Many of us have been taught in our coach training to offer a free initial consultation to potential clients.
The assumption is that it’s “free” so people will bite.
But reality turns out to be different… Taking you up on a free session is not the same as picking up a free cheese sample at Whole Foods.
Here’s a different perspective about “free sessions” –
Sure, from where you stand you’re the one to give and people would be stupid not to take you on, right?
But wait – they’ve to invest the time to talk to you. They’ve to pick up the phone or get over to wherever you are. Their one hour is not more or less valuable than yours (well, in the grand scheme of things, we’re all human).
Do you appreciate the fact that they’re willing to give you time in their day to connect with you?
Does that show in your communication?
And from their perspective… do they have concerns/objections about this “free session”?
Most of our clients have been “around the block” a few times… what would be their reservation that prevents them from taking you up on the offer?
Wasting 20 minutes listening to a sales pitch? Being sold to in a pushy way? Being churned through another one of those enrollment conversation scripts and at the end, presented with a “fast action discount” that translates into “if you don’t whip out your credit card now you’re a loser?”
Can you alleviate any of those concerns in your communication?
Respect their time, give value, and connect like a human being instead of focusing on some script.
To make these “free sessions” more effective, you want your potential clients going into the conversation as if they know you already.
How can you build CONNECTION and RESONANCE before you have a conversation?
Everybody looks everybody up online these days. If your website does a good job communicating your values, convictions, point of view and personality, you’ve already won half the battle.
And it doesn’t have to be complicated.
Just upgrading THREE pages on your website can give you a solid foundation for all your marketing communications – WEBSITE COPY ALCHEMY shows you how (yup, it’s free):
This article is originally published on business-soulwork.com
Ling is an Intuitive Brainiac. Through her unique blend of Business + Marketing coaching with a Mindset + Psychic Twist, she helps the multi-talented and multi-passionate maverick solo-entrepreneurs distill ALL their big ideas into ONE cohesive Message, nail the WORDS that sell and design a Plan to cut the busywork and do what matters, through her intuitive yet rigorous iterative process born out of her Harvard Design School training and 10 years of experience in the online marketing industry.
Ling helps her clients optimize the space between individuality + originality vs. “tried-and-true” marketing so they can express their WHY unapologetically and profitably without reinventing the wheel.
Find Ling and grab her free “How to Find YOUR Winning Formula” Training Series here.