How to Turn Your Book into 10K Clients (Part 4) Create Your Prospect-to-Client Conversion Script

To write your Prospect-to-Client-Conversion Script follow this sequence , but put it into your own words. But, first you’ll want to pre-qualify your prospects, so you know that you’re talking to the right people. If people aren’t motivated and don’t have the money to spend with you, it doesn’t matter how great your offer is, you’re going to get $10k clients!

You can do this by sending them to an opt-in page where they get a questionnaire to fill out, or you can have them register for a free consultation. Then have them fill out a questionnaire. If your schedule is sparse, you might want to send them directly to the questionnaire; and if they don’t qualify, you might ask them if they know anyone they can refer to you. If your schedule is full, then you might want to consider sending them to the questionnaire opt-in page instead, so you can look over the questionnaire before deciding if you want to spend time speaking with them.

But either way, you want to know how hungry your prospects are because if they don’t want what you have and don’t need it NOW, they won’t sign up with you.

I used to think I was doing something wrong in my presentations when someone didn’t sign up with me, but once I understood that if they weren’t hungry for what I can offer them-if they weren’t motivate and didn’t hate the money, they wouldn’t sign up with me NO MATTER WHAT. So it wasn’t anything I was doing wrong; it was simply the fact that I was offering my expertise to the wrong audience.

Now, I know in the first 5 minutes of speaking to someone if that person has the potential to become a client and that trying to turn anyone else into a client is just a waste of time!

Once you know that you have a potential client on the line, you want to let them know how the call is going to go and what they can expect. This way, you control the conversation. This is important so that the potential client feels that you are in control and know what you’re doing. It also stops them from ramble or feeling unsure of what is supposed to happen or what is expected from them in the session. Start by asking them what challenges or problems they face.

Then, listen and take notes. Summarize it and repeat it back to them, so you are both clear that you understood them. Then, share how you can help.

Share the benefits of the program, the value it provides, and how it will move their business forward and help them achieve the result that they are looking for and make sure the results are going to be transformational.

Let them know that transformation takes time; it isn’t going to happen with the wave of a wand. Then, be ready to overcome their objections. Even when people want something, they cannot always make a quick decision. Some will be able to, but many won’t. It depends on where they are in the process, how well they know you, how much they trust you, and how familiar they are with your work. But, it also depends on how confidant they are in their own abilities and if they feel deserving of it, even if in their heart they know they want it or need it.

It also depends on your level of confidence and how certain you are in the situation. The truth is that in any given situation, the person who has the most certainty will win the majority of the time. So, if you go into the conversation believing that you can turn the prospect into a client (assuming that they have the means and the motivation) and that what you are offering is worth the price you are charging for it, there is a good chance that you will turn your prospect into a new 10K client! Or, at least into a client on the road to becoming a 10K client or even higher!

Also, don’t forget to ask for the sale. I once received a free consultation through an online giveaway with a very gifted productivity coach, we had a great conversation, but when we got to the end of the session, she did not ask if I wanted to continue on with her. Finally, I asked her and being a coach myself, I asked her why she hadn’t asked me for the sale. She said that she had been working on that with her coach and that she had trouble asking. So, I ended up coaching her on it.

The truth is, if you don’t ask for the sale, you won’t get it. So, always know the steps in the conversation and what your call to action is. Write them down, keep your script in front of you, and practice it, so it becomes effortless. You don’t want to be fumbling over your words. It will make you look insecure and could lose you the sale-that’s why it is so important to create a script for every scenario. That’s where the certainty comes in.

And, if you find it difficult to ask, think of selling as service. You are giving the prospect the opportunity to get what they need, that you can help them with. One of the big problems coaches and consultants sometimes have is feeling like they are giving a sales pitch. When you think of it as serving the customer, you approach in a totally different and non-threatening way. Prospects can feel your energy and if they sense a neediness or a selling mentality from you, they will instinctively pull away; they may not even know why because it is energetic and not on a conscious level.

So to recap, first you want to pre-qualify your leads, next you want to find out how motivated they are because unless they are extremely motivated your chances of signing them up as a client are slim to none.

Next, take control of the conversation by letting the prospect know what he or she can expect to happen on the call, and once the prospect agrees, ask what challenges he or she faces. Then, listen. Repeat back what you believe you heard, so there are no misunderstandings, and then offer a solution.

Be ready to answer any and all objections. And, come from certainty. The person who is the most certain usually wins. In this case, if you are more certain, you will most likely land a new client if the person is prequalified. If they are most certain, you will not.

And one last thing to remember, it only takes one 10K sale a month to make a 6-figure income and once you understand the 5 steps to 10K clients, you will have the complete formula to get as many 10K clients as you want!

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Ellen Violette is a book and business coach. She helps thought leaders, coaches, independent professionals, speakers, and authors communicate their message through self publishing and content marketing, become bestselling authors, and turn their books into 10K+ clients as well as passive income to create the business and lifestyle of their dreams.

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