Why Coaches Are Afraid to Ask

Show Notes

Why are coaches afraid to ask? We were afraid to ask for the sale. We are afraid to ask for that conversation sometimes. And we are definitely afraid to ask for…Yes. What is it? Sale. That little fear that creeps in? It holds us back. We have a great sales conversation. We have a great discovery call.

And then we don’t want to ask for the sale. We don’t want to talk about the investment, the cost. Should people pass? Yes, of course they should. If you are going to have a serious business, then you definitely need to ask for payment and you should be paid well because you have done all these coaching qualifications. You have probably done a lot more training than you need to have. And now it’s your time to provide that service that value, and definitely get paid for it.

Afraid of Hearing "NO"

Ever listened to Go For No by Richard Fenton and Andrea Wallace? Their whole premise is go for no and that might sound a bit icky. We don’t want to sound pushy. We don’t want to be doing any of that stuff. But when you actually get into what they are talking about, it’s not really about the no’s at all.

It’s about getting the yeses. But we won’t get a yes if we are too afraid to ask. If we are truly afraid that somebody might give us the no. And what is our relationship with that word “no”? We quite often see it. It’s very negative. Don’t we see it as a rejection? If we have a sales conversation, if we have a discovery, call and they don’t buy, they don’t take up our five months or six months coaching package or whatever, we take it as a personal rejection.

But when you are buying something, or even if somebody just offered you something, you can go, “no, that’s not for me”. Or you buy one thing over another. You are not personally saying no to that particular salesman or that particular brand. You just can’t. This one works better for me. I’d rather have the Mercedes then maybe the Alfa, or I’d rather have the Ferrari. So when somebody says no to us, no, we should not take it very personally.

What Richard and Andrea are talking about is making sure that you are asking for the sale, and the reason that they concentrate on the no’s, not the yeses, is because if you get three yeses and you want three yeses for the month, then you stop. Whereas if you concentrate on getting lots of nos, you are on a hot streak.

Take Rejection Personally

In the book, they talked about the guy that created the air bag sensor that took him 30 years, and then he made a massive amount of money out from it but it took 30 years of not having any money.

I don’t know about you, but I don’t know if I’d still be in the game 30 years later if it wasn’t working. That takes a real commitment and passion, and for us, sometimes we get 1 or 2 no’s and we want to curl up and die. We have all heard about Wd40, and all the rest of the story is about the same, where people have kept the persistence.

They have been resilient, they have taken the no’s, they have learned from them, and they have continued. So no’s are feedback. There’s something that you can learn from there, not a personal attack on you. They just think you are not the right person. Or maybe it’s just not for now and in the right time, it will be a yes.

No's Are Opportunities

The more times that you get out there and tell people they encourage who you help them with, who you help and how you help them, the more people that will know. We have all heard many stories of how coaches have actually started their businesses by helping the sisters, brother in laws, cousin, those kind of things.

People have heard what you are doing. They might personally not be able to use it. So that’s a no. But somebody at a barbecue is talking about having travel as a coach, building a business. So as I go, oh yeah, I’ve met this lady, Cathy, the other day, and that’s exactly what she does. And then that no, from the initial person, because they weren’t my person can then turn into a yes.

So sometimes when you get a no, you just need to be bold enough to say, do you know anybody else who might be able to use my services? So you might get a second? No, but you never know. You might get a yes as well. Or you might get. Yeah, actually I do. Or maybe I can refer you.

Always Ask for Sales

So making sure that you are asking for the sale, you are asking in conversations and you are going for that no, because the quicker you can get to a no, the quicker you can move on to the next one. So never fear picking up the phone and following up, because we all know that in sales, quite often, it’s not the first interaction that actually gets us.

They can be the second, the third, or it can take four years. So it can be very, very quick. So don’t worry that you are going to have to be there for four years before you get your first client. Sometimes you can get a whole pile of no’s and then suddenly you are getting a whole pile of yeses because you have learned those mistakes that you have been making, you have learned those objections, and now you are able to be able to sort them before they come and all of those sort of things.

Episodes For You

Last week we did the Episode 310: Borrowing Belief. So if you are getting a lot of no’s and you bit worried that you can’t do it, listen to the last episode, that’s a really great episode.

Another really good episode was Episode 270: Overcoming The Fear of Rejection and Episode 308: Hidden Client Objections, they are the ones that they don’t always say, and they can be the sneaky ones because you really want to have the opportunity to address those objections and not let the client go off, or the prospect go off and turn that little molehill into a massive mountain.

Another great episode was Episode 272: Why Some People Succeed. That’s a great episode to check out as well. And there’s lots of others in the back catalog to have a look at to. It’s any time that you are just feeling a bit down. Things aren’t going as well. You have had a couple of no’s. Check out some of those episodes that can be really uplifting and give you some useful pointers that can help you.

Links

Coaches Marketing Roadmap
Cathy Smith Coaching

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