Today I want to dig into a question I saw that is very common with many coaches and it's something that I have already experienced with my own coaching business. I've seen this happen to me in the past and yesterday this coach reached out and said..
"Hey Ben, I'm having a hard time dealing with prospects over the phone who think that my program is too expensive and don't want to commit"
When you encounter people like this it should teach you two things about your business:
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First, if you get a response like this the first thing I want you to find out- is this person a good fit for your program or not? If they can't commit to your program then you won't be able to help them and on the back end of that each time you speak to a prospect over the phone you have to understand that not all prospects will join your program.
Each day I look at the stats in my business and I look at the stats with other coaches I help who are part of our group coaching program or my 1on1 program. With each coach I look very closely at their closing percentage and some of the best and most successful coaches that I am currently helping right now are great at sales. I want to say that these coaches are closing anywhere near 30 to 40 percent and that for me is very very high. This means that not every single prospect you talk to will join your program and I want you to remember that is ok.
Second, It's very important to realize that if someone is not going to be a good fit for your program then they shouldn't try and negotiate price with you and you shouldn't feel bad about your price either because every prospect will react to price differently. It's not your responsibility how people feel about your offer because if you are talking to the wrong prospects those people will never commit to your program in the first place.
I have spent years figuring out this conversation over the phone with prospects and one thing I have learnt is that by the time a prospect has reached the phone to speak with you they should have already raised their hand and they should already be educated on how your program and process works.
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If you educate people before they talk to you over the phone you will have an automated way of doing things which means you will save lots of time talking to the wrong people and send more time speaking with people who are more qualified.
If you need more help starting, growing or scaling your business I want you to check out my All-Access Pass Course Bundle. This course has helped thousands of coaches worldwide with theirs sports training business.
Speak to you later,
- Ben
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