Know the statistics in your business and use them in overcoming objections. Numbers and statistics are perceived as facts. What is the range of time it takes you to achieve your results? How many people have you helped? How long have you been in practice? How many coaching clients do you sign up per year? What is your retention rate? If you can make powerful statements like “MOST” of my clients choose_____, they will most likely want to choose that also if they are convinced you have a good coaching practice.
Clients want to feel included in what the majority is doing, another example of social validation. They want to feel important, a part of something. If everyone else is doing something and they decide to do it too, they feel safe.
Maybe coaching clients who commit to a yearly program rather than less have better results, and you have statistical results to prove it. The point is to be a statistics analyzer in your business and be able to educate your client, so that she/he will be comfortable fitting in and “belonging” to a statistical group and will want to say yes.
Numbers are the most important impression you will leave on your client so it is important to know your own numbers. Numbers mobilize emotions in people if they are used correctly.
Just look at the magazines and you will see “7 tips to…” or “5 Insider Secrets” or “21 days to a Firmer You.”
I give lots of number examples in my responses that you can customize to your own business. I talk about return on investment, number of coaching clients, number of products, and number of repeat clients. Numbers are more powerful than descriptive words. Please don’t underestimate them in choosing the kinds of responses you work with.
I have a lot of coaching clients who sign up every year.
I have 15 coaching clients in my practice right now and 12 of them say they will stay on with me. Soon I will have to have a waiting list.
See how inserting numbers and quantifying it, makes it interesting and credible, making you the desired expert.
If you have 3-4 you could say you are:
30 % filled and have vacancies and are offering a limited special to the first three who sign up.
If you’re just starting out or don’t have any numbers, you can always get numbers from your industry, and from star performers in your industry. You will not be “borrowing” their personal stories. But you can quote their results as an example of how powerful your service can be.
Sarah Jo Wood is founder of Evolving Advisors Inc. and author of ‘How to turn a No or a Maybe into a Yes!” She fills practices through enrollment conversations. Her coaching program teaches how to overcome objections so you can sign up all the clients you want and increase your bottom line. She’s been an entrepreneur for over 20+ years and awarded consistently. She is a dual citizen of the U.S.A. and lives in Toronto, Canada, with her b/f and four pets. www.evolvingadviser.com