You see people on the internet selling these high priced products and you're wondering how you can get to the point of selling your products and services for those top prices, then this episode is for you.
Christine Schlonski is here with some really interesting takes on how you can use a strategy session to qualify clients and sell stuff in a way that's really beneficial to the customer and have them begging for the solution you're offering.
Let's find out more from Christine…
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What is the big mistake that most people make with strategy sessions?
- The biggest mistake that I’ve seen is that people go into these sessions and actually start coaching.
- The client shows up with their pain and the coach is so compelled to help that they do the coaching during the strategy session. That just means that by the end of it, the client doesn’t feel like they need that much help anymore!
- I feel like there’s a whole misconception of what the strategy call is. A lot of the time if we allow the client to just talk about their pain then we’ve already helped them so that in itself is delivering value.
What do you think is the sweet spot for the length of these calls?
- It’s not really about the length of the call, it’s more about the person holding the call stepping up as the leader on that call.
- By holding the space on the call that the client can express the pain and feel the pain, we’re already helping them.
- So, the call should be the right length for the client to express their challenges and realise that they need to take action now.
- You don’t want to let the client drift off in conversion, so you need to focus the conversation to get to the key points.
What is the most effective way to pre-frame the call so that the sales conversation is less awkward?
- I would always say that, depending on which model you choose, you can let them know that if everything on the call aligns, you’ll be making an invitation for them to work with you.
- I wouldn’t just trick them in and then all of a sudden start talking about a high-ticket course or offer.
- You want to be upfront and transparent because if the client is going to work with you then they need to trust you.
- If the client can sense that you’re trying to hide a pitch or offer, then they may think you’re being dishonest and won’t want to work with you going forward.
What is the best structure for these strategy calls that allows us to get all the right information without getting into the coaching?
- I want to start by finding out where they are in their journey, I want to know the motivation behind them getting in contact with me.
- What have they done? Have they already looked for some support that they haven’t followed through with? What actions have they taken to solve the problem?
- I’m looking for motivation. I don’t want to work with somebody who isn’t ready to get stuff done.
- Coaching is usually priced quite high, so I want to find out if they have already invested money into their challenges. If they haven’t then maybe they aren’t ready to pay a higher price right now.
- A lot of clients who get in touch will be interested but not committed, and you need to use the strategy session to find out who those people are because you may not want to work with them.
What’s your step by step process from beginning to end of the strategy call?
- Step one – I want to find out their motivation. What motivated them to invest their time to speak with me? Where did they find out about me?
- Step two – I want to know about their biggest challenge. What is causing them the most pain right now and what effect is that having?
- Step three – Next I want to find out where they want to be after they’ve overcome their challenge.
- Step four – From there I’ll know if I’m the right person to help them and we’ll discuss next steps if that’s the case.
A book that you would recommend…
The Go-Giver by Bob Burg and John David Mann
What is your top success habit?
I journal a lot about how I want my life to be and setting myself goals.
What are your favourite apps right now?
I have an app called Brain which uses sounds to help balance your brain to help you focus and concentrate.
Here’s the big one… who do you like more, Rob or Kennedy?
Red-haired Rob gets more votes usually so I’m going to go for Kennedy!
Finally, where can folks go to find out more about you?
You can head over to my website at christineschlonski.com