Do you feel guilty about enrolling????

When most people think of enrollments, particularly in one-to-one enrollment conversations (think free consults), they typically experience a feeling of guilt or shame.

As if they’re somehow duping or manipulating someone else into doing something they want to do. Or they feel self-serving, like making a sale, and reaping the financial rewards, is somehow a negative thing. But I’m here to shake up that line of thinking, and to do that I need to break something to you that might be a bit hard to hear.

Thinking of sales like this, in a way that makes you feel guilty about the enrollment, only hurts everyone:

You – because you aren’t bringing in revenues, and without revenues, your business doesn’t even have a chance of surviving.

Your prospects – because they aren’t getting the help they NEED in their lives.

Let’s face it: the idea of sales as self-serving is actually selfish in and of itself. Because it’s NOT all about you. Yes, selling your products and services will help you, financially and perhaps emotionally (in the satisfaction of helping others).

But have you ever stopped to think about how much selling your products and services helps your clients?

You believe in your products and services, right? You believe in their ability to make a difference in the lives of others. In fact, making a difference for others might be one of the main reasons you do what you do.

But yet you stop short of actually enrolling for fear that you would frustrate or annoy someone else. If they truly aren’t interested in what you have to offer, that’s one thing. But if they come to you, either by contacting you through your website or requesting a free consultation, they obviously need, and perhaps deeply desire, the transformation you stand to offer them.

But something is standing in the way. Their own fear, maybe. Fear that it won’t work for them (because maybe they’ve already tried everything under the sun…and frankly are tired of failing in their efforts). Fear that they’ll waste their money. Fear that others will laugh at them for trying something new. There are all sorts of fears that might keep someone from making the changes that can bring more joy to their lives…changes that YOU can help them with.

The next time you are in an enrollment conversation and come against resistance, ask your prospect something along these lines:

“OK, but will you please bring me up to speed as to where you want {your business, your life, your health} to be in six months, [Insert name]? Would you agree that you need to {attract a lot of new clients, gain major exposure for your website, focus more of your time on revenue-generating activities, get rid of back/neck tension for good}? Let me show you how, if I may.”

Once you bring the focus away from THEM giving YOU money and put the spotlight on how YOU can help THEM get the results they want in their life, you will find that enrollments become much less painful, and you will be able to make the difference you long to make for others.

Want more enrollment “scripts” to help you overcome objections?

If you want even MORE ready-to-use scripts that you can refer to any time you face an objection from someone who needs your help, my new ebook, Discover How to Turn a No Or Maybe Into a Yes! has scripted answers to nearly any objection that might be standing between your prospects and the transformation you can help them achieve. Visit www.evolvingadvisors.com/products/ebook/ to download your copy today!

 

© 2011 Sarah Wood

 About the Author: Sarah Jo Wood is founder of Evolving Advisors Inc. and author of ‘How to turn a No or a Maybe into a Yes!”  Her coaching program teaches entrepreneurs like you to overcome objections so you can sign up all the clients you want, fill your practice, and increase your bottom line.  To begin supercharging your sales, download your complimentary sales package today at www.evolvingadvisors.com.

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