Why Should Someone Hire You
As His Or Her Coach And How
Do You Show Them That You
Are Worth the Money?
Let me ask you a few additional questions...
How do you have a breakthrough around the money conversation?
How do you start charging what you're worth?
And how do you get clients to happily open their wallets and pay your fees so that you can make a great living as a coach?
Let me introduce you to the 12,000 closing script.
The reason why I call this the $12,000 Closing Script is because the first time I used it successfully, I closed a new client that paid me $1,000 per month for an entire year!
Now I want to share it with you.
Here’s How It Works
The basic technique has 4 simple steps…
Step #1: Opening Question
Once of the most powerful ways to help your potential clients on a 1-on-1 strategy session or consultation is to open with a powerful question so you can help your clients focus.
>>> Here’s the ONE I use:
"If you and I were speaking 12 months from now, what would need to happen so that you felt completely happy and satisfied with your results?"
This is a question from a book called The Dan Sullivan Question and it’s a great way to start a conversation with a potential client because…
This Question Hooks The Mind
And when you hook the mind, you help your potential clients focus in three specific ways:
First of all, it gets your potential client to think about what their goals are and what they want to achieve.
Secondly, it gets them to paint a picture of what it would be like to work with YOU once they have achieved their goals.
Thirdly, it gets your potential client to focus on what is possible for them, which motivates and inspires action. That's the power of a good opening question.
After you open with this question, you’re then ready to…
Step #2: Identify Challenges
This is where you find out what challenges and obstacles are preventing your potential clients from reaching their goals or is slowing them down.
Maybe they lack the strategy to achieve their goal or maybe they’re unclear on the next step to achieving their desired outcome.
Either way, it's your job to find out what these challenges are well before you start coaching them.
So up to this point you're just asking good questions, collecting data and listening.
You're just helping and coaching them - which is what every good coach does.
As you discover their challenges, you’ll get a better idea if you can help them and if they are a good fit for you and your coaching.
Here's Where This Technique
is Unique and Different
This is where you help your clients get a little bit closer to their goal by mapping out a plan for them right on your 1-on-1 strategy session.
Step #3: Develop the Game Plan
What you want to do here is give them a game-plan.
And the way you do that is to take that bigger goal they have and break it down into smaller achievable milestones.
The key in this step is to layout a simple framework for your potential client so that they can easily see how they can reach their end goal.
Here's an Example...
Let's say you're a dating coach that helps men get dates (with women).
What do you think is the #1 question on the mind of a prospect for a dating coach?
Really think about it.
Do you have the answer?
It's to find out where women hangout!
And that's your first step. Here are the remaining steps to getting dates...
- Find Out Where Women Hang out
- Setup Profiles Online
- Start Building Relationships
- Ask for Dates!!
Now let's say your client has a goal of 5 dates per week, then you just follow the recipe described above and you're off to the races.
Once you’ve laid out the game plan, shown them how to reach their goal and have been really helpful, they are way more likely to reciprocate that value.
Once This Happens,
They Are Now Ready to
Become Your Client
Because they now know what it's like to be coached by you.
All you need to do is ask them. You do that by saying…
>>> Do you like the game plan so far?
And if they say yes, then follow-up with…
>>> Would you like me to help you implement the plan?
If they say yes, then you just got yourself a new client! And if they say no, then no harm done.
They still got something valuable from your call and they can implement it on their own.
And the best part?
You Don’t Have
To Do Any Selling
You just help them on your 1-on-1 session and then offer to help them some more!
Some of the people you speak with are going to want to become clients.
And that's ok.
For those that do, you can then transition to...
Step #4: Your Irresistible Offer
Now what most coaches do at this point is go right into their fees.
That's a big mistake because you need to position yourself first.
The positioning of your "offer" is what attracts paying clients.
It also increases the perceived value of your coaching so clients are willing to jump on board at higher fees.
Here's How to Close
New Clients Without Friction
Begin by creating an irresistible offer by focusing on one ideal client – one dream client – as prospects don't buy your coaching, they buy results.
Once you've done that, position your offer for coaching around the results your client wants to achieve.
You can do that by naming your coaching program:
- Double Your Dating
- Double Your Productivity
- Double Your Sales
- Double Your Time Off
- Double Your Business
You can pretty much name it whatever you want.
But focus on the results your clients want to achieve.
Do that and your clients will thank you for it.
And if you want to take one step further, you could include a special bonus for new clients by saying to them....
"In addition to our regular calls, I also offer unlimited email support and access to my private cell phone so you can get a hold of me at anytime. If a crisis hits or you have a specific question, and you need support just pick up the phone and call me or email me and I'll get back to you in 12 hours or sooner."
It's bonuses like this, that increase the perceived value of your coaching.
And help you charge higher fees while also helping out your clients.
So it's win-win
Imagine Even Closing
a Handful of NEW Clients
With This Technique
IN FACT, the $12,000 script - what I call the Cooperative Close helps you do that simply because it's all done for you.
So you know exactly what to say and when to say it.
And you can even apply it to any coaching niche and include other bonuses so that your "offer" for coaching becomes even more valuable and irresistible to clients.
I've created a step-by-step dialogue for your 1-on-1 sessions so that you know how transition to the money conversation.
I've laid out how to structure your pricing so that your 1-on-1 conversations turn into valuable profit sessions.
And like I said - it's all done for you so you can profit and get new paying clients right away.