How to use a Discovery Session to qualify prospects better and sell without being salesy

A Step-by-Step Guide: How to Convert Prospects to Customer

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Anyone selling a high-priced offer, such as a coaching program or consulting services, knows how difficult it is to convert prospects to paying customer. 

Part of the challenge is about mindset, and part is tactics.

Does any of this sound familiar to you?

  • You feel uncomfortable with the idea of ‘selling’
  • You’re afraid to charge a high price, worrying that people won’t buy
  • You tend to give away a lot of free advice… and then feel bitter about it
  • You take on any customer willing to pay, in case you don’t attract more
  • You use up all your energy trying every marketing tactic around… and leaving little time for customers

So how can you tackle these obstacles to success and still be true to yourself?

The solution is to use free ‘strategy sessions’ to demonstrate your value… without giving away all your knowledge.

People buying a high ticket item often need personal interaction to ask their questions, understand what they’re getting, and feel reassured.

Strategy sessions give you the opportunity to weed out people who aren’t a good fit,

…leaving you with your ideal customers, who you can help the most and enjoy working with.

And with our course on how to take people ‘From Prospect to Paying Customer’, you’ll help your audience set up and conduct the types of free strategy calls that result in more sales, more profits, and a more satisfying business.

We’ll walk you through a step-by-step process for identifying exactly who you want to work with, matching your offer to those customers’ needs, attracting prospects to sign up for a free call, and running high-converting sessions.

We’ll even tackle your thorny mindset issues, showing you how to address the most common objections potential customers make, and how to onboard customers in a way that engages from the start.

Completing this course will help you:

  • Identify your current rate of converting prospects into paying customers so you can decide what needs to improve
  • Pinpoint what your prospects want so you can match your offer to what they are looking for
  • Define the sales figures needed to meet your revenue goals so you have a clear target to hit
  • Tackle the mindset issues that block you in the sales process, so you can put aside the gremlins in your head and sell with confidence  
  • Discover the value of using free strategy sessions, as used by multi-million dollar influencers, to convert prospects to customers, without being ‘salesy’
  • Use the key ways to make your free sessions inviting so that you’ll get the sign ups you need to meet your targets 
  • Describe your offer and the value it brings to the table, making it a natural next step for people to say “yes”  
  • Set up systems that make it easy for customers to book sessions and pay for programs
  • Skillfully conduct high-converting strategy sessions that provide value to prospects while leading naturally to more sales
  • Confidently address common concerns that may arise during a sales call so that you can give answers to your customers to reassure them about their purchase  
  • Onboard customers in a clear and efficient way so that they’ll feel welcomed and engaged from the start
  • Create multiple channels to entice qualified prospects to sign up for your free consultation, so that you only speak to people who are interested and ready to buy
  • Make a plan to consolidate your sales calls skillset, so you continue to make sales that match your customers’ needs and increase your business revenue

This Course is for:

This course can benefit many. Here are some of the most common:

  • Life Coaches
  • Business Service Providers
  • Business Coaches & Consultants
  • Marketing Consultants
  • Virtual Assistants
  • Anyone who sells higher-priced offers that require more lead-nurturing and personal attention to convert a prospect to a paying customer.

What's in the Course?

We’ve divided up the course into clearly defined modules, so you won’t get overwhelmed with all the skills to learn. 

We’ll give you specific activities to complete to make sure you implement what you learn into your business with your own ClickUp paid account (included free, with your membership), 

…along with Action Guides, Cheatsheets, and Coursebooks to take notes and complete the activities.

You’ll get access to our Course Group, where we discuss all things blogging and this course, so you can ask questions, receive feedback and support to ensure you continue to make progress in your business.   

And you’ll also get additional resources to help you remember what you’ve learned and how to put it all into action today! 

Here are the topics we'll cover in each major section of the course:

In the first module, we’ll help you focus on the 3 most important things for a successful business and discuss the importance of having a ‘serving’ vs. ‘selling’ mentality.

You’ll get comfortable with the numbers you need and take a hard look at where you are now, so you can see exactly where you will be improving as you continue through the course. 

In Module 2, we’ll show you how to determine exactly what your  customers want, so that you can match offers that will naturally sell themselves. We’ll then guide you through setting clear financial goals, so you know when your on the right track and when you need to make adjustments.

In Module 3, we’ll help you confront your fears of selling and rewrite those fear stories, so you build new levels of confidence and unblock any negative feelings that have been holding back your sales success. We’ll even show you a simple way to to sign up new customers in the next 48 hours.

Now it’s time to introduce the core tactic that will help your students stay true to their values while making more sales – strategy sessions. 

In Module 4, we’ll discuss the benefits of having live conversations with prospects, and how that’s the quickest way to convert them to paying customers.

Then we’ll show you how to calculate the number of strategy sessions you need, so you have an achievable and manageable goal as you proceed.

The key to selling without feeling ‘salesy’ is to provide value, whether or not your prospect buys your offer. 

In Module 5, we’ll show you how to get clear on the benefits of what you’ll offer in your free session, so you can come up with an enticing title and prospects find it irresistible to sign up for the call. We’ll also discuss the importance of sticking with a strict timing for the call, so that it’s an effective use of time for both parties.

Now that you know what you’ll offer and what you’ll call your session, it’s time to set up the systems that will make the whole strategy session process easy to implement. 

In Module 6, we’ll explain the systems and landing pages you need for automatically screening prospects, scheduling the right people for calls, and taking payment immediately, so that it’s easy for prospects to say ‘yes’ during the actual session. 

Before you can run a high-converting strategy session, you need to be crystal clear on the paid options you’ll offer. 

In Module 7, we’ll show you how to design packages that meet different needs your ideal clients might have, how to price your offers, and how you can be confident when announcing what you charge, since potential customers will instantly pick up on any hesitation about pricing.

All the pieces are in place now, so it’s time to conduct the live strategy sessions. 

In Module 8, we’ll discuss how to use the critical skills to ‘sell without selling’, including some important do’s and don’ts.

We’ll then show you the 7-Step Process for a Winning Sales Conversation, so that you have a clear idea of what you should say at each step of your strategy session before you even start.

When it comes to conducting the strategy sessions, some prospects will say “yes” right away, but others will have genuine concerns and questions. 

In Module 9, we’ll give you practical ways to address the most common objections that prospects may present – “I can’t afford it”, “I want to think about it”, and “I have to speak to my partner” – so that you are prepared to answer in a way that increases conversions rather than just accepting the word “no”. 

 

Winning a new customer after a strategy session doesn’t mean you can sit back and relax. To have sustainable success, you have to provide an unparalleled experience from Day 1. 

In Module 10, we’ll show you how to start your client relationship with an onboarding process that ensures clients feel welcome and appreciate the value they’re getting right away.

We’ll explain the importance of setting expectations and legal contracts. And we’ll guide you through creating your first onboarding information, so you take advantage of your customers’ new-purchase energy to keep them motivated and engaged. 

You business will definitely grow if you use the free strategy session process from this course. However, you need to make it a priority to ensure ongoing success.

In Module 11, we’ll show you different tactics for ensuring you keep attracting prospects to your strategy sessions, including the option of outsourcing some tasks, so that you can maintain momentum and continue making more sales.

In this concluding module, we’ll review the course and what you learned, so you can see all the progress you made compared to your initial situation and expectations. 

We’ll give you some tips for accelerating your success along with guiding you through some action planning, so that your learning and business growth doesn’t stop when you leave the course.

Are You Ready To Start?

FAQ

Most frequent questions and answers

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zindolabs Plus & Pro are paid memberships that provide training through our systems, tools and processes to help you at any stage of your business.

Instead of buying 10 different courses, creating 50 different processes, or even using 5 different systems, we focus on bringing in the most important pieces based on the stage of your business so you can build a solid foundation that can thrive in any economy.  zindolabs Plus & Pro provides you the courses, SOPs, checklists and guides you need to learn from launching to growing to scaling a business online.

Being a full service marketing agency since 2009 I’ve done and seen it all! I decided it was time to create a community for like minded entrepreneurs so that I could help shortcut the launch to scale process for small to midsize businesses while quieting the chaos and overwhelm we all struggle with when starting a business. 

We are all a part of dozens of Facebook groups, small communities through programs we’ve purchased, meetup groups, and LinkedIn groups. We have way too many contacts spread across multiple different websites without any standard for building and launching a scalable business in a $600 billion industry by 2024. * Sales projections

With the zindolabs Community, we are bringing it ALL together, bringing it home! We’re building a marketplace just for you.. the entrepreneur. Don’t miss this opportunity to… 🙌

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