For those of us selling coaching programs, I believe we all have a ‘rite of passage’ when it comes to enrolments.
“Richard, tell me at once what this rite of passage is! I demand to know!” you’re no doubt rudely yelling at your screen.
Well, it’s not learning to uncover pain. Or make a slick pitch. Or overcome objections. It’s…
…making the transition from ‘overly agreeable’ to ‘no more Mr Nice Guy’.
We all have an innate desire to fit in and be accepted by the crowd.
Even those folks who insist ‘I don’t care what anyone thinks of me’ (and state that fact at least 10 times a day) still secretly want people to go ‘wow, isn’t she tough, confident and uncompromising. She’s great!’
This innate desire causes the majority of you reading this to be WAY too ‘agreeably nice’. Even worse, most people don’t realise they are doing it.
When you speak to prospects, they will tell you all kinds of nonsense. Let’s say you’re a health coach and you’re speaking to someone 100lbs overweight.
The prospects says ‘yeah well I think I’m ok actually. I’ve just cut Pepsi out of my diet, so we’ll see how that goes. If I still need help in a few months time, I’ll look you up.’
Do you say ‘oh yeah, no problem – best of luck!’ Or do you say…
“Well it’s great you’ve cut out Pepsi. That will definitely help. But I need to be honest with you. That’s just the tip of the iceberg. If you’re serious about dropping this weight and feeling full of energy and looking great again…you need to make wholesale changes. And you need to do it now. Otherwise in a few months time, you’ll still be in the same position. Except you’ve lost a few more months that you’re not getting back.
So it’s up to you. You’re the boss of your life. Are you willing to take this seriously and actually make this happen, or do you want to postpone it for some magical date in the future? (which let’s face it, is exactly what you’ve been doing for years).”
As the coach, you’re the expert. It’s your job to tell them difficult things like this. It’s your job to call them out.
This is not a clever objection handling script. It’s about the attitude you bring into your conversations with both prospects and clients.
I would guess that most people are ‘people pleasers’. After all, most of us have been brought up to ‘not rock the boat’. Going through life never stepping out of line.
And they take this deeply ingrained attitude to life into their conversations with prospects.
People pleasers struggle to get people to respect them. It’s nigh on impossible to enrol prospects to don’t respect you. Hence – people pleasers struggle to enrol clients.
My career coaching client Dalia in the video below is a great example of this. She was always too ‘nicey nice’. Once she joined my Ecosystem program, we fixed this (along with a few other issues in her sales calls), she converted a $5k client almost immediately. And hasn’t looked back since.
In the same way that the people pleaser guy doesn’t usually get the girl, the people pleaser coach doesn’t usually get the client.