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Effortless Enrollment Module

Lesson 6.4 - The Enrollment Conversation

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Lesson 6.4 - The Enrollment Conversation | Click To Read More . . .

Hi!  I'm Trina Gunzel and welcome to the next lesson in the Stories To Success System.

Today, we are going to be going over The Enrollment Conversation.  You may be wondering, "Well, how do I actually enroll clients?"  In this lesson, I want to help you always know exactly what to say, I will share my actual enrollment script with you, and you will have an deeper understanding of objections and how much fun they actually are.

So, let's go ahead and get started.

{S2S Splash Intro}

I remember the very first call I took working for one of my mentors.  I was so excited to share about his program because I had developed my own program to help influential women make a bigger impact in the world by freeing them from their emotional blocks. I had a testimony of creating and launching my program in only 2 weeks, and made $8,000 off a program I only taught once a week for 2 hours, for 6 weeks.  I wanted that same financial freedom and time freedom for everyone!

On the call, as I learned more about this lady's vision for her life and her ideas, I knew the program was a perfect fit for her.  I helped her see how the program met her needs, point by point, and she paid in full right over the phone, $1997.

It felt great to help her reach her dreams and I would get almost $200 paid commission for serving her on the call!

Man, this was great use of my time and a way for me to work from home!  Or so I thought.

My next three calls would not commit to themselves or the program. 

I didn't get it?

Why wouldn't they purchase the program that would help them reach their goals?

They had every excuse:  I don't have the time to commit to watching hours and hours of videos.

I don't have the money.  I have to talk to my wife first.  I get paid on Tuesday, then I'll call back.  I want to try the $47 dollar product I purchased first, then I'll purchase the program.

And you know what, I BELIEVED them.  I believed their excuses and lies because I thought they really would call me back and talk to their wives.

I didn't understand that those objections are where the REAL coaching and fun starts!  This is the power of the enrollment conversation.  Because let's face it, if they didn't want help, they wouldn't have gotten on the call in the first place.

So, here is the simple but effective Enrollment Script Outline I use with my actual clients I want to share with you.

It's highly effective and you can serve people by helping them IF they are a good fit and IF you feel you can REALLY help them. 

Please be ethical in this because if you can't help them and they aren't a good fit for you, it's better for you to just thank them for their time and end the call.

However, if someone is a good fit and you CAN help them, use this outline for your calls:

Welcome them and thank them for showing up to the call.

Ask them what inspired them to get on the call in the first place.

Let them know that during the call you want to get to know them and their business needs better and help them have a clear vision and path of how to move forward.  If you see you can help them and if they are a good fit, you'll make them an offer. 

If, not, you'll just have a great call and leave as friends.

Ask what they want their life to look like 5 years from now.

Ask them what's keeping them from having that happen now.

See how committed they are to changing this.

If you see you can help them, help them see how their vision aligns with the steps in your program.

When they are excited about it....SHUT UP!!!!

This is the most important part because it gives them time to think.

Only when they ask you the price, tell them.

Let them know they can pay right now by credit card and help them enroll in your program and process their payment.  (This is for the action taker who is ready)

Usually, this is where the objections start and the REAL BREAKTHROUGH COACHING begins.

Listen to them, but don't buy into their excuses.

For the no money objection.

Say, I hear you, so why don't you have any money?

Help them figure it out listen, and brainstorm other options:

401K, borrowing from a family member or friend, applying for another credit card or a PayPal account

For the I have to talk to my spouse objection.

Acknowledge them, then ask them how they pay for their spouses trainings and/or how has that worked out for them in the past.

For the no time objection, ask them how they made time to get on the call today and share the specifics of your program.

Handle each objection by listening, acknowledging them and getting them to say yes to their dream by creating a way to solve it.

If you stay in a high tone, you can help them through this.

Everyone has the same no money, no time, talk about it later objections and they can all be handled on

the phone.

Help your clients get in agreement, say yes to their dreams, and enroll on the phone.  Paid in Full is best because those people usually are all in and have the best chance of success. 

You can offer a payment plan, but we don't recommend it, because the lower the payment the higher the refunds, but those who pay in full stay through and do the work, every time.  They also have the best Paid In Full statistics going forward because they can use themselves as an example.

So, your action steps for today are:

1:  Review the enrollment script and use it to create your own

2:  Practice handling objections in your own life and see if you can start getting more people in agreement with you.  This will help you in your business.

I hope this served you well today and if you really take the time to use this information to create your own script and be truly present with your clients in your enrollment conversations, you are going to enroll and most importantly, help a lot of people in the process!

In the next lesson, we are going to be teaching you how to enroll more clients by handling objections and knowing where you stand first.  Knowing how to handle objections can make or break your business so we're really giving this the time it deserves.

Any objections to that?  Okay, you're doing awesome and I'll see you in the next lesson.

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