WW 271: The Secret to Closing More Sales with Money Coaching - Solo Show

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A Quick Recap from this episode

This week I wanted to share something for those who have something to sell but aren’t quite having the sales conversations that are really closing and converting. Industry-average close rates are around 20% but for myself and my clients, they’re around 50% because we’re having better conversations. So if you feel like you could definitely improve in this area, then this episode is for you!

Let’s just kick it off with the secret, shall we? Think of this in the scope of your sales conversations, whether that’s a sales call, in the DMs, etc. What is the secret to having sales conversations that make people say “oh, I need that”?

It’s tangibility.

So what does that mean? It’s tangibility in your messaging and in your offer, but it’s also how you show where the potential client is at (and their fears, problems, goals) and show them the link. You have to make that connection.

The best place to start with tangibility is to put yourself in the other person’s shoes. What do I need to hear? What do I need to know? What do I need to wrap my head around in order for me to make an investment decision? They’ve already made the decision like 80% of the way because they signed up for a conversation with you. Basically, what your job is at that point is to help them see those links between where they're at and how your solution is going to get them where they want to go and to overcome their objections.

It’s important to remember that coaching is very nuanced, so it looks very different with each coach. A lot of people are lacking tangibility because they think it’s just showing up to talk for an hour. You can’t be too vague by just showing up and problem solving, but you also don’t want to hop on the phone and over-explain to your potential client because that will send up red flags.

When you’re selling something like coaching, you’re selling education and accountability, so you have to be able to articulate the transformation that they’re going to get. Don’t just repeat all the things on your sales page and marketing materials because you don’t want to overwhelm them with all the details of every single thing they’ll get. You need to focus on understanding 3 things:

Where is the client right now? Where are they starting from?
Where do they want to go? What’s the goal?
What’s getting in the way?

Then you just focus on listening and taking notes. When they’re done you don’t start sharing about everything in your program and all the calculators and things they get. Instead you name what came up for them and then you reference what you have to help remedy that solution. That's how you tangibly tie their issue their problem, their fear, their goal, to the solution that you have, and that helps them to say “okay, this is something I need.”

You want to reference just a part of your framework and put a name to that process or solution, and then tell them what the result is on the other side of when they experience that process.

So this requires extremely good listening, so that you can understand what are those things, and then knowing your framework like the back of your hand, and having little processes with names for those. We don't need to get too in the weeds because they haven't made that investment yet, but we can let them know we have the solution.

You have to tangibly answer the question “what’s in it for me?” because that’s always the question on everyone’s mind. It’s okay to get personal and talk about you and your program, but they want to know what they’re getting out of it and that’s what you want to put your focus on.

The last thing when it comes to tangibility is to not be too prescriptive and specific. Recognize your own biases and make sure they don’t make their way into the conversation. Again, you don’t want to overwhelm them. You want to build a connection.

That’s it! That’s the secret to closing more sales: tangibility, but tangibility the right way. You have to walk the fine line and make sure you’re offering them something that they can really sink their teeth into.

Don’t forget to hop on the waitlist for the Coaching Framework Builder, my new self-paced program launching in August that will help you build out your own methodology to build your thriving money coaching program.

Don’t forget that if you’re ready to keep your pricing simple and get some help making more sales, then it’s time for you to grab the Pricing Formula below!