We had one of our popular Hot-Seat sessions in the Members-Only Inner Circle live call yesterday.
This is where we spotlight four of the members, who each get a chance to share their wins and challenges with the whole group.
One of the challenges was a talented fit-pro who told us he had a handful of “potential” clients swirling around in the neverland of his sales process, having committed neither a yes or no, but just a maybe.
Here’s what I advised:
Every interaction has a process attached.
If you don’t have a process, you’ll be working to theirs.
Their process is probably about a general enquiry, based on a vague desire, leading to a lack of anything useful.
Your process, by contrast, should be about a deep enquiry into their suitability as a client, followed by a genuine desire to enrol them on your programme.
And, you should make this clear from the first interaction:
“If we establish your suitability for the programme, we can talk about your commitment in time, and financially. All I ask is a yes or no when we’ve done that. Is that ok?”
Following their process, you’ll be chasing a rapidly cooling lead around the houses for months.
Following your process, you’ll know immediately whether they’re a client or not.
Which process is better for you?
Jonny
PS – If you want to catch the recording of this hugely impactful training, as well as every other recording from September 2018 to today and beyond, you can join the exclusive JHM Private Members Club today for only £7. Money-back guarantee for 30 days, and you get to join next week’s live call. It’s a no-brainer.