Being intentional about meeting a prospect and showing your expertise is essential in not giving away the crown jewels before they jump on board.
Only, this can be tricky. Thus, I came up with 5 questions to transform your introductory meeting or discovery call into an intentional and stress-free experience for you.
“Shit, I messed up completely!! What shall I do now?”
I’m standing with wooden spoon in hand cooking dinner, but it’s clear that my friend needs me NOW.
I turn off the gas and say “Shoot, what happened?”
I know she went for an introductory meeting with a potential client, so I have a general idea.
This is what should’ve happened:
A) Meet the leadership team for an hour.
B) To present herself and how she’s working.
(So that they can make an educated decision if they want to work with her. But also, the other way round.)
C) Agree on the next steps.
And this is what did happen:
The meeting ran for nearly three hours, and after the first hour she slipped into analyzing and giving them feedback (part of what she does when working with a client – basically step 1 of her process).
One of the men did not agree with what she said (I’m not too surprised, sometimes it’s hard to hear the truth, and especially for an alpha male) and thus her chance of getting them on board dwindled.
Instead of talking about what further need she’d like to give them an offer for, she told them to work on the stuff they had talked about.
Apart from calming her down and setting up a call to define her next steps, there was not much I could and needed to do on the spot.
Going back to my dinner preparation I was still pondering how this “show what you can and offer a free coaching” meets “not giving away too much”.
And in many cases, it will be a fine line.
Which makes it even more important to be intentional about it.
So, I came up with a short list of questions:
* Which part of your framework (a.k.a. the repeatable way you achieve results for your clients) can be used in parts to show your expertise and get the client a first win?
* How can you create a first win, that leaves your prospect wanting more?
* How else can you show your expertise (and not giving away the crown jewels)?
Think explaining your framework in a result and benefit related way. Is there social proof you can weave in?
* What is the limit in sharing your knowledge that you don’t overstep?
Hint: you shouldn’t ruin your chance to work with your whole framework because you gave away part of it.
* How will you draw the line in a discovery / introductory meeting?
Prepare a list of things people might say or ask that might make you overstep your own limit. Also think about how you can politely but clearly show from where on they have to pay you.
With these questions you are prepared to excel and get your client hooked.
But also let go of attachment and “needing this client”.
The more casual (whilst being professional) you are, the more it’s screaming “seasoned expert”.
Keep moving
P.S. Talking about introductory meetings. If you want to learn about your next best steps book a More Impact NOW! Session.
P.P.S. In case you wonder: We found a good way to package my friends offer another way… And with this new strategy she was able to get the client signed up!
Hi, I’m Christiane. Borderline obsessed with helping health & life coaches transform their businesses into a profitable & rewarding experience – whether it’s money in the bank or clients on your books.
SNAG YOUR FREE CHECKLIST: 10 QUESTIONS TO DEFINE & DOMINATE YOUR NICHE
Confidently Choose Your Niche And Create Success In Your Health Or Life Coaching Business!
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About The Author
Christiane Mohr
Hey there! I’m Christiane. Marketing Expert with an actual Masters in Marketing. Obsessed with helping health & personal development coaches. Also dedicated to running & finding the best cheesecake in town.
And I have a secret…
It’s not about how many Facebook followers you have but how you talk about your offers and who you’re the right fit for.
I help health & personal development coaches to build an ethically rooted & profitable business by defining their niche and their stand-out offer that they love to talk about (and fearlessly).
Here’s your roadmap to nailing your niche and attracting your dream clients with ease!
Want to stand out with a clear and enticing statement about who you help and what you do for them?
Want to stand out with a clear and enticing statement about who you help and what you do for them?
Snag my checklist-style workbook to ponder on the right questions so you can confidently choose your niche and create success in your health coaching business!
“This process helped me finally let go of wanting to help everybody with anything and aligned my business to myself.” – Daniela Pade
In case you only want the checklist but no additional tips, updates on new articles or special offers, please head over to the contact form and chose “Request for Checklist”.