Do you ever get nervous on sales calls?
Ever feel secretly relieved when someone does a no-show?
Do you NOT want to be seen as pushy during sales conversations?
I totally get it.
But I discovered a powerful truth: effective selling is the lifeblood of your coaching business.
Effective selling skills are vital for achieving the impact, income, and freedom we want in our coaching business.
If you’re not converting at least 3 in 5 sales conversations into clients, there’s only ONE main reason.
In this video, I share the reason, as well as my secrets to transforming your discomfort into confidence.
- Discover the REAL reason why so many coaches avoid selling and actionable steps to turn this around
- How to conduct natural, authentic, and elegant sales conversations that convert to clients
- The keys to creating more genuine human connection in your sales conversations, opening the door to enrolling dream clients
When I first started out as a coach, I cringed at the thought of having sales conversations.
We’ve all been in a sales conversation where we’ve felt that the person doesn’t really care about us and they’re just trying to push a product or the service on us.
I remember being at an event once and the guy said to raise your hand if you’re in sales.
I was a personal trainer at the time, and there were hundreds of us at the event. No one raised their hand. And he said, “Well, if you don’t view yourself as being a salesperson, you’ve already lost the game.”
I got this really icky feeling that I did not want to be known as a salesperson in business.
Over time, what I learned is that when you attract the right people who are a great match for what you’re offering, it doesn’t feel like selling.
It feels like a really enjoyable conversation. When you are authentic, it feels so natural and it just flows.
You don’t have to think about what tactic you will use and how you will overcome objections.
In fact, my clients who use my process tell me they very rarely get objections.
So how do we do this?
If you want to be able to elegantly invite people to work with you and not feel like you’re a salesperson, then learning authentic influence is what will help you convert people into paying clients.
Authentic influence is about caring about what the other person cares about. It’s helping them to make an aligned decision for them to improve their life.
Think about when you’ve had a breakthrough. Often, it’s because you’ve invested in your breakthrough.
You’ve paid to go to a seminar, course or event workshop and you’ve had a breakthrough.
Having a breakthrough feels incredible and breakthroughs happen because we make a decision to take action.
Usually, that decision to take action is because someone has influenced us.
Sales is helping someone who has a problem, and showing them how you can help them solve it.
It’s not about changing someone’s mind. It’s not about convincing.
This takes the pressure off you and means you become excited to tell people what you do.
It’s so important that you know how to sell because that is what helps people improve their lives.
If you want to help more people and make a bigger difference in the world, selling is one of the most important skills that you can develop.
If you’re not converting at least 3 out of 5 sales conversations or more, there’s only one reason…
…what you’re saying is not communicating the value of what you offer to your potential client.
So in this video, I’m sharing exactly why that is, and my secrets to transforming your sales discomfort into confidence.
When it comes to having a sales conversation, there are two different camps that you can be sitting in.
Firstly, you don’t have a structure. There’s no formula to what you’re doing, you’re going with the flow. You’re winging it.
Secondly, you could have a structure or a formula or a script that you’re following, but it’s either not working, it’s not aligned to you, or you’re not fully following it.
If you’re not following the script that you have – that’s a sign it might not be authentic to you.
Sales is a very male-dominated industry.
And a lot of sales people are pushy.
What I’ve discovered from working with thousands of women, is that women want to sell differently.
We’re typically more relational. And we need a way of selling that feels elegant and aligned to us.
From selling my services for 20 years, I’ve discovered that if you want to be successful at enrolling clients, you definitely need a proven formula – but not just any formula – you need the right formula.
There are two issues I see female coaches make when it comes to selling.
Issue 1: Friend-zoning
What a lot of people do Friend-zone – losing a lot of sales
We do that because we don’t know what to say next in a way that doesn’t sound confronting or pushy or sales.
If they’re not following a structure, people go off on tangents and you don’t know how to bring them back.
People don’t feel safe and led – confident that you are organised in your knowledge and you have a clear process to get them a result.
Issue 2: Too Scripted
Following a script – but it’s too rigid – it’s not who you are.
You feel ridiculously uncomfortable and awkward and it feels too forced scripted.
What I realised is that if the script is too rigid, you go into weird energy and people pick up on it.
So there has to be some structure – but also the freedom to be you.
As I started analysing people’s sales processes, I realised that there were gaps.
Some of the gaps I noticed in people who weren’t following a formula were:
They would spend a long time on a call with a potential client, but they didn’t help them make a decision.
They didn’t have conviction that their offer is the next best step for that person to take.
They were very casual and ‘jumped out’ of the conversation when it came to talking about money.
You told them to think about it, or just rushed past the part where you helped them make a decision.
If you want to be friends with this person, be friends with them.
If you want to help them transform their life for the better, make them a great offer and do it boldly.
This could change their life.
Because two humans sharing from the heart shouldn’t feel scripted and robotic.
I like to think of a formula like a chocolate mould. You can pour all different types of chocolates and toppings in there to your hearts content…
…but the framework, the structure stays the same. It makes it easy to follow and enjoyable and effective.
There are 2 solutions for this.
The first is to optimise your offer to make sure that it’s irresistible.
Having an irresistible offer is one of the most important assets you can have in business.
And creating an offer where people clearly see the value (and don’t question the price!) is one of the most important things you can do in business.
Step two is have a formula for sharing your offer that’s authentic, proven and is a toolkit of ideas you can draw from – so you can be creative within your sales conversations, while also knowing that it will convert to clients.
This is why I created the Authentic Enrolment Formula. It’s a perfect blend between being a credible, trustworthy leader, and your authentic, natural self.
It’s not a script, it’s a formula.
This allows you to still be human. And expertly lead people to a solution.
P.S. Whenever you’re ready… here are 4 other ways I can help you grow your business:
1. Work with me to get more clients
If you’d like to work directly with me to get more clients… just send me a Message with the word “Clients”… tell me a little about your business and what you’d like to work on together, and I’ll get you all the details.
Message me here: https://katmillar.com/message-kat
2. Join our community and connect with like-minded Coaches & Experts
It’s our Facebook community where ambitious females entrepreneurs learn how to increase their income, influence, and impact.
Join us here: https://www.facebook.com/groups/amplifyyourinfluence
3. Grab a FREE copy of my ‘Client Attraction Checklist’
This is a powerful roadmap to attracting leads, signing clients, and scaling your coaching business.
Grab it here: https://info.katmillar.com/the-client-attraction-checklist
4. Check out my upcoming events and latest special offers here:
https://msha.ke/katmillar.com/
Big love
Kat xo
Leave a Reply