When you’re ready to bring prospects into your community, how do you do it? When you have spent time and energy reaching out to people to connect with them, and you have confidence in the brilliance of the product or service you provide, what are the tactics you use to bring them into choosing your offering?
The enrollment conversation is so important, because this is literally what can make or break you having clients and customers coming into your offering.
For many entrepreneurs, this is a complimentary conversation where you’re connecting in with someone who is interested in working with you, partnering with you in one way or another, where you lead them into your offering.
Being skilled in this enrollment conversation is more important than any social media post, any email you can write, or any other way of inviting people into your offerings. This is how you connect deeply with your prospects; you look at what’s going on for them, where they’re struggling, what they want, and how you can help them achieve what they want. Two of the most key parts of the conversation are the energetics (your mindset) and the tactics.
The Energetics of the Enrollment Conversation
In order to have successful and heart-centered and soul-centered and effective enrollment conversations, the first place it’s so important to work on is not the mechanics of the conversation, but your mindset and your soulset. It’s the “energetics” of the conversation, if you will.
You can have the best, most impressive script or plan in the world for an enrollment conversation, but if you’re not in a mindset where you’re really embracing your worth and your brilliance and the value and brilliance of your worth, that script is going to come out sounding hollow, and you won’t get far. And your prospects will know it; people usually have a very sensitive BS detector! If you’re not feeling it, they’re not going to feel it either.
You want to start these conversations with the intention of connecting deeply and creating a relationship with your prospects. That is most important. As part of this, you need to remember your sacred purpose. You want to reconnect with your sacred purpose so you can shift any energy that feels like “yuck, I’m selling”, into “Yes! I am here in my sacred purpose to offer my brilliance to this person who needs it.”
When you can move into that energy of serving, that’s how you embrace your value. That’s the feeling you need to have when you walk into the enrollment conversation.
Where You Might Get Stuck
In the energetic part of these conversations, the biggest place people get stuck is in FEAR.
So, why is the enrollment conversation so scary? Because it brings up value, or the possibility of being rejected, or that the prospect will be annoyed, or that you will look pushy or desperate. Fear is just a normal part of the growing process. But you can work through it. Ask yourself:
- What is it that you’re most scared of when you envision having one of these conversations?
- How much power have you been giving to that fear?
- Have you been giving more power to that fear than to your own vision and your own goals and your own sacred purpose?
It is important to not be attached to the outcome of the enrollment conversation – and this is what will help you immensely with your fear. When I talk about not being attached to the outcome, I don’t mean that you don’t care if this person signs up or buys from you. Of course you care! We are in business because we want to serve people and want to make a salary. It’s not that you don’t care; it means that:
Even though you do want this person to buy from you and to say yes to your service, you aren’t going to make up a story about yourself, about your worth, your value or the future success of your business should that person not enroll.
As soon as you become attached to the story of what a non-sale means, that’s when things begin to fall apart. It becomes much more difficult to have an aligned, effective and soul-centered conversation. Check in with yourself; have you been making up stories about yourself or your potential for success when people say no? How has that been standing in your way? Practice not being attached to the outcome.
Value is so embedded into your money story. If you’ve got a money story that is very strong and rooted in fear or limiting beliefs, it’s very likely that your money story is coming into play in your enrollment conversation. And when your money story is activated, it’s going to activate your prospect’s own money story. So when you approach the conversation, you want to make sure you’re really in check with your money story. You want one that is not limiting and that allows you to embrace and own your value and then communicate that confidently to others.
It Goes Back to Your Money Story
It’s really important to check in with yourself about your money story. Ask yourself the following questions to gain clarity and awareness about your beliefs around money and your value:
- What did you learn from your mother about money?
- What did you learn from your father about money?
- What did you learn from society (teachers, peers, friends, religion, larger community) about money?
To go even deeper into your awareness about money and value, ask yourself just one more question:
What is your top limiting belief about money that’s been in operation for your business? No matter how much you’ve developed personally, I guarantee you have a need to embrace your value more; so dig deep. Allow yourself to see it without beating yourself up – just to create awareness.
Now, ponder how that limiting belief might be playing into your enrollment conversations. Think about how it is lurking and becoming part of the fabric of your conversations. Now that you’re aware of it, you can be able to start removing that old limiting belief.
What is the NEW belief around money that you WANT to bring with you into these conversations? What do you want to be active and fully present in your enrollment conversations with prospects?
For many people, you lose control of the enrollment conversation and it goes into areas that don’t serve you or your prospect. This is really important: during those conversations, your job is not to give free samples or to coach someone, but it’s to guide them to a choice that is going to be right for them. Whether you believe it or not, they are looking to you to lead the conversation. Your job is to hold space and lead that individual through the conversation so they can make the very best choice for themselves.
Taking everything thus far into account, write down for yourself a commitment. It should be almost like a mantra. Here’s how I view these conversations: they are not about convincing, forcing, prodding, or pleading with a prospect to work with you. It’s not about getting the prospect to act fast, or placing pressure on them. Those tactics sometimes work but generally don’t, and it’s not in alignment to do any of those things. What’s valuable is to create space, to connect with your prospect in real-held, compassionate atmospheres, to review what’s not working, what they want, and how you can help. So when you talk about how you can help, you need to know: What do you want to commit to when it comes to enrollment conversations?
Don’t Wing It
Especially if you’re new to having these conversations, you want to work from a script. This doesn’t mean reading word for word from a script, because you’re having a conversation. It’s more like having a plan for leading the conversation with some places for particular wording. Without this plan, you might stray and not guide the call to where you want it to go. Also, it gives you the opportunity to have special language in front of you that will help you effectively guide your prospect.
I’ve got a lot more content for you on how to conduct and move through your enrollment conversation, but you want to start with the material in this article FIRST – the energetics of the enrollment conversation. This is what will get you the farthest when it comes to successful prospect calls!