch the video, you’ll know how to communicate with your prospects!

THEN, when you’re finished watching, your next step is to get clear on your market.

And the best way to do that is to have effective conversations with people and to find and work with great referral partners!

When you sign up to join me for this training, you’ll learn how to reach and make connections with the people who need you most—without guesswork or wasted time. You’ll discover the three greatest myths around finding your ideal clients, and how to make sure they can’t wait to work with you!

Grab your spot here, now:

Learn How To Identify, Find, And Communicate With Your Ideal Clients! >>

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How to be seen in your business… even as an introvert like me!

Melinda: Hey, good morning! You know I do these Facebook lives and I do a lot of trainings on a regular basis. And one of the things that’s always interesting is when I tell people that I’m an introvert. They’re like “There’s no way you’re an introvert. It can’t be possible! You’re always out there, you’re always on the on Facebook, you’re always doing trainings, you love being on stage. Like, how can you be an introvert?” And it’s true, I am an introvert. And so I want to share with you how you can be seen in your business even if you’re an introvert. Because I find that a majority of the entrepreneurs out there are introverts.

Now I probably fall on the scale of being more in the middle, like I don’t know if I’m an introvert and extrovert, or the most outgoing introvert. I don’t know… But what I do know is that as an
introvert I have got to find time, create time, and make time for renewal in a quiet place alone. Maybe with my husband because he’s also an introvert. But I can put myself out there and you can too! We just have to really pay attention about how we refuel.

So when to give you some insights today that helped me, as an introvert, to put myself out there constantly in my business. Because that’s where the magic happens, right? You can’t stay hidden behind your computer at the safety of your desk! You got to get out there if you want to share your message and help people that you’re meant to serve!

So the first thing that I’m crystal clear on is “why”. Why do I do this every day? Like the great big “why”, not so I can get clients and make money. I would call that a pretty decent “why”, but when you get those clients and make that money, what is that gonna mean to you? And keep really digging in to identify your “why”. When you know your “why” it is a pull and a calling that helps you overcome so many challenges, and frustrations, and fears, and doubts. It just kind of minimizes them and put some in perspective. So when I remember why I’m doing this – because I want to help other entrepreneurs and coaches live the life of their dreams, live their full potential – and I have the ability to help them do that, I’ve got tools and resources and an insight that can help them. So I got to figure out how to get myself out there.

And then to know your people, know your tribe, know your community, know what their challenges and their struggles are know, what their yearning desires and deep goals and dreams are. When you know this you can have massive compassion for them, and it really helps you to kind of set your fears aside or any doubts you might have, and be like “you know what? It’s all about them. It’s not about me”.

So that’s as an introvert. I always make it about them. Before I start a Facebook live, I envision who am I talking to, not just an audience of people, but very specific people, like “Patty’s on the line. I’d be talking to Patty right now.” And I envision there’s one or two or three people that I’m talking to, to help communicate something to them. So it takes it from this great big audience, down to a very intimate conversation that a lot of people get to have privy to, right? So make it about them, and that becomes fuel that helps you to overcome those fears and doubts. It’s like “you know what? I’m super nervous, I don’t know if I’m good at this, I don’t know if I can do this, but I’m going to because I have information that will help somebody else on their journey. And that’s what love to do. I love to help people be their best and do their best.”

The other thing that I do is refuel regularly. This is so important for an introvert! In fact, I start my day, I don’t refuel, I start by getting fueled up. And I take this so seriously, and I think this is one of my secret weapons: I have anywhere from a three to four hour window in the morning for my rituals, my morning ritual with my husband, and I’m getting ready for work and getting ready for the day. And it’s very intentional, where we’re working out, I’m doing meditating, I’m making sure I’ve got a good breakfast, my green smoothie that I make every morning. So I’m filling up my physical body, my mental body, my emotional body, my energetic body. I’m filling it to the place of overflow so that I can give of the overflow right when I first get started. When you’re fully fueled and charged, and you’re working on all cylinders, it’s a lot easier to put yourself out there. Your fears don’t they don’t have the hold on you because you’ve got the energy to move through those fears and doubts.

So start by fueling yourself now. This takes discipline. Took me years to get to this and yes, I know you’re saying “but I have kids, and I’ve got little ones, and they’re going to school.” And that’s true! And I understand that. I had step kids I was getting ready for school, making those lunches, taking them to school. All that stuff happened. And you figure it out. Because you prioritize yourself. That’s a big deal right there: you prioritize yourself and your self-care so that, not only can you start your day from a place of fueled up, but then throughout the day, I take little refuel breaks. And it might be just five minutes where I go out back and walk around in the backyard with the sun, get a little bit of vitamin D, a little bit of recharge. It might be that I go and, you know, one of my indulgences is NCIS. I might go sit and watch one episode and I just completely disconnect. Or I might go on a walk, or I might go get a Starbucks, or get a manicure, take a nap. Doesn’t have to be big or extravagant, but how can you refuel in little snippets and pockets throughout the day. It keeps your energy up so that you can give from that overflow continuously.

And then the last thing that I like to do is when I’m going to events, whether it’s a networking event, or a party, or a gathering, or whatever it might be, doing a training, being on stage, whatever it is, I like to set intentions. Like “what are my intentions?” And I try not to get too big with them, right? If I’m gonna go to, like at my mastermind when there’s 50 of us, it’s like “okay, we can do this.” And I really set my intention. I was like “I want to connect with two people while I’m here.” And I get super focused. So when I get in it doesn’t seem overwhelming that I’ve got to connect with everybody. It’s like, “I’m gonna connect with two people”. Or if I’m in a networking event it’s like “you know what? I want to have five conversations and get five business cards. Or get ten people to enroll into my lead magnet.” Whatever it is, I set my intentions so that I don’t have to feel, like “oh my gosh! I’ve got to talk to everybody here”. And then I can be conscious and diligent about how I move through this space. So those are some of my secrets to how I, as an introvert, put myself out there on a regular basis. I hope that’s helped you.

Now one of the last thing that I do is – I usually have. I call it a wingwoman, accountability partner, a friend, a colleague, whatever you want to call it. And I have that person that I share my intentions with if I’m going to an event, or a networking event. And we partner up beforehand and it’s like “this is what I want to get out of the event.” And we tell each other that, we go to the event and we help each other. And so if I have a wingwoman, like Patty let’s say, you’re my wing woman, and we go to a networking event, you might know John and you bring him over to introduce him to me. So I don’t have to put forth all that effort as an introvert to go over aintroduce myself, right? So that having a wing woman, or that accountability partner along with you really helps to put yourself out there.

So I’m gonna keep this series going because I hear a lot about “how do I put myself out there, how do I be seen, I’m an introvert, it’s really hard.” So I’m gonna kind of dissect this and several of these Facebook lives. But if you’re an introvert, I’d love for you to comment below. What’s one of the tips that helps you put yourself out there in your business? Comment below and let’s collectively create this for all the introverted entrepreneurs out there, so that we can get our message out there, so we can be seen, so we can serve the people waiting for the solutions and resources that we have for them.

I believe in you. I know you can do this! I’m so proud of you! And post below. I want to hear what you got to share on this topic.

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Dealing with feeling invisible – putting yourself out there to be seen & get clients!

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How to Find Your First Clients

If you’re like so many of the brilliant, dedicated people who make up our community at The Coaches Console, you’ve probably wondered at some point (and maybe you’re even wondering now!) how to get your first clients.

A few months ago, one such brilliant, dedicated community member, Andy, posted in The Coaching Lifestyle Facebook Group, asking people how they got their first clients.

The conversation that ensued was jaw-dropping!

People responded, and Andy dug deeper, asking more detailed questions.

His determination inspired me, and I reached out to him, asking if we could chat so that I could share some of my best tips for finding clients.

Then, I posted our conversation on Facebook, and the video had more than 9,000 views!!!

I’d like to share that video with you now …

Watch it here:

Whew! Some pretty great stuff in there, right?

The bottom line is that Andy asked that initial question—how did you get your first clients?—and then he pursued information at an even higher level.

That’s the kind of fierce dedication that will lead Andy to success—in fact, he’s already gotten his first client! We’ve been celebrating in our FB group … so much

FUN!

I hope that by watching this video, it also serves as an inspiration for YOU! Just in case you’re not a video person, you’ll find the transcript of our conversation below. But first …

Next Steps …

When you sign up to join me for this training, you’ll learn how to reach and make connections with the people who need you most—without guesswork or wasted time. You’ll discover the three greatest myths around finding your ideal clients, and how to make sure they can’t wait to work with you!

Learn How To Identify, Find, And Communicate With Your Ideal Clients!


 

As promised, here’s the transcript of my conversation with Andy:

Melinda: Well hello everybody its Melinda here with the Coaches Console. I’m here I’m joined with Andy. It’s so great to meet you Andy and I really appreciate you coming on. You know you started what might be one of our hottest threads in the in the coaching lifestyle Facebook group by one simple question.

I think it was back in November the beginning part of November when you asked it. The question was super simple how’d you get your first client? And my gosh, just da, da, da, da, da and everything that followed from that. And I loved watching people would respond and you are like, yes okay that’s great and now tell me about this.

Okay that’s good information and you were just like digging and digging and digging and like really wrapping your mind around all the valuable information that you are getting from the group. Andy, this is the first time we’ve met. I was just so inspired by your question, your I call it chomp like when you are like I want this, I want to know this information. I love that. I wish all new coaches had that. So tell me about yourself because we’ve never actually met before right now. Tell me about you and your business like what stage is your business in?

Andy: Okay well obviously since I asked that question I’m kind of struggling getting my first clients. I’ve been trying to get into the coaching business for about a year now. It’s kind of a long story, my life was headed in a completely wrong direction and I found out after 33 miserable years that I needed to go full-out entrepreneur.

Melinda: I know that experience as well like you are going down a certain path and all of a sudden you are like oh no that’s not going to work anymore, we are going to have to go a different direction.

Andy: Yeah, I know, right?

Melinda: Yeah. It kind of sucks like in the moment it really sucks and then there’s like this point of exhilaration and then it sucks again and you are like, oh god what have I done?

Andy: I don’t know, I think it’s liberating mostly even though of course the entrepreneurial life has its stresses and all, I prefer it that way. But anyway, having studied self-development galore since 2014, I came I came upon the term of confidence coaching and it just resonated with me because what I found is that confidence is the way I see it the number one common denominator in everything that is related to self development.

There’s always this element of what level of confidence am I on here and there is a strong correlation between successful self development and high confidence. So even though confidence coaching may sound a little vague it makes sense to me and I and I know that it’s a huge up-and-coming niche. When I looked at it about a year ago and I started getting into it, I could find about maybe 10 or 20 confidence coaches by a regular Google search.

Since then not more than eight or nine months later that number had risen to more than 100. I think that would be a good tip-off that that confidence coaching is the way to go. So that’s what I’m trying to get into. I’m kind of kind of finding some ways in, I’ve been working with one beta client, a girl I found in my mastermind group but hey if it works—

Melinda: How did you find her because that was your question you posted in the group? So it was in a mastermind group that you were in.

Andy: Yeah, I’m in a mastermind group and I simply offered some of the other members free coaching because they were struggling with some things that I might be able to help them with. One of them said yes and so I’ve been kind of working with her. So that’s one thing I’ve been doing.

Another thing I’ve been doing is that I’ve been fortunate enough this December to get on a Christmas calendar giveaway in another coaching group so I’ve had the opportunity of giving away free sessions to a number of people, just pretty much anyone who said yes basically. And so I’ve been doing a couple of free sessions there as well.

I’ve only been getting positive feedback so far which only confirms my notions that I’m able to do this and even though I don’t have a certificate yet I’ve been reading enough books and taking enough courses on coaching that I do have the necessary foundation for being able to do it.

Melinda: Yeah. One of the things I noticed when I was looking through the thread because you talked about in your mastermind group in another group they were doing a giveaway and you kind of got involved in that. Some of the other responses that I noticed that were pretty prominent were people doing webinars, people going to networking groups, Facebook groups.

A lot of people are active in Facebook groups and friends and family, the people that are in your closest sphere around you. And that’s just getting out there, talking about what you are doing I mean that’s the first step. And I saw a lot of people saying you know just get out there and start talking about it, just get out there and start talking about it but you were like, how do I find those people to get in front of?

And it just begins. I know when I started my business 15 years ago now, you just start and you get in front of maybe one person or a small group and then something will happen and transpire there and that will lead to this conversation or this introduction or this idea over here.

And then that spawns and now you are over here because of another conversation or an idea. You slowly begin to get in front of different people in different ways. It’s just the consistency, that’s one of the things that I wanted to share with you, I didn’t see that in that thread but consistency is what makes all of the difference.

And that’s what I see a lot of people, they’ll try something one or two times and be like, oh that didn’t work let me throw that out the window. And then they are like okay let’s go try this thing over here, oh look that didn’t work. Most people give up before they give enough consistent action to see results. So I just wanted the opportunity to share that with you that whatever you are finding that resonates with you keep doing it consistently, consistently, consistently.

Andy: Right, right. I think that’s an important point because not everything resonates with everybody so there might be some things where I’m kind of going to go okay I’m not going to do that anymore because that simply doesn’t resonate with me.

And I think when you are starting out like I am you might not have that experience of consistency exactly because you are trying a lot of different things to see what resonates with you. So that consistency might not be there for me right now but you make a good point.

Melinda: It’s what I call the research phase, you are like okay let me try this.

Andy: Exactly, yeah.

Melinda: That’s right. Let me do this a little bit more and you try something else you are like, yeah no, not so much. It’s like a buffet like when you go to a great restaurant that has this amazing buffet. You try something and you are like that’s disgusting, I’m never going to eat that again and you don’t go back there. Marketing is actually the same way.

Now the next person that walks up to the buffet are like, oh my god that’s the best thing I’ve ever ate and you are like, well, interesting. But once you find that thing that resonates with you consistency is what makes a difference. As you locate that thing don’t give up too quickly stay consistent with it. Like when I started what I discovered was I love networking. It lights me up.

It’s how I’m built. It’s not that I taught myself to like it, I just love it. I could not get enough of going to networking groups. I just loved going there, I loved connecting people with resources, I loved connecting with potential people that could give me clients and introduce me to people and I just I love that way of doing business.

It was a good three months of consistent action every week, every day of every week before it became like this big snowball that started spinning crazily. But during those three months it’s like whoa, that’s okay I’m and a lot of people in that window. For some people it’s a few weeks, for some people it’s three months, for some people it might be longer. But a lot of people will give up too quickly and you just keep going just keep going and be persistent and consistent.

Andy: Right. That’s another great point.

Melinda: Yeah. And that’s one of the things you know, I think it was, who was it Sandra what’s her last name? Joan Belle and Sandra got in this interesting dialogue because when you are thinking about how do you find your first client now this is where we have to take off the hat of the coach, right? So you love coaching, you love helping people become confident in whatever area they are in. We have to put on the hat of the business owner.

Andy: Right.

Melinda: Right? And so it’s not only about—and speaking of confidence this is an interesting point, when it comes to marketing, marketing is not only about how do you find the people and then talk about it and then introduce the conversation to enroll them. But it’s also once they say yes what happens after? And I thought that was interesting. I don’t know if you saw that in the thread but they were talking about after you convert somebody what happens next?

Andy: Oh yeah, I remember that now, yeah.

Melinda: And it’s interesting because I’m a systems geek and I love efficiency and effectiveness and process. That’s how I operate. One of the things that I see more times than not with startup coaches like yourself is they don’t pay attention to that. They are like, look I’ve just got to find people to talk to, I’ve got to get a client, I’ll worry about that later.

But here’s what happens and this is the other reason I wanted to hop on Zoom with you is like okay heads-up about this because I don’t want this to happen to you. When they don’t think about when somebody says yes then what’s next, when you don’t think about that or plan for that in advance you have this oh crap moment. You are like, oh shit they said yes right?

And then you are like, I don’t know what to do next. Now you’ve got to go back to the Facebook group like, okay somebody said yes now what do you do? It’s like how do you get them signed up, how do you schedule the first call? And now all these other questions come up.

We know these are there even though we may not pay attention to them and when we don’t have even just a broad idea about what happens after somebody says yes, people dig their heels in on marketing. They slow down their efforts on the front end of things on getting out there, talking with people, being consistent in their action because they are like oh god they might actually say yes and I have no freaking idea what to do.

And we want to look professional because they are going to hire us, they are going to pay us for the services that we provide so we want to present this professionalism. But if we are in this oh crap, I don’t know what to do then there’s this unconscious digging in the heels that really people sabotage their marketing efforts and I see it all of the time.

So you don’t have to know every single answer of every single thing after somebody signs up but you do have to have an idea. So when you are talking with your beta person from your mastermind and they are like oh my gosh, Andy like this is amazing, I think I want you to actually be my coach like for good, like let’s make this a real thing.

Then you just flow, you are like, okay great here’s how it’s going to work and you can just flow right into it. Now that enrollment conversation is a much easier conversation and doesn’t have to be a sales pitch or a hard thing that you are having to sell. It’s just like okay well here’s how this works.

That’s why a lot of people say I don’t like enrollment conversations, I don’t like selling because they haven’t answered what happens after somebody says yes. I wan to throw that out there to you to make sure that while you are still doing your consistent stuff wearing the head of the business owner you are also paying attention on what happens after somebody says yes.

Andy: Right. Well that is a good point. I have been talking to a few people about that so I do have well for example some payment options for international clients and I have been taking some courses for example by Christian Michelson whom you’ve probably heard of.

Melinda: Yeah.

Andy: Okay, yeah I thought so. I’ve done a few of his courses also and he teaches this stuff as you know. So it’s not that I’m exactly clueless as to as to what happens after we enroll them.

Melinda: Awesome. You don’t have to know every single answer to every how do I do this question but you have some idea or else like I said you’ll dig in your heels. Unconsciously you’ll be saying I don’t want to do that because they might say yes.

Andy: Sure, I mean I think it’s one of those areas I think where right now I’m at a stage where it’s not perfect but it’s not supposed to be perfect either at this stage. It will be probably at some point but not right now. That’s not what’s most important right now. What’s important right now is getting those clients and then we can always fine-tune stuff later, you know?

Melinda: Yeah and we call it like in our bootcamp we teach the villains and superpowers so we have this one villain that we teach and her name is Perfect Portia. That’s a lot of entrepreneurs because they think it has to be perfect before they get out there.

Andy: No, no, no.

Melinda: So I admire that you are like, no let’s take this imperfect action, let’s take action, let’s improve, let’s research, take more action, improve and just have this constant never-ending improving instead of perfection, perfection, perfection and then run out of time, energy money and passion before you ever get anywhere.

Andy: Exactly. There’s a good saying that goes like this, it’s not supposed to be art it’s supposed to work. That’s kind of what I try to live by.

Melinda: Yeah and a lot of us, I know I was in this boat and it sounds like you might be too. I was fired from my job. I had a very small window of time where I was like I’ve got to make money people, I got mortgages, I got bills, I got utilities, I got responsibilities so I’ve got a small amount of time to make this work. And like you said it’s not art it’s got to work.

Andy: Exactly.

Melinda: So get out there, research, do it, improve. That’s a beautiful, beautiful approach so kudos to you. That takes a lot of courage to do that. You paved the way beautifully by asking the questions. That’s how it is like let’s ask this out. That was awesome. One of the other things that that I really loved in the in the thread that I just wanted to pull out was who was it, Becky?

Andy: There were so many people participating I don’t remember one from the other, sorry.

Melinda: But there was somebody in there that was talking about how when she’s talking to somebody that might be interested in what she’s up to she cites examples. Whether it’s just a real client that she’s worked with like Susie was struggling with X and then she got this result.

She talked about that or if it’s a general example that conveys an idea. But that right there is one of the powerful then you don’t have to sell anything. When you can have those examples whether they are specific like the two people that you are working with, the one person from your beta, from your mastermind it’s like okay what were the struggles and what’s the transformation when you can articulate that in a very succinct way and you are talking with other people?

It’s like it reminds me of my client da da da. She was doing this and now as a result she’s experiencing XYZ. The more examples you can give, now people don’t have to understand coaching, they don’t have to get it, they don’t have to know how it works. They just have to know that’s my struggle and I want that transformation so you are the guy I should be talking to.

That’s where when you are talking with people, when you are having those sample sessions, when you are having those enrollment conversations, the more that you can share real stories of your own, your clients or other people that you know the less selling you have to do. It’s like I’m just presenting to you, this is real-time information folks and people are like yeah I want that.

Andy: Right. There’s a saying that people don’t buy coaching they buy results.

Melinda: Yeah, we were talking about that. One of the posts that I made somebody else started this thread what are you selling? And I was like, no, you are not selling, remember that thread?

Andy: I remember, yeah.

Melinda: Yeah, I was like I don’t think this is what you were going for but what you are selling is transformation, what you are selling is results. And the more that you can convey that nobody has to understand what coaching is, nobody has to get confused as like oh what sports?

Like none of that ever has to come up. It’s just like here’s the transformation that’s provided and then they get to say yeah I’m ready for that. And you can help them get clear on their commitment. That’s really all an enrollment conversation is it’s like do you really want this transformation, are you committed to it and how clear are you on that commitment?

And when you are ready I’m here for you. That right there that is your enrollment conversation, that’s it. You can bring the right coaching skills to the table and do that so I’m going to put you on the spot like we haven’t rehearsed any of this, I didn’t send you any questions like we are making this up right now.

Andy: Right, go for it.

Melinda: My question for you is what is the transformation you provide? I know you talked a little bit about being a confidence coach that’s the kind of coaching you do. But what really gets you excited?

Andy: What gets me excited?

Melinda: Yeah.

Andy: Well, being an upstart I obviously haven’t worked with a lot of people yet. But what makes me excited is I think and this is something that I hadn’t really thought about before. But when I noticed that I make a difference in people’s lives for the better, when I noticed that there’s a change in their ways of thinking.

They have this kind of aha moment where they go, oh yeah, I hadn’t thought about that before but that makes perfect sense. Being able to provide that for people I know they are providing it for themselves it’s because it’s their own ideas, we are just helping to dig them out. But I think that one point is just when I experienced that the first time I was like oh yeah, this is it baby.

Melinda: When you experienced it the first time what is that oh yeah baby, what’s behind that?

Andy: It only confirmed my idea that that I’m headed in the direction I’m supposed to be heading in. I’m supposed to be doing this definitely. Having tried to get into coaching for so long and not having done any actual coaching, I’ve had my doubts actually but having that happen that was like, okay yeah, boom, that was it. That was like the confirmation that I needed.

Melinda: Let me reframe this, what you just described is—and I’m taking notes so when you see me looking down like I’m actually taking notes.

Andy: Yeah, I was I was thinking that.

Melinda: And so what I just heard you say was that what like just completely lit you up, is the way I describe it, was this confirmation I’m heading in the right direction.

Andy: Exactly.

Melinda: With my life purpose.

Andy: Exactly.

Melinda: Okay, so that’s one little nugget I pulled out. Let me just ask that question again, for you on your journey when you experienced, what else, what other impact did that have on you?

Andy: What other impact it had on me? You mean like in other areas of my life?

Melinda: Sure.

Andy: I think it gave me a sense of calmness and maybe a greater sense of confidence myself, a sense of okay well there’s a doubt there just got eliminated. This means that this will free up some of my energy to pursue other ideas for example do this and that or do X or Y or Z. I think it gave me some excess energy that I hadn’t had before.

Melinda: Yeah and what I heard you not say in that phrasing was greater confidence that I can do this. Is that true?

Andy: Oh yeah. You didn’t hear me say that but definitely that was—

Melinda: Like it was woven in there?

Andy: Sure.

Melinda: Is that real thing for you?

Andy: Oh, definitely, definitely yeah.

Melinda: So one of the things when we are first getting started it’s like we just know we want to do this thing. It excites us, we are like yeah, we have got to do more of this, right? Whenever you are finding your first client or finding—and what you asked was not even how do you find your first client?

But what I noticed in the digging that you were doing by the additional questions it’s like okay that’s great that you found that client but how did you get in front of them to even start talking to them? That’s what we call leads, building your list, growing your list, finding new leads, finding prospects, list building.

All that kind of stuff is what we talk about in the industry and so that’s like the precursor to getting clients. It’s like, okay we’ll figure out how to get clients but how do I get in front of these like who are these people and how do I find them? That’s the list building, that’s the power of having a list.

And it doesn’t have to be big, it doesn’t have to be oh I’ve got to have 18000 people on my list. No, you can have five people on your list, you can have 55 people on your list and you just start talking about it. What I love about that is what I noticed people were saying over and over again is you have to know who these people are and where they are hanging out.

And so what I love about what we just went through based on your own experience was the people that you want to talk to are people that want confirmation that they are heading down the right path of their life purpose. They want a greater confidence that they can do their dreams and live their purpose. And you want to find people that want to free up their energy to pursue their ideas and turn them into something. Those three things that’s exactly what you just said, right?

Andy: Right.

Melinda: You are going to have this recording. You can grab that and use it and so as you are out talking to people whether you are at the supermarket, on the sidelines of a sporting game, at some concert, at a festival. Like wherever you go in your life and somebody asks, so Andy what do you do? What I never want you to say ever again is, oh I’m a coach. That’s never your answer.

Andy: Obviously we have to call it that at some point but yeah we could we could postpone that somehow, I guess.

Melinda: When new coaches start out and say, so Andy what are you doing? Oh, I’m a confidence coach, usually you are going to get one of three responses. Oh, that’s nice and then they change the subject or they’ll say, oh my gosh what sport how cool is that?

Or they’ll say nothing and just walk away. That’s the experience, it’s like wow we are setting ourselves up for failure and to have crappy conversations. So rather than answering the question what do I do with who I am and what’s my profession, to answer the question with well I provide transformation for people looking for those three things.

And then you can give an example, for example I’m working with one person right now. She was struggling with this and now she’s experiencing this or my own story, I was struggling with this and now I have this experience and I got boom, boom, boom. That’s how you start talking to people.

Andy: Right. I have a question about that or two, if that’s okay. Do you use that phrase to provide transformation yourself?

Melinda: Yeah.

Andy: Okay and so do you elaborate on that or you don’t need to?

Melinda: You do not need to at all. People don’t care about how, they only care about the results.

Andy: Right, the why is more important than the how of course.

Melinda: We care about the how and so we are seeing this like right now the coach hat just got put back on it’s like but wait I’m a coach that’s the most important part is actually the coaching that’s done and how it works and the way it goes and the transformation.

We care about that because that’s our zone of genius but the people that we are talking to when I say well through my coaching I provide transformation and then I talk about they don’t hear all that. What they hear is the result, result, result. It’s like oh my gosh, my neighbor was just talking about struggling with that thing and so they pick up on that. We hear the other stuff. They don’t hear it like we do.

Andy: Okay, okay well that that makes sense. I just think there might be some cultural differences as well or sub-cultural differences when you talk about these things. I think coaching is a bigger thing in America than it is in certain European countries.

I’m from Denmark for example and it’s not very easy to talk about coaching over here. People still think it’s like kind of a some neo religious woo-woo thing. And so I have an idea that, well I haven’t tried talking to people about providing transformation yet but I think people might react kind of the same.

Melinda: Instead of transformation use the word results.

Andy: Yeah, okay, sure.

Melinda: That is straight to the point. And so if somebody were to say so hey Andy what do you do? The response might be something like, you could even say through my coaching or through the work that I do one-on-one with people the results that they get are these, something like that.

Do you see how that goes? So it’s like you say a little bit about through the work I do one-on-one with people or because people don’t care about coaching you are not selling coaching. And it sucks because it’s our passion and when we can eliminate this from emphasizing in a conversation because what they are interested in are the results.

Andy: To me it’s just a matter of I don’t mind not calling it coaching, it’s a matter of semantics really. And I think what would make me happy is just to know that I’m kind of marketing myself in the best possible way. I think whatever I need to call it would be the nice thing to know.

Melinda: Through work with one on one clients or through my group programs or through my coaching, just a brief mention, the results that my clients get or I help my clients and then talk about the results.

Andy: Right, right. That is so helpful, thank you so much. I have another question about that, if you don’t mind. When I’ve been talking about this confidence coaching stuff some people have given me this objection kind of or a good counterpoint what you might call it but confidence for what?

Melinda: Exactly so this is interesting.

Andy: Yeah, it is.

Melinda: So that’s the other thing. You’ll start to hone in on this so right now if I just take those three things based on your journey because that’s really all we have to go on right now because you haven’t started working with clients. You are still kind of researching where do I want to be here?

So if we just start with your journey confirmation that I’m going in the right direction with my life purpose, greater confidence that I can do this and to free up my energy to pursue my ideas. In that sense greater confidence with my life purpose like that’s where you are starting right now.

That will morph and change and expand. It will kind of move in different directions as you keep researching and evolving. I’m 15 years later and it’s still ever evolving. But for right now that’s what you have to go on. So confident, area of life purpose because that’s what you are like, yeah man let’s do this!

Andy: Yeah, yeah. You make a good point, however one person told me that this sounds a lot like life coaching.

Melinda: So what?

Andy: I don’t remember what I answered that person but I don’t think so what would make for a very professional answer.

Melinda: No, I’m just telling you so what? There are a lot of objections that people have and with something like that to say with the work I do what I want is to teach the life skill of confidence. That’s where I put my emphasis. Because then that skill is transferable while I love working with people on discovering their life purpose it also is transferable to a lot of areas of their life. So you’ll have that in the recording as well.

Andy: Right, I appreciate that, yeah. And it makes perfect sense to me also but I think it’s a matter of me needing to frame it in ways that make sense to other people who don’t necessarily know what I’m talking about.

Melinda: Like right there is the gem of the whole conversation is we know what we are saying that doesn’t matter. When we are talking with somebody what they are running through their head is what’s in it for me and they’ve got to understand it. So we’ve got to be able to articulate in a way that they can understand the value that it could have on them or the people they know, absolutely.

Andy: Boom!

Melinda: Yeah, awesome. So when you are getting out in front of these people you’ve got a lot of ideas from the thread and what you are already discovering about how to find these people and then it’s just you’ve got two or three here and then it leads to two or three more there and ten or twenty here and five or ten there and 50 here.

Consistently it continues to grow and expand and then it’s important to be able to articulate not the coaching but the results, the struggle and the results and being able to communicate that in a way that people understand it. And now it just becomes an invitation are you committed to making this change and getting out of the struggle and getting into these results?

When you are committed I’m your coach and I’m here for you. Then enrollment just becomes powerful coaching which I love when that happens. I wanted to thank you for this, for the thread that you’ve started and for just your persistence in digging and diving. This is such an important topic.

We focus here at the Coaches Console and the Coaching Lifestyle community on the startup and the reason I ask what stage you are in you know a lot of people they are still in their job and they are just dreaming about having their own business. They are dreaming about being an entrepreneur and you are like nope I made that step, here we go.

Andy: A lot of people in the in the Facebook group?

Melinda: Yeah, in the Facebook group. They haven’t left their fulltime job. They want to but they haven’t left yet. Some people have gotten fired like me, some people have left, some people are at the very beginning stages or they’ve been doing this one or two years, a majority of the people in our community is in those kind of areas in their business.

And this is such an important area this is what stops people from leaving those jobs and living into their passion and their purpose and their potential. So I wanted to hop on here and I just want to take a quick moment because we are doing a lot of this, we are going to dive deep into a lot of this at the live event.

I don’t know if you’ve been seeing our posts inside the Facebook group but we are doing a live event. It’s here stateside it’s in the state so it’d be a little bit of travel for you but we are going to be doing it in Atlanta over February. This whole idea of list building or how to like where do you find those people like that whole idea we are going to spend a session talking about that.

So it’s like how do you unpack that, how do you figure that out and get some momentum there? We are going to be talking about enrollment conversations, the four objections that you’ll hear all the time, we are going to be talking about that. We are going to be talking about what to do after and it’s what we call onboarding like bring on a new client.

So we are going to be covering a lot in three days to help people get that momentum and to have the focus for the whole year to come. I just wanted to let you know and all the people listening in to know that what Andy and I have done here we are going to be doing a lot of this at the live event in February.

You’ll see the link below. If you haven’t claimed your ticket you can do that but it’s so important, the questions that you are asking Andy in that thread I mean that’s where it begins. So again I really want to thank you for asking those questions and not giving up. It’s like okay somebody give me an answer, okay that’s good but now I’ve got three more questions.

Andy: You know, thank you because you provide the group and you provided this opportunity for me so I’m very grateful for that. I think I’m just doing whatever I think it takes because I am not giving up I mean this is it, this is what I got to do, right?

Melinda: And that’s a level of commitment so you can even speak to your own clients about this. Whenever I do an enrollment conversation another little thing that I love doing is I love saying on a scale of 1 to 10 how committed are you to making this change in your life?

Andy: Yeah, I do that too.

Melinda: I love scales, I love numbers, I love that kind of thing yeah because it cuts the emotion out and it’s like let’s get really clear real quick.

Andy: Quantification and hard core.

Melinda: Yeah, we are not messing around. And so you just said like you are a10 out of 10, I’m not giving up, I’m going to do whatever it takes. You are going to be so successful I already know that because you are going to do whatever it takes. Thank you for being in the group, thank you for asking the questions, thank you for being persistent and just thank you again for this time. I just thought this would be fun to kind of unpack it a little bit more and hopefully it was it was valuable.

Andy: It was.

Melinda: So if you are listening in to this, this is going to be posted on the Facebook and the Coaching Lifestyle. If you are listening in I’d love for you to post your favorite frames below. It’s one of the things that we do to wrap up. I do this with all my coaching clients at the end of every bootcamp session.

We do with our boot campers every time we have a team meeting it’s like what are your favorite frames. So Andy, I’m going to ask you, I’m putting you on the spot again, what is a favorite frame it doesn’t have to be the favorite frame but what’s a favorite frame, like a nugget or a gym or a takeaway that stood out from our conversation here?

Andy: I got a lot of positive confirmations of things I’ve learned along the way that I think I’m right. I think the latest big thing that I’ve learned that you have confirmed here on this call is that it takes consistent action and that kind of doing it half-assedly is not going to work for anyone.

Of course you’ve got to find out what makes sense to you and what kind of approaches resonates with you. But you’ve got to do some hustling and you got it you got to stick to it and you got to find out. You’ve got to make sure if it really works or it doesn’t. That was definitely a great takeaway for me.

Also the fact that you mentioned that it took you three months of working everyday for every week of three months. Having those really specific things like you just mentioned, really getting specific about it, I kind of loved that because it kind of gives me an idea of what to expect.

When you when you don’t know that you are like, shit, am I going to do this for a week or a year or two or what? So just getting those specifics down that’s invaluable so thank.

Melinda: My pleasure. And for everybody listening in, post your favorite frames below, I’d love to keep this conversation going. Or if you have additional questions from what Andy has shared or stuff that I’ve shared or whatever’s come up for you, post your questions below and we’ll kind of keep this dialogue going because this is where we all learn.

This where we learn together, it’s where we grow together and in this community, this collaboration this is where it happens. Not isolated, not hiding behind our computers but connecting together. So post your favorite frames, post your questions, claim your ticket if you haven’t.

I’m going to see you at the live event. We are going to dive into even more of this here early on in the year so that you feel confident about going through your whole year and getting results and doing the work you love. Andy, thank you again. I appreciate it. I will see you in the Facebook group. Keep us posted on your success and keep asking those question.

Andy: I will.

Melinda: All right, bye everybody.

Andy: Bye.

Posted in: Professional Development, StartUp Coach, The Coaching Lifestyle Podcast

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