Stop Selling and Start Enrolling

by Dr. Stephen Kalaluhi, HeartCore Business

It’s time to stop selling your coaching services.

Hold on now…let me explain.

Selling is selfish. Selling is all about you. Selling is focused on positioning you to get as much as you can from as many people as you can.

Yes, people absolutely need what you have to offer, and yes, you absolutely need to get yourself in front of your target market and ideal clients.

So if selling is selfish and all about you, what should you be doing instead?

Enrolling.

That’s right. The concept of selling is slowly and surely shifting to enrolling because enrolling is selfless. It’s all about them. It’s about positioning those you serve to win.

Specifically, when you are enrolling your target market and ideal clients into the services you provide, you’re doing three things: 1) You are casting vision, 2) you are helping them believe in themselves, and 3) you are helping them focus on the investment rather than the cost.

Let’s take a deeper dive into each so we can better understand why enrolling an ideal client is exponentially better selling to your ideal client.

Don’t Sell…Cast Vision

To be clear, selling is all about you. Enrolling, however, shifts the perspective from focusing on you and what you get, to focusing on them and how their lives and businesses will be better as a result of your coaching.

Casting vision forces you as a coach to understand their greatest challenges. When you take the time to dig deep and fully comprehend what’s standing in the way of your ideal client’s success, you position yourself and your service as the solution to what’s preventing them from getting to where they want to go.

This is why casting vision is so powerful as an enrollment tool. It gets your ideal client to shift from being problem focused to being growth focused. Casting vision energizes and inspires your target market to want more and want better. It gets them to shift from mediocrity to prosperity. It gets them to see there’s an easier way to achieve what they want to achieve.

And guess who they’re going to buy from?

The person trying to sell them, or the person showing them how to make their dreams and visions come to pass…

Don’t Sell…Help Them Believe in Themselves

Enrolling is powerful because it answers the two most important questions every potential client is asking themselves: “Will this program work for me, and can I actually do it?”

When you’re in selling mode, you don’t care if your program will work for them or if they can actually do it. All you’re after is the sale. When you’re enrolling, however, you’re willing to take the time to unwrap your program, help them see what it’ll look like in their life or business, and paint the picture of each step within your solution.

More importantly, when you’re enrolling you are taking the time to share and explain the safety nets you built into your coaching program and how those safety nets speak to the fears and obstacles coming up.

Why does this work?

Because you’re helping your ideal client believe in themselves, believe they can do it, and believe your program will work for them. The moment you enroll them in themselves is the moment you shift their belief systems and what they think they can accomplish in both life and business.

Don’t Sell…Get Them to Invest

Selling your coaching program is perceived as an expense. Casting a vision for something better and helping those you’re trying to serve believe in themselves, however, shifts your solution from an expense to an investment in turning their vision into their reality.

Enrolling is powerful because it shifts people to seeing how your program will shift them into bigger, better, stronger, and faster.

Let’s be clear…money is only ever an issue if you fail to cast a big enough vision or fail to help them see how your program will work for them. When you cast a big enough vision and when you show them how your solution will work for them, the money required to get access to your coaching simply becomes a number.

Let me give you an example of what I mean…let’s say twelve months of coaching with me is $50,000. For most people, this cost is prohibitive to moving forward with me. What if I were to guarantee my program will generate an additional $1MM in your business or you get your entire investment back? Take note how your perspective shifted. Take note how your willingness to hear more shifted. Take note how the $50,000 simply became a number for you.

If I guaranteed you an additional $1MM in revenue you would do everything and anything to prioritize and find the money.

It’s Time to Start Enrolling

When you focus on enrolling, you are giving rather than getting. When you position yourself to give, you magnetically attract your target market. When your ideal clients come to you the doors open allowing you truly serve them where they are.

Isn’t this the reason you became a coach to begin with? To serve your community? To pour into your tribe?

Let’s commit to serving our target market instead of closing sales.

Who’s with me?

About the Author

Dr. Stephen Kalaluhi is the Director of Marketing Mastery within HeartCore Business. He serves a vibrant community of business owners and entrepreneurs, and has an infinity to help coaches and consultants flourish and thrive. Dr. Kalaluhi is committed to sharing the proven and time-tested HeartCore Business Profit Acceleration Club for Entrepreneurs (PACE) with everyone and anyone who will listen, and is willing to support his community of coaches in any way he can.

Interested in talking with Dr. Kalaluhi about what it will take to level up your coaching practice? Simply click the link below to schedule your free coaching session today! 

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