Ep42: 4 Things To Share With Clients That Instantly Increases Enrollments

Dec 7, 2020

How are you doing with your enrollment rate? Are you busy going “forest, forest, forest!” and not really seeing the trees? How do you truly move the needle up in your enrollments?

In this episode, Heather gives out easy but effective steps in getting more enrollments for your programs. These are not sales strategies but steps that will help you create relationships with your potential clients or employees. These tips will also sound like common sense – however, most, if not all, new coaches do not effectively communicate with their clients. Be ready to take some notes for Heather’s quick tips at the end of the podcast, too.

Are you ready to move that enrollment needle up, up, up? Then listen to this podcast and start hitting your enrollment goals with ease!

4 Things To Share With Clients That Instantly Increases Enrollments

Before you get off the call with every client that is a good fit for you, make sure your client clearly understands the four following things:

  1. Who you are and what you do. Be clear on your prospective client about what your business is, how you do it, who you do it for, and why you do it. Don’t assume that your potential client knows who you are.

  2. They need to know that you understand their problem and have a solution that just tells them to the Finish Line faster and easier than they can do on their own.  A general answer as to what/why they are stuck with their problem, and how you would help them solve (introducing your coaching offers here) it if they enroll with you

  3. What will happen to them if they choose not to solve this problem (Paint the picture of how their pain and their life will stay the same or just get worse if they do nothing to fix it).

  4. The ‘what happens next’ if they choose to work with you. How “working with you works” and what your clients should expect after your clarity call.

Quick Tips

  • Typical length for an Introductory call is 30 minutes, although if the person is a good fit, it will more than likely last about 1 hour.

  • The typical number of clarity calls to enroll your average client is two for high end programs

  • When just starting out, it is rare that a person will commit to enrollment on their first clarity call. It is perfectly normal for you to need to schedule another Clarity call within a two to three-day time frame to finalize enrollment.

Soul Stirring Quotes

“We’re really busy going ‘forest, forest, forest’, and we’re not really seeing the trees.”

“Clarity call is building a relationship with people.”

“Don’t assume your client knows who you are. Introduce yourself and give a clear introduction of what your business is, how you do it, who you do it for, and why you do it.”

“Your clients need to understand that you understand fundamentally what their problem is and that you can provide solutions that take them to the finish line faster and easier.”

“Your clients need to understand the reality of staying in the same place not taking decisive actions.”

“Know that it’s normal to give people space and time to make the decision.”

Episode Timecodes:

  • 0:28 Heather shares her thoughts on why she is sharing this episode and what this episode is all about.

  • 3:45 Heather’s invitation for you to know where you are at to assess your enrollment rate.

  • 5:08 What is a clarity or sales call?

  • 6:49 Step 1: Communicate clearly on who you are and what you do.

  • 8:17 Step 2: You need to understand their problems or challenges.

  • 11:00 Step 3: What will happen if they don’t choose to solve their problem with you?

  • 13:57 Step 4: Let your clients know what happens next.

  • 15:57 Heather’s quick tips in doing enrollment calls.

Links Mentioned:

Connect with Heather

Email: hello@heatheraliceshea.com

Timezone: America/New_York

Website: heatheraliceshea.com


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Episode Transcript:

Welcome to the everyday intuitive podcast. I’m your host, Heather Alice Shae intuitive life coach trainer status quo, shaker and founder of Atmana Coaching Academy. Listen in each week to break up with your comfort zone claim your self confidence and radically embrace your role as an intuitive healer mentor and sought after coach let’s get within and get after it.

Hey Atmana Intuitive today, we are talking about the four things that you absolutely must share with your clients that instantly increases enrollments. So I am going to jump right into these tips that I have for you. And it’s going to feel like I’m just kind of speaking common sense. None of the stuff I’m about to talk about.

Particularly mind blowing. Although what is mind blowing is how often I notice that coaches in the industry, aren’t communicating all four of these things. And I would hotly contest that if you are not speaking to these four things, while you are on your enrollment calls, then it might be one of the reasons why you’re having a hard time closing more clients.

before we jump in, I wanna say this, a big question that people ask me a lot is what should my enrollment rate be? Right? So that, that number is all over the place with respect to how coaches, you know, what the experts quote unquote would tell you. And I wanna be really clear that I am by no means, you know, a sales.

Coach. If you are looking for a great sales coach to talk to, I would be happy to refer you over to the podcast episode I did with Kendrick chop. She is a woman who could sell a ketchup, pop sickle to a person wearing white gloves. And she is a human being who just does sales with so much integrity. So I’d like to refer you over to that episode, if you would like to get some concrete.

You know, examples, ideas, strategies on how you can do, you know, the in depth mechanics of what it is to really be on an enrollment call. That is not what this episode is going to be. This episode is going to be about helping you see the, you know, more of, kind of. Small details that I see people overlooking on their sales calls.

So, you know, there tends to be this focus on high end strategy. You know, what are we using? What angle are we using? What is our mindset behind sales? And all of that stuff is great. It’s 50,000 foot it’s 30,000 foot it’s 10,000 foot, you know, view of the sales process. , but what I think is happening is we’re really busy going forest forest forest, and we’re not really seeing the trees.

So I want you to see these four things I’m about to say as the trees understand that, you know, while I am one hell of a salesperson in , my close rate is about 89%, which is, you know, absolutely, you know, really unheard. I believe the reason why I close 89% of every call that I’m on in my company is because I focus on the fundamentals and I am very, very, very focused on building relationships with people.

Okay. So more than any strategy or tactic or, you know, working on your mindset, I really believe that when it comes to increasing your enrollment rate on your sales calls, it really is. Just doing these four things and then focusing on building a relationship. I do want to encourage you to sit down and try to get your percentage.

You need to know where you’re at. If you want to increase your enrollment rates, you need to understand, you know, relative to how many calls you’re doing or how many touchpoints you’re having with a client. How many of those experiences are actually turning into an enrollment. That is a number you need to know.

So if you use some type of booking software or scheduling software, what you can do is just go in and run a report. Here are all of the, you know, the calls I’ve had this year, you know, you can print it out and take a look and say, okay, you know, I had. You know, 70 calls and I closed how many, you know, work out that percentage.

Okay. When I sat down and did this in , I was shocked to see actually how high my enrollment rate was. I knew it was high, but I had no idea that it was as high as it is. Okay. So my goal is to help you move the needle. by using common sense, just, you know, easy peasy stuff, just the, you know, the trees stuff that everybody misses, because they’re so busy, focused on, you know, the strategy and, oh, my mindset.

And I’ve got all this resistance. It’s like, well, if you just focus on building relationships with people and then you do these four things, I guarantee you that needle’s gonna move. Up up. Okay. So let’s first start with what a clarity call is. You know, why are you on a sales call? Well, the whole point of a clarity call or a sales call is for you to get to know the client and the client to get to know you.

That is really what an enrollment call is. You’re not really trying to sell them anything. You’re really just trying to get to know them and figure out are they a good fit for. Are you a good fit for them? I start every enrollment call with that attitude. I’m like, Hey, what. Thanks for booking this call.

I’m super excited to get to know you. And, you know, before we talk about anything in terms of coaching services, I just need to understand, you know, what you’re struggling with and what you’re wanting to accomplish. And at the end of this, if it sounds like. What I do and is a good fit for you, then we’ll talk about it.

And if not, that’s okay too. I’ll do my best to find you resources that can help you with your problem. So when you have that attitude, it’s just, oh, the pressure is off. Okay. So understand that. That is really what the clarity call is. It’s not a pitch Fest. It’s not you trying to convince somebody to enroll.

It’s really just building a relationship with someone trying to figure. If you are the best person to help them. Doesn’t that feel good to me? That just feels so warm in my heart. It makes me feel like I am walking in my purpose, you know, doing something I really love, which is connecting with people. So that is the attitude I want to encourage you to take into any type of enrollment call or, you know, even I would say that even applies to networking endeavors.

so let’s jump into these four things. And at the end, I’m gonna give you some additional quick tips. So the first thing that I see this is you guys are, you’re gonna fall over the first thing I see people not communicating clearly on their enrollment goals is who you are and what you do. It’s it sounds so silly, right.

But a lot of new coaches forget to introduce the. And say what your business is, what it does, how you do it, who you do it for and why you do it. That is something that if your perspective client doesn’t know that the likelihood of them enrolling is very, very low. Don’t assume your client knows who you are.

I never walk into an enrollment call thinking that these people know me at all. I introduce myself. I say, it’s lovely to meet you. You know, more often than not, they say, oh, you know, I’ve binged your podcast. I watch your videos. You know, more often not, they do know who I am, but I never ever take that for granted.

You know, I want to get to know them. I want to really connect with them. So you need to be telling them who you are, what you do. Who you do it for why you do it right. And how you do it. They need to have a clear line of sight to that. It’s not like that’s a lot of stuff, you know, you don’t have to make it a dissertation, you know, but you do need to explain, you need to have that cocktail pitch down, you know, just easy peasy.

You just kind of rattle it off so they understand who you are. Right. The second one is that your client needs to understand that. Understand their problem. You might have the most incredible program in the world and they might really, really like you. And they might think you’re an awesome person, but if they don’t believe that you get what is fundamentally wrong, they are not going to enroll.

So they need to understand that you understand fundamentally what their problem is. And that you can provide a solution that takes them to the finish line faster and easier. Write that down faster and easier than they could otherwise do on their own. Because if you’re not helping them do it faster and easier, why would they pay you?

Right. They’ll just do it on their own for free or just not do it at all. Okay. So in order for us to do this, well, we do have to provide. Some type of bottom line assessment or general insight from your professional perspective on why you feel this client is stuck. And of course I’m saying this through the lens of this would be an ideal client, somebody that you, you know, where you’re looking at them and going, okay, okay.

I get it. I get the gist. Yes. My coaching program is, you know, is perfect for this person. So you do need to say, okay, you need to provide basically an assessment. So after you, you know, spend time listening to them, drilling down into what is really going on with them, why they have this problem, you know, what that looks like, what that feels like, just all the stuff, right.

Their story, and also what they want, what they want to accomplish. Right. Once you drill down into that, you say, okay, well, from my perspective, I think it’s this, this, and. Right. And they’ll go, oh my gosh. That’s yes, that’s it. That’s it. And you’re listening to their story and you’re reflecting back to them what they have said to you.

Right. There’s no magic in it. You’re just listening to them and you’re reflecting back. You’re letting them know that you’re deeply with them and that you hear them. Okay. So you offer that. So that they know that you get it. And then you say, here is what I think you can do. I’m hearing these are the main problems.

And if you did X, Y, and Z, it would fix a, B and C. Right. And then from there, you’re off to the races. Introducing your coaching package. So that’s number two. They need to understand that you understand their problem, and they need to understand that you have a solution that takes them to the finish line faster and easier than they could otherwise do it on their own.

Okay. Number three is. Oh, this is a good one. And a lot of coaches shy away from this one, but I really want you to hit this one home, man. I want you to socket like Rocky BBO fighting that like really hot blonde Russian guy. You need to really, really, really drill this one in. You need to communicate to your client or have them ponder on what will happen if they choose not to enroll with.

you need to have them paint the picture of what it will look like if they don’t choose to take decisive action to solve this problem. Okay. So I think as new coaches, we get busy on, on, you know, painting that picture of happiness and Ascension, and you’re gonna reach your goals and it’s gonna be awesome.

And it just feels amazing. Of course it’s inspirational, but there is a part of their mind. That’s like, this is bullshit. I don’t wanna be sold on hype. Right. So when I’m on my enrollment calls and it’s kind of counterintuitive, I am really good at bringing ’em back to that dark place and saying, tell me what your life is gonna look like.

If you keep doing what you have been doing, because if you could do it on your own, you probably would by no, you know, you’ve got to really lean into that. Don’t be afraid. Yes. That is a tense moment. And it feels. Counter to our nature. We want our clients to feel good. We’re here to help them see their potential, but you are not serving them by just jacking ’em up on hope.

They need to understand the real reality of staying in the same place, not taking decisive action. So ask them to paint that picture, ask them to paint that picture. What is going to happen? If you do nothing? okay. In other words, you are trying to get them to see the cost of non-investment of not investing.

They know the cost of investing. It’s gonna be their time, their energy and their money, but like that old saying goes, if you think education is expensive, tri ignorance, it’s the same with coaching. You think this coaching program is expensive. Try not doing it. That’s tenfold, you know, more expensive. So it’s the old you’re gonna pay.

Now, you’re gonna pay later. My husband and I spend, you know, a pretty good little chunk of change on gym memberships and personal trainers, you know, for our physical health every month. And you know, it’s an investment, but the way we look at it is I’d rather pay, you know, several hundred dollars a month.

Now, while we’re young to have a healthy body, then when we’re 60 to 65, end up with, you know, heart surgery. Knee replacements or whatever that’s gonna be. So pay now pay later. That’s what you’re trying to get your clients to understand about the decision to. The fourth is you need to tell them what happens next.

So to you, you understand your onboarding process, you know how you bring clients into your business, you know, the exact next steps that’s gonna happen. If a person says yes, but guess what? Your client doesn’t know any of that. We tend to forget that because it just feels so obvious to you, but it’s not obvious to them.

Right? So what I see a lot of coaches doing is not saying. . If you do enroll, here is what we’re going to do. We’re gonna hang up this call. I am going to send you an email in that email. You are going to see an outline of the coaching package. I am also going to send you a separate email from my software.

Hello, sign with a contract in it that you will sign. It’s written in plain English. You can electronically sign and send back to. Whenever you’re ready. When, when you feel comfortable inside that email, you are also gonna find a link to your private payment portal, where you can enroll in the program.

When you do, you’re gonna get an automatic email with a user ID and password sent to you where you can log in and gain access to program content. And also there will be a link in that email for you to schedule your first session with. That is exactly what is going to happen when you say yes right now, we are going to have your first session on the book within 24 hours and you will have access instantly.

So the client understands. How working with me works. Okay. And again, we forget to say that because to us it feels like, oh, well, duh, that’s what we’re gonna do. But you have to remember your client does not understand what a yes means right now. You have to clearly paint that picture from this moment on this clarity call.

You wanna connect it to the next time they’re gonna see you. So between now and that first paid session, what exactly is going to. If you can paint that picture, your likelihood of increasing enrollment will absolutely increase. Okay. So with that being said, I wanna give you some quick tips, just some nuts and bolts on enrollment calls.

So here’s how I like to set up my enrollment calls. Remember, enrollment calls are there for you to establish, is this person right for you? Are you right for them? Right? It’s like, you’re dating them. Okay. When they enroll, you’re getting married, you’re getting married. So the clarity goal is a date and. So here’s how I set ’em up.

I usually slot on my calendar 30 minutes for the call, but on the back end, I would have, you know, another 30 minutes. So on my calendar, it blocks off an hour. So I have the time there, if I need to, but to the client, they’re seeing 30 minutes. You can do 30. I mean, 45 is a lot, but you have to understand if you’re booking it for that.

Then you’re kind of obligated to stay on the call that long. So I like to have it be 30 minutes and then if a person is a good fit, we can continue on for that hour. Okay. so the typical in terms of how many clarity calls you might be doing to get an enrollment, if you are high ticket, high ticket, meaning, you know, anything, 4,000, 5,000 up the average enrollment calls you’re gonna have to have is probably two, right?

So you have your introductory call. You kind of get into it, all the problems, the pain, the hopes, the dreams, the solution, all this stuff. And then they think on it and then 48 to 72 hours later. You set another call where you say to them, Hey, okay. We’ve went over a lot, no pressure. You know, the opportunity presented to you.

I want you to sleep on it. We’re gonna meet back up in two or three days where you can get additional, any questions you have about the program answered and right then we’ll make a decision. So the client clearly knows. Okay, I’m gonna think on this. I’m gonna do my homework. I’m gonna get any remaining questions.

I have aired. We’ll meet back up and then they know on that call, they’re giving you a yes or a no. So that is a pretty good cadence for enrolling people in high ticket. And you know, if we’re doing our jobs, if we’re building that relationship, if we’re going through the process correctly to do a high, high, high pressure sale, you know, don’t feel bad.

If a person doesn’t enroll right then of course you would want that. That would be great, but know that it’s normal and okay. To give people space and time to make the decision. So, you know, I would say the average is two and anything over than that, uh, you know, just the person that’s, you know, feet shuffling and I wouldn’t go anything past.

so also to remember that, you know, it is perfectly normal to get all of this done at the end of that call. Right. Don’t feel like it’s you being pushy right at the end of that first call. That’s normal, right? This is business. So it’s not just, oh, get back to me whenever it’s okay. What we’re gonna do is, you know, so tell me what your thoughts are.

Are you serious about doing this? Do you wanna enroll? Yes. If you’re ready to go. Let’s here’s exactly what’s gonna happen. If not. Okay. Let’s have time to think about it. Let’s schedule a call in three days. So you’re gonna get that call on the book. You’re gonna schedule it right then and there. Okay.

Another tip to remember is clarity calls are not free sessions. You want to communicate to your client, that you have a solid grasp of their problem and a solution to help them achieve what they wanna achieve, but do not fall for the classic blunder of getting involved in a land war in Asia. Quote, that movie, quote, that movie go over to my Facebook group.

I’m on an intuitive coach collective. And if you can quote that movie, I’ll give you some type of awesome freaky because that’s an awesome movie. So don’t fall prey to the classic blunder. Of turning your clarity call into a free coaching session. That is not what this is. Okay. That reeks of desperation.

Everybody sees that for what it is. And also your client just doesn’t know what’s going on. They’re there to try to like figure out if your program is good for them. And then all of a sudden you’re jumping into coaching. Like no SIS. That is not how we do these calls. Okay. So those are the four things that you need to share with your clients to instantly increase enrollments.

Let’s recap. You need to tell them who you are, what you do, who you do it for, how you do it and give ’em your big fat, why they need to know that you understand their problem. And that you have a solution that will take them to the finish line faster and easier than they can do on their own. They need to understand exactly what is going to happen if they choose not to enroll.

In other words, the cost of non-investment and then they need to know the practical here’s the next steps. If they do. Choose to work with you. And I should change that word if to win girl, cuz you’re gonna be slaying the sales slaying, the sales process. Okay. So I hope you enjoyed this episode again, pop on over to our free Facebook group, the intuitive coach collective.

And let me know, what is your big obstacle on your enrollment calls? What she’s scared of? What do you feel you’re doing well? What do you feel? You’re not doing. How do these four things, these four tips I shared here feel to you, what do you think you could do to start stepping into each of these even more clearly?

So write each four of these down and then pick one and start working on it. And I promise you, you are going to go from zero to 60 real. On your enrollment calls. That is a wrap for today’s show. Thank you from the bottom of my feels for showing up today in your power and in your willingness to let your intuitive self lead.

And if you are still working your way to your first 50 to 100 K in your coaching practice, I have two incredible free resource. To help you fast pass this process. The first is to join our free and fun Facebook group. The Atmana intuitive coach collective, where myself and our Atmana instructors do free trainings every week.

To help you turn your obstacles into opportunities with each and every step you take. So that you can begin to achieve success on your own terms and finally make the money that you know, you deserve. So if you’re interested in joining our group, just pop onto Facebook and you can search bar Atmana intuitive coach collective, and we will pop up or you can check our show notes.

For a link. And the second resource is a V I P ticket to our next upcoming five day workshop experience. Live your purpose, launch your practice, where you are going to learn four keys to claiming your intuitive confidence calling in clients with authenticity and integrity. And then you’re gonna create your very first or one of many.

Signature programs that help you sell your services with ease and grace. That also helps you go high ticket. So head on over to Heatheraliceshea.com/intuitive coach launch to get your V I P ticket, or you can check the show notes where you can get your hot little hands on a link to both the Facebook group and the five day work.

Until next time I see you. I love you together. We rise.