 Hey coach, what's up welcome back to our channel? My name is Ben neighbors, and this is the first time you've ever watched one of our videos I want to make sure you can hit that subscribe button and feel free to comment below today's video because I know this is a Really important topic that many coaches struggle with okay now what we're talking about is what to say When you're about to close a new client alright, and we're talking about when you're on the phone and What I will tell you is I spent maybe Seven years of being in business where this was I would say the most annoying part of my business I didn't know what to do. I didn't know what to say. I felt very uncomfortable I felt very anxious and I also had a bad relationship with sales. I thought sales were bad I thought they were evil. I thought only scummy people did it and my problem was you know, I get to the phone call and I would feel extremely nervous and Because I was nervous that would Like really show the parents. Oh, you know is this guy confident. Does he know what he's saying? It he looked does he look too needy right now and they would start to question in their own head Who I am and can I actually help their child? So what we need to do here is make this very simple All right, and I'm going to show you just kind of piece by piece how to do this and I do have a script It's a word-for-word script that coaches at our mastermind use This way when they get on a phone call they customize that script they attack it There are sales calls that go a lot better They're a lot easier and they're starting to close more clients, but I'm going to just kind of break down how it's set up All right, so first when you get on a call we want to Have a couple of things set up really before you even get on a call number one We want to make sure your call is scheduled if your call is not scheduled Then there's no clear intent behind the call if you're just hitting up a parent and They're busy. They're not going to be able to focus when they're talking to you They're not going to have a clear conversation and you got to remember parents are very busy. They're either working You're gonna talk to the dad. He's they're gonna be working or we're gonna talk to the mom Who's either gonna be working or she'll be at home, but if she's at home, she might be with another kid She might be Running running errands. She might be at the grocery store. She might be in the car We want this to be set up to where you have a clear Phone call a phone call that is scheduled. All right, that's one You want it to be scheduled number two. We want you to call the prospect We never want to set up to where they call you if they call you Like what if you're not ready? What if you're watching a movie or what if you're at lunch or what if you're doing anything? You're not gonna be ready and then you're gonna be scrambling to Try to have a sales call that is never gonna work because there's no consistency there And you never know when that's gonna happen. All right instead. We want to be scheduled We want you to call the parent if you do not do those two things I promise you your sales percentage that your closing ratio will be very low And it will always be very low because there's no consistency And how you do things right that is standard now when we get on a call I know personally when when you get nervous or if I get nervous We'll start talking about ourselves and that's the worst thing you can do We do not want to say I or me or look what I did in the past Parents don't give a crap about you. They care if you can help their kid Right if you can help their kid, that's all they care about and if you're genuine About helping their kid over the sales call then that builds a lot of trust So what we need to do is we need to frame the call We need to frame the call in a way where it's about their child. What is their child struggling with? What are their child? What is their child's obstacles? These are the things we need to be highlighting on the phone call This way we can understand as coaches can we actually help this kid? Okay, because if I'm on a call and I'm talking about You know where I played college soccer You know how good I was in high school Parents don't want that again. That's I'm deflecting the sale when I do that I'm just trying to be selfish to talk about myself The the parents are not are not going to be buying Me they're going to be buying How can I help their kid? That's it. Okay, this is why we need to focus the communication on them And when we ask them questions what we're doing is we're putting them in the spotlight And we're making sure that they are qualified to get into the program All right, that's different than just getting on a sales call and trying to get someone in All right, instead we want to have this set up to we're pre-qualifying them into your program if you have that Then it makes it easier All right to get a committed client who's going to train with you for long periods of time all right now if you Stop the video and you look at your own sales process right now All right, are you doing what I'm talking about if you're not I recommend you start doing that Okay, now when we get to the end of the call, let's say you've already diagnosed The the parent you've already asked a lot of questions You make sure that the right fit you make sure that this is someone that you want to work with If so when we get to the end of the call, here's what I want you to say All right, if you're talking to miss jones And we get to the end of the call We break down the value we break down how things are set up But we say miss jones I feel like your son is a great fit for our program Here's the next steps All right, so now when I say here's the next steps. I'm saying here's what you need to do next I'm not saying. Hey, I'll call you in a couple of days to see if you guys want to do this If I do that they're not going to do it throughout All right If we get to the end of the call and I don't tell them what to do They're not going to do anything because there's no clear instruction. So we need to give instruction All right, so when you say here's the next steps that could be here's the next steps for Securing your spot into our evaluation session. Here's the next steps for signing up for our next camp Here's the next step for sign up for a private training program Whatever it is that you're selling we say here's the next step All right, then we say if you check your email right now miss jones, you'll see the registration link So you can secure a spot within the next 24 hours if you secure a spot within the next 24 hours I can make sure that I reserve your spot All right, that's it And from there what we're doing is we're saying go check your email All right, and you could take the payment over the phone All right, this only works if you use an online registration system If you have that set up then we're telling them here is the next step This way when they get off the phone you're not you're not thinking oh crap They I didn't tell them to do anything or oh man. I need to follow up with them in two days from now All right, because if you think about it if you're on a sales call for 30 minutes We want the outcome of that call to be a clear yes Or a clear no If it's a clear yes, you've given them an action step They're gonna do it or they've already done it over the call If it's a clear no, they'll say you know what we can't do that right now Uh Like maybe in a couple of months we'll get back with you and see and it's like okay great But that way when you get off the call you have zero anxiety about Like going to sleep that night thinking oh man like what are they going to do? Or I have all of these people that are on the fence right now And I don't know if they're going to sign up Instead of doing that we need to be clear in the phone call And tell them what the action step is If you do not do that, you'll be in limbo land on every single call Now if you want to Improve your sales process. I highly recommend like just check out our mastermind program. I have a free tour Of exactly what's in the program how it's set up I show you Hundreds of results case studies if you go to my instagram page you can see that Um, if you connect with me on twitter, you'll see my pin tweet A coach who did uh 30 000 dollars in two weeks. All right, so the results are there. It's very clear that you know That's what we do But if you want to learn more about that program All you have to do all right is shoot me a text message at this number right here. All right It's two one zero nine six zero five seven seven one After you shoot me a text tell me your name Tell me the sport or tell me what it is that they you specialize in right Then from there, we'll hop on a call. We'll schedule a call together And we'll see if you're the right fit for our program Our program is not for everyone. Um, and now we have two different programs We have one that's for coaches that are doing over 100 k per year We have one that's perfect for you if you're just starting your business You want to get clients you want to get to that next level. All right, so that's it guys I'll see you on the next podcast