How to Prepare for a Connection Call with a Potential Client

hi everyone I'm Master coach Gretchen heido and I love working with coaches one of the questions I get asked all the time is scratching how do I get ready for a connection [Music] [Music] call so let's talk about what is a connection call sometimes these calls are called Discovery calls sometimes they're called connection calls and sometimes they're called free touchpoint calls but for this purpose we're going to talk about a connection call and so a connection call is going to be the first time you are getting to know a potential client you want to be able to get into their background really figure out what it is that they're stuck on and how coaching might help so there's a few things that I like to do and that I'm going to teach you to do today on how to have a successful connection call so the first thing you want to do is be a detective learn as much as possible as you can about the potential client that you're going to be speaking to Facebook and Linkedin are really great places to do that and then secondly you're going to send an email and in this email what you want to do is ask them questions about what are they trying to create what's hard about that what have they already tried what are are they wanting this year and where do they feel stuck the reason that those are good questions is it gives you a jumping off point for the connection call and to really help this potential client to see that a you're a professional and B that this is a serious business it also gives you a little bit of insight into who this person is and what they might be hoping for now during the meeting with this potential client what you're going to do is you're going to ask them these questions even though they've already emailed you the answer you want to go deeper not just to what was on paper but also to the things that they haven't necessarily said yet so if someone comes to me I'll say hey Gretchen really nice getting the answers to your email thank you so much for taking the time to do that you know I'm really curious about whatever it is you said that you're interested in writing a book in 2024 tell me more about that they're going to say whatever they're going to say what have you tried where do you feel stuck what are some of the other things that you're wanting this year and the key to this conversation is really slowing down and staying out of your head you know if you start worrying about does this person like me am I doing it right you might drop into your social self rather than your professional self and we always want to be a professional in this where we are serving and so as you're getting the information dig deeper make references into what it is that you're hearing why is this important to them so Gretchen I hear that you want to write this book because it's been something that's been in your heart since you were seven you have this great love and desire to help coaches to be able to get to their next level of success and you want to do work that matters do I have that right so that's going to help you to dig deeper and to reflectively listen their words back now you want to ask a lot of open-ended questions you want to be able to get to know them and to really figure figure out what it is that makes them tick and then towards the end of this potential client call what you want to say is you know Gretchen I've asked you a lot about you today and I have a great grasp on what it is that you're wanting to accomplish and I'm wondering what kind of questions do you have for me and what this is going to do is this is going to turn the question back to them and it's going to open the floor and set the stage for them to ask you questions like how do you work what do you charge when would we coach tell me more will this work for me whatever it is that they're worrying about now here's a key to this if a client says how do you work and what do you charge don't jump into the logistics right away what you want to do instead is say something like I'm so glad that you asked but I have a few requirements for all of my clients can I share those with you and then what you might do is tell them what your requirements are so here's mine the first one is that you're committed you know coaching is more than just a commitment to your resources it's a commitment to change it's a commitment to your time and it's a commitment to really following through on some of the things that we're going to do during coaching the second one is that you're ready only you know if this is a good time for things to change in your life you know we never know what else might be going on at a potential client world and then the third is that we coach that today we were just getting to know each other we were making sure that this was a good fit and that what you're needing is coaching versus something else I'm hearing that it is a good fit but before I bring on any potential client and offer them a seat on my coaching calendar I like to make sure that we coach first that way you get the coaching experience potential clients are usually blown away that you're going to do that but what this does is it enables you to make sure that they're really a good fit for you it takes the questions out of their head of well like what are we even going to do what am I paying for and it helps them to feel more secure in the coaching process now they might have questions about money because everybody does so if they ask you about money you can answer and what you're going to say is something like tuition for this program is State your price and then be quiet now you might want to say but for you I'll give you a 10% discount or for you it's going to be this other thing don't say that just let it sit with them your clients are going to be usually nervous about the price every body is and that's okay so don't jump in there just make that highest recommendation and then leave room for that coaching experience you're going to get some client objections they might even say things like well that's a lot of money you don't want to argue with them about it being a lot of money instead you say it is and I wouldn't want you to do it unless you were 100% sure that it was going to work for you so let's coach set up that coaching session at the end of that coaching session they're going to ask you some more questions and that's where you're going to get to see you know is this a client now or is this a potential client later but that's the way that you prepare for a really successful connection call that can lead to the coaching um conversation which can lead to a proposal all right everybody I'm wishing you great success happy coaching

Channel: Gretchen Hydo International

Views: 23

Keywords: How to Prepare for a Connection Call, Tips for a Successful Connection Call with a Client, Connection Call Preparation for Coaches, Questions to Ask During a Connection Call, Connection Call Best Practices, Discovery Call Tips for Coaches, How to Prepare for a Discovery Call, Preparing for a Call with Potential Clients, Discovery Call Follow-Up Steps, Connection Call Preparation Guide, Planning for a Discovery Call, Key Questions for a Client Connection Call, Gretchen Hydo

Id: 0L1ewwTxXao

Length: 7min 0sec (420 seconds)

Published: Mon Jun 10 2024