“So I just had an interesting and frustrating conversation…”
A former client sent me this message:
He’d been following a coach for a while who he liked and respected.
Reached out to the guy who offered to speak to him on a call to help.
On the call, the guy starts hitting pain points:
“If you optimised your work even further, how much time would that give you with your family?”
“Can you put a price on family time, how much are you missing right now?”
The guy didn’t give any unique or helpful feedback. He was just following his script and trying to hit pain points.
I don’t actually blame that coach. That’s how pretty much everyone is teaching how to do sales calls these days.
It’s still possible to sign people up using this method. That said – it was effective in 2017, but today it’s becoming obsolete.
If you’re still doing your calls this way in a year or two, you’ll be dead in the water. People are getting wise to these tactics and are sick of them.
As my former client said ‘he was trying to pitch me, and doing a crap job at it.’
Now, it’s not ‘wrong’ to talk about pain. I do occasionally – but only when it’s necessary and relevant. As opposed to ‘make the prospect feel like crap so they have to buy my product to get out of pain.’
I think a lot of coaches are trying to do this and only end up themselves feeling bad (because they are empathetic and don’t like to make other people feel bad)…
…either that or they just go round and round in circles on their calls, never actually moving closer to the point where the person actually hands over money.
How to do it instead? Well, there’s a few things you can do:
- Take a look at my ‘Coaches – how to become brilliant at sales calls – fast!‘ post.
- Check out my training program The Ecosystem – I actually show you exactly how to do calls the right way (I even do 1-1 mock calls with you).
- Grab yourself a copy of my Messenger Mastery guide. It gives you all the best responses to those awkward things that prospects say ‘tell me about your program’, ‘how much is it’, ‘I’ll think about it’, etc.