Conversations That Turn Into Client Conversions

Show Notes

Welcome to Episode 338. We have been talking a lot about getting clients like we have been talking about getting clients without burnout and making sure that everything is working really well. But we also need to have conversions, don’t we? It’s all very fine to be visible and to be getting out there and having conversations but if we are not converting, then unfortunately we are not going to have a business.

If you don’t have sales yet, it’s not always a visibility problem. It’s a conversion problem. So that’s what today’s podcast is about. Let’s talk about conversations that turn into conversions. So you are posting, you are connecting. But people are not moving yet. Well, why is that? Let’s fix that today.

Understanding Conversion

So what does a conversion really mean? It’s that point in the conversation where the deal is starting to wrap up and people are getting interested.
They might even ask you about the price. What is the investment? What is it that I need to do to start working with you? And even at that point sometimes we try, don’t we? We got yeah, I’ve got yeah, yeah, yeah. All right, slow down. Take a breath. Remember that I wouldn’t be sitting in front of you, whether that’s in person or online.

Guide Interested Prospects

If they were not interested, something sparked. The curiosity about the fact that you could help them. You could help them with their problem. Now, it might have been your marketing. It could have been those posts that you have been putting out. It could have been that conversation that you had in a networking event. Could have been the breakout room or the quiet corner that you went to and you had a chat.

They are interested, so you need to test the ask. So it’s the discovery call. So set up your discovery call so you know the point where you are going to ask answer those comment objections before they come up so that when they do get to that point and ask about the investment, it’s just a simple “I’ve got a one on one coaching IT situation and it’s this price”. It’s not stumbling over the price. It’s not trying to work out where they fit into your package to that minimum viable product. I have got one on one and this is the price. I have a group offer and I have the space available. This is the landing page. Have it all set up so that you are not stumbling over it. Be very clear about what the next step is.

So is it going to a landing page? Is it booking that next call? If you have had a coaching call, not a discovery call if you are actually doing a free coaching call, don’t confuse the different things and make sure that your potential client knows that if you have had a free coaching call, then book a discovery call. If it’s a discovery call, don’t try to turn it into a free coaching call. All right, little bit of insight box right there. But you say it all the time and you don’t have to give a free coaching call before a discovery call. If your marketing has got them interested in that, just go straight to the discovery call and then what is it that you are offering?

Offer Clarity and Make Booking Easy

Are you offering a program? Are you offering a set amount of time? Are you potentially just offering a package? I’ve got a five session package. It’s this match and this is how you do what are you interested? Would you like to? Yes, I am okay. Here’s my contract. Or do you go straight to a booking link?

Whatever your process is, make sure that you have it day and name. So if it’s a booking then I will just drop it in the chat. Or if it’s in a personal situation, you have it right there so that they are able to do it, whether it is on your phone and going to a booking link or whether it’s a square or whatever, why you take payment, making sure that it’s easy for them to do it.

That way you don’t get blasted and I don’t get blasted, so assume that they will work with you. Don’t be pushy and a bit weird about it, but they wouldn’t come to a discovery call. They wouldn’t have come to that meeting if they weren’t at least interested. Now, often it is a price objection, but as we know, price objections is not the real answer.

Don't Sell, Serve!

Think about the shift from being the sales person to the helper. You are just guiding them along their journey. You want to serve them? Yes. What you do once they start paying you, you are generous, but you have also got to have the serious business. Make sure that you are actually asking for the sale and if sales a word that you don’t like, change it up.

Just making sure that you can help them if they have got the answer to their problem, they are going to want it. So make sure you don’t hold that secret behind so that they can’t get it. It’s not about the pressure. And leave yourself enough time in your process. So it’s not almost like an afterthought at the end.

Just reframe selling to serving. So you are helping to serve them and then put some direction around it. The clear invite for me is let me know if you would like to continue. I believe that this could help you. Here’s the next step. Would you like to move forward? It doesn’t have to be complicated. Just make it easy. Make it short, calm and direct and handling the objections without pressure.

Be Clear

Making sure that you are walking people through what your process is, because that’s another thing. If they don’t know what they are actually buying, and they might think that coaching is already a bit fluffy. So making sure you go, okay, now this is what we are going to do. Once you sign on, then I will send you your contract.

Once that’s your deposits paid and your contracts done, then I have booked your first call. So I will see you on Tuesday at 2:00 to step them through what it is that’s going to happen and do it clearly. Do it without hesitation so that people know exactly what they are getting. I also know that there’s not going to be any issues because you have got a process.