If you're a coach, then more than likely you offer a free discovery or strategy session. In working with clients I've found that coaches either love them or hate them. You love them if you have a high conversion rate and you hate them if you haven't made a dime off of them.
Every free session you offer will not result in a sale - that's the reality. However, there's one way that you can increase your odds.
Before we get to that, let's talk about what a free session is not. It's NOT a free coaching session. It's NOT about you. It's NOT a 30 minute sale pitch. If you treat it like a coaching session, then you will attract a lot of freebie chasers that have no desire to invest in themselves. What is a free session? The session can be likened to a meet-and-greet. A free session is centered around the prospect. You want to find out where they are and what their current challenges are. Also, you want to see if your personalities click. You weren't put on this earth to work with everyone. There are specific people that you are meant to serve, but that's another conversation.
After you find out where the prospect is and determine that it's a good fit, then you invite them to take action to create the life they want. The invitation is usually to work with you 1:1. This gets them to their desired result the fastest, but it's also the most expensive approach. Then the objections start rolling in.
What's the most common objection? You guessed it! It's "I can't afford it." And this is where the conversation typically ends and you vow to never offer a free session again. It doesn't have to be this way. The best defense is always a good offense. All you need to create free sessions that sell is a way to counter this common objection. How do you do that?
It's fine to offer a payment plan, but don't try to play let's make a deal. The solution you provide is invaluable and shouldn't be cheapened. This isn't where you brow-beat the prospect and make them feel bad. You should empathize. Share your own experience where you didn't have the funds to purchase a program and how you found a way to make it happen (if applicable).
Okay, here it is. The number one way to create a free session that sells is to offer a lower priced digital product. Get them in the door and walking towards a solution. A $97 product with a 2-pay option is much more feasible than a $1,500 coaching program.
If you're ready to convert more free sessions into sales, then I'd love to help you create a profitable digital product (course, mp3, guide, ebook, etc). Simply click here for details or visit www.expandyourheart.org.
Every free session you offer will not result in a sale - that's the reality. However, there's one way that you can increase your odds.
Before we get to that, let's talk about what a free session is not. It's NOT a free coaching session. It's NOT about you. It's NOT a 30 minute sale pitch. If you treat it like a coaching session, then you will attract a lot of freebie chasers that have no desire to invest in themselves. What is a free session? The session can be likened to a meet-and-greet. A free session is centered around the prospect. You want to find out where they are and what their current challenges are. Also, you want to see if your personalities click. You weren't put on this earth to work with everyone. There are specific people that you are meant to serve, but that's another conversation.
After you find out where the prospect is and determine that it's a good fit, then you invite them to take action to create the life they want. The invitation is usually to work with you 1:1. This gets them to their desired result the fastest, but it's also the most expensive approach. Then the objections start rolling in.
What's the most common objection? You guessed it! It's "I can't afford it." And this is where the conversation typically ends and you vow to never offer a free session again. It doesn't have to be this way. The best defense is always a good offense. All you need to create free sessions that sell is a way to counter this common objection. How do you do that?
It's fine to offer a payment plan, but don't try to play let's make a deal. The solution you provide is invaluable and shouldn't be cheapened. This isn't where you brow-beat the prospect and make them feel bad. You should empathize. Share your own experience where you didn't have the funds to purchase a program and how you found a way to make it happen (if applicable).
Okay, here it is. The number one way to create a free session that sells is to offer a lower priced digital product. Get them in the door and walking towards a solution. A $97 product with a 2-pay option is much more feasible than a $1,500 coaching program.
If you're ready to convert more free sessions into sales, then I'd love to help you create a profitable digital product (course, mp3, guide, ebook, etc). Simply click here for details or visit www.expandyourheart.org.
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Sarah Aderson is an international speaker, Leg-a-SHE Strategist, and co-author of the international bestselling book Motherhood Dreams & Success: You Can Have It All! She empowers women entrepreneurs to charge what they're worth so they can leave a legacy not only for their family, but the world. Sarah transforms your business into an empire. Sarah packages your passion into digital and physical products.
Learn more about Sarah's work at www.expandyourheart.org
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