Build Deep Connection! Part 2
Step By Step Guide For A Successful Enrollment Conversation
Make the biggest difference possible.
Last week we began a series centered around the BEYONDU sales enrollment conversation framework. If you missed part 1 check it out here. We went over the B and E of the framework, the two questions that help you open up your potential client and get to know him/her better.
Big Dream – What is your Big dream?
Effort – What Effort have you put into your dream?
Next we’re going to do a deep dive into my favorite section of the entire conversation, which is the Y. I call it the “Yes you can, story!”
This is the ONE part of the sales call that will help you avoid feeling pushy or salsey on the call. If you love sharing and connecting on a deep level, this is the section for YOU!
This is your chance to share a story from your life and experiences that demonstrate that you understand where they’re coming from, while showing them what’s possible.
“YES you can” story!
As I had conversations with my entrepreneurial friends about our businesses, it became clear to me that I was getting a much higher percentage of YESes and ultimately sales into my coaching packages and events than they were. Time after time, my colleagues would ask me HOW I did it, and after careful thought I realized the reason why I got more YESes was because I always shared a “yes, you can” story!
Oftentimes, we attract people who are on a similar journey as us. Because of this you will end up on sales calls with people who are where you used to be. Sharing a story that relates to them shows them they CAN do it; it builds connection, and it empowers them to take action.
Below I am going to outline the framework that I use to tell my YES you can, story.
Problem – Solution – Result
In a nutshell, share about a time that you found yourself in a similar scenario. A problem that you had to overcome. Relive that moment in a vulnerable way. Whether you were in a dead end job, loveless marriage, or not able to pay your bills.
Take a moment to place yourself back in that scenario so that you can feel what you felt back then. Start the story with I remember when…
This is not an invitation for you to start coaching and finding solutions for their problem. Show them HOW you created a solution for your problem. Make it as detailed as possible. I’ll share my favorite transition statement below.
So here’s what I did…
Then including a list of 3 things that you did.
EXAMPLE: In my case, I often tell about when I first had a sales breakthrough in my business. The 3 things I did to create that result were:
- Created a new offer
- Made a list of who it will work for
- Made calls and made my offer
This is the section that can be the hardest to remember to include. Because as coaches we can get lost in the minutia of finding and creating solutions. But it’s also one of the most important sections because it shows them what is possible for them. Here are 2 examples of sentences that you can use to begin your statement.
As a result, I started to get…
And because of that…
Don’t forget – this conversation isn’t about enrolling them into your program. You are further enrolling them into their vision. Here’s an example of how the entire story might turn out:
I remember when I was a few months into my business, and I was really struggling to get sales. Here’s what I did to get out of that… I made a new offer I really loved, and I priced it at a high ticket price point. Then I made a list of all the people I already knew who could benefit from the offer. After that, I called each one of them, reconnected, and made them the offer if it made sense for them. As a result, I had 3 people say YES to my $5K offer and pay in full. I had a $15K month.
I’d love to hear your #1 question about sales calls. Join the free High Ticket Coaches Facebook Group and ask your question there. Don’t forget to tag me!
Hi, I am Amy Yamada.
a Business Coach, Entrepreneur and Author of my signature "Create, Connect, Offer" system
When you market yourself and your business in an authentic and loving way, you attract authentic and loving clients. When you have a sales conversation that is inspiring, heart-centered, and dedicated to making a difference, your BEST clients will be thrilled to work with you!
My team and I are dedicated to helping you build a deep connection with yourself, your vision, and your audience so you can make a big difference for your ideal clients and create the income you desire! Over the last six years, I have coached hundreds of entrepreneurs and spoken in front of thousands of them on how to create unique marketing messaging, write e-mail copy that personally connects and converts, and have heart-centered sales conversations with the RIGHT clients.
Once you learn these skills, you can build ANY level of business you’d like.
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