Ben is the founder of the Client Enrollment Academy where he shows coaches and consultants how to attract quality leads and turn them into client success stories.
Main Questions Asked:
- How would you explain what a story is?
- How do you get over the mindset of not wanting to share your story?
- Do you help people perfect their story?
- Do you ever have anyone that tries to tell their story but it sounds forced?
- Are there any do’s or don’ts that we should be aware of in telling our personal story?
- Can you explain how to incorporate our stories into our sales conversations?
- What are some of the biggest mistakes you’ve seen people make?
Key Lessons Learned:
Selling Your Story
- When telling your story treat it like a movie. Draw your listeners in by showing points of pain or conflict and the resolution and benefits that follow.
- Too many people are afraid to share their vulnerabilities but it actually makes you appear more human. Nobody is perfect so pretending to be only makes you less relatable.
- When constructing your story, think about the pain points of your clients and how your story can relate to them.
- The greatest speakers flow in and out of stories and take people on a journey.
- The details don’t matter as much as we want to think they do. We just need to get to the point of the message we are trying to convey.
- Instead of just ending a story with the outcome, share the new life. Tell them how the person or business shows up differently in the world. Like whether they now have more time with family or to invest in themselves or their business.
Coaching and Client Enrollment
- When selling coaching you need to do it when the client is ready for you, not when you need it. Otherwise you may miss out on the opportunity to actually help them, and the success story that comes with it.
- Don’t try to serve everyone. Aim to serve the clients that connect with you, as you will have the most impact on them.
- Don’t enter the sales conversation just thinking about sales. Be present in the moment and focus on your clients’ needs and how you can and help benefit them the most.
- Closing lines don’t work. Period. It takes an average of seven conversations to sell a client on big-ticket items or services. Be patient when it comes to client enrollment!
- If you come with a mind-frame of serving people rather than serving yourself, everything becomes easier.
- Great sales simplified breaks down to asking, serving, and following up with clients.
- Overcompensating instead of being truthful and honest about who you are and where you’re at leads to mistrust and skepticism.
- Marketing and sales are commonly confused. Marketing is making people aware of who you are, what you do, and what you can offer them.
- Celebrate the “no’s” because they bring you one step closer to the ”yes”.
- Sharing your unique story will help you stand out in the crowd, help you connect on a deeper level with people, and build trust.
- Focusing on serving your clients needs instead of serving your own will leave you more fulfilled and generate more sales.
- Aiming to sell to everyone is a waste of energy. Aim to sell to the clients you are the best fit for and vice versa.
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