Red flag: Signs a prospect wonโ€™t make a good client

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Hi David, I just purchased your Compassionate Conversion Flowchart, and I really love it and the audio training.

I was wondering if, during a conversation with a potential client, there are any red flags that would signal to you that this person would not make a good client, and that if they worked with you, they would not get the results they say they want. I have had calls with people so mired down in their problems that the only thing they “want” is a negative – they just want the problem to not exist but they can't see a vision for the possibility of their life without the problem.

Are there certain types of people that just wouldn't make good coaching clients? How do you spot them? And is it “OK” to wish them well and let them go?

Or is this some issue with me being unable to pull a bigger vision out of them?

Thanks, David! Xoxo

Neagle Code Answer

Hi and thanks for your GREAT question!

You know, Iโ€™ve been saying for years that people have the right to be as happy as they want to be or as miserable as they want to be.

You shouldnโ€™t have to โ€œpullโ€ a bigger vision from anyone.

And a rule that I live by is if you have to drag someone into a program, youโ€™ll have to drag them around. Thatโ€™s not enjoyable for either party.

All this being said, there are some red flags to alert you that a prospect may not be a good fit for coaching.

1) Have they demonstrated a willingness to change? (You want a yes here.) In your conversation you should be able to identify their sense of urgency or their reason for wanting to change, and you should be looking for things they have already started doing to begin to change.

2) Do they take responsibility for their life and circumstances? (You want a yes here.) Generally someone who does not take responsibility for everything in their life is not coachable, and if you take them on as a client, youโ€™ll be the next person blamed for their situation.

Always remember, that youโ€™re looking for people who WANT to changeโ€ฆnot for people who find significance in drama and despair.

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PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

How to open a successful sales call

This week's question from my portal “The Neagle Code: Directions for Life” comes from Jane.

Neagle Code Question

Hi David!

Thanks so much for this opportunity!

Iโ€™m resisting picking up the phone and contacting my prospects, because Iโ€™m unsure as to how to start the conversation. Do you have any suggestions for how I can open these types of conversations?

Thanks so much!

Neagle Code Answer

The opening of a sales conversation is one of the most overlooked AND most important parts of the process. It is so essential that it has the power to make or break the entire call.

Why is it so important?

It is vital that you maintain control of the conversation from the very beginning. In order to do this, you must establish control right from the start and make sure YOU are leading the conversation.

IF YOU DONโ€™T, it is very difficult to regain control and you will not make the sale.

There are three parts to a solid opening:

1. Greeting: Tell them who you are.
2. Purpose: Tell them why you are calling.
3. Ask: Jump right into my Compassionate Conversion Flow Chart

You must have a reason to start the conversation. If you donโ€™t have one, create one!

Example: โ€œHi ______. This is Jane from _______. You recently subscribed to my list and Iโ€™m calling because Iโ€™d love to learn about you and your business. What is the biggest challenge you are currently facing in ________?โ€

Lastly, remember to be calm, confident and in control.

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PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

What To Do When New Clients Back Out

This week's question from my portal “The Neagle Code: Directions
for Life”
comes from Fiona.

Neagle                 Code Question


Hi David,

I recently purchased your Compassionate Conversion Program, and Iโ€™ve put it to good use. My sales have increased, but Iโ€™ve had 2 new clients email me in the last 2 weeks and tell me theyโ€™ve changed their mind!

I donโ€™t understandโ€ฆthey were so excited to get started.

Is there something I can do to prevent this from happening again?

Neagle                                               Code Answer

Hi Fiona!


Iโ€™m so glad to hear that your sales are increasing!

Yes, there are a few things you can do that may prevent your new clients from changing their mind.


First let me explain 2 of the main reasons this happens.


Hereโ€™s a FACT: People hate telling other people no.

Hereโ€™s another FACT: Fear, worry and doubt are growthโ€™s worst enemies.

So while your having the sales conversation itโ€™s important to do 2 things.

1) Always ask for a deposit before ending the call. The act of them giving a deposit is a clear statement of commitment. If they are excited about working with you, but refuse to give a deposit, they are not really excited about working with you and are probably telling you what they think you need to hear to end the conversation.
No deposit=No commitment

2) Be proactive. Before ending the conversation, let them know that as soon as they hang up that their ego will go to work on them and desperately try to bring in fear, worry and doubt to get them to change their mind.
Ask them, โ€œWhatโ€™s going to stop you from following through with this commitment 100%?โ€ This way, if they do contact you and say theyโ€™ve changed their mind, you can remind them of your previous conversation and they can see how fear, worry and doubt are clouding their decisions.

If you donโ€™t understand their true sense of urgency, if youโ€™re giving off a vibration of getting rather than giving or if youโ€™ve not closed the sales properly are just a few more reasons clients โ€œchange their mindโ€ after you feel youโ€™ve enrolled them.

To learn more, Iโ€™m hosting a free livestream training solely focused on the real reasons great prospects say no.

If youโ€™d like access, simply opt in at www.WhyTheySayNo.com

Just Believe,ยฎ
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PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

Can anyone master sales, really?

This week's question from my portal “The Neagle Code: Directions
for Life”
comes from Yvette.

Neagle                 Code Question


Youโ€™re constantly mentioning the importance of sales. Considering that we all have different skill sets, can ANYONE be a good salesperson? Can I master sales if I donโ€™t like sales?

Neagle                                               Code Answer

Hi Yvette.


This is a great question!

The reason I am always stressing the importance of sales is because without sales you donโ€™t have a business. The only way that money changes hands is through sales.


If you donโ€™t like sales itโ€™s because youโ€™re misunderstanding it. Sales is not something you do TO someone, itโ€™s something you do FOR someone. You are helping a person to gain clarity so that they can make a decision that will enhance their life.


Thatโ€™s why I created the Compassionate Conversion Flow Chart. It helps you be of service to a potential client. When you are focused on you, you canโ€™t help the other person.

You want to be thinking, โ€œHow can I help this person?โ€ NOT โ€œWhat can I get from this person?โ€

Sales is THE most important skill to master.

And anyone can learn to do it.

Sales will also cause you to grow faster than anything else. If youโ€™re willing to put the effort forth to master sales, nothing can stop you.

When you have your own business, sales is something that needs to happen everyday. If you do this, you will never have money problems.

Master sales. Master your income.
http://www.compassionateconversion.com/
Just Believe,ยฎ
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PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

How can I open the conversation with potential clients?

This week's question from my portal “The Neagle Code: Directions
for Life”
comes from Melanie.

Neagle                 Code Question


Hi David!


Thanks so much for this opportunity.


I have lots of people who I know my services can help, but I'm resisting picking up the phone and contacting them, because I'm unsure as to how to start the conversation. Do you have any suggestions for how I can open these types of conversations?


Thanks so much,
Melanie

Neagle                                               Code Answer

Hi Melanie, Iโ€™m glad you asked this.


The opening of a sales conversation is one of the most overlooked AND most important parts of the process. It is so essential that it has the power to make or break the entire call.


Why is it so important?

It is vital that you maintain control of the conversation from the very beginning. In order to do this, you must establish control right from the start and make sure YOU are leading the conversation.

IF YOU DONโ€™T, it is very difficult to regain control and you will not make the sale.


There are three parts to a solid opening:

1. Greeting: Tell them who you are.
2. Purpose: Tell them why you are calling.
3. Ask: Jump right into the Compassionate Conversion Flow Chart

You must have a reason to start the conversation. If you donโ€™t have one, create one!

Example: โ€œHi ______. This is Melanie from _______. You recently subscribed to my list and Iโ€™d like to talk with you about _______ so I can create content to better serve you. What is the biggest challenge you are currently facing in ________?โ€

Lastly, remember to be calm, confident and in control.

Just Believe,ยฎ
Interesting Image

 

PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

How should I market this?

This week's question from my portal “The Neagle Code: Directions
for Life”
comes from Katrin Huber.

Neagle                                               Code Question


Dear David,

I am working with children and I am wondering how I should market this service. Should I go for the help I provide for the parents (more peace at home, being able to be proud of their child..) or should I speak about how my service helps the children (better grades, higher self esteem, less fear…)?

Your Compassionate Conversion Chart is a great tool and helps me a lot but unfortunately not with this issue ๐Ÿ™‚

 

Neagle                                               Code Answer


Hello and thanks for this question!

To begin, a better question to ask is what specific problem are you going to solve?

I suggest you address the biggest problem that offers the most amount of pain and frustration to the parent.

In this case, the parent is the decision maker and has the ability to purchase your help, therefore you should be marketing and selling to the parent.

But if the parent doesnโ€™t sense the URGENCY around resolving the problem, chances are they wonโ€™t purchase your service.

The Compassionate Conversion Flow Chart solves this by leading you to ask: What will happen if this problem doesnโ€™t change?

In other words, if I have a problem with my tooth and donโ€™t know how to fix it, the reason I donโ€™t know how to fix my tooth is that there is something about it that I donโ€™t understand. If Iโ€™m going to get it fixed, I have to go to someone who understands and has the expertise to fix it. The pain associated with my tooth ache also creates the sense of urgency to find the solution immediately.

The Compassionate Conversion Flow Chart can totally change the outcome of how you conduct sales. By identifying the specific problem you solve for the child and parent, you can leverage the questions in the chart to guide them through the series of strategic questions that bring order and clarity in their mind to help them understand what they really need; which then empowers them to make a decision.

By helping your clients SEE the problem YOU UNIQUELY SOLVE and then tapping into a sense of urgency for them to make a change, you get the privilege of helping them with the solution; which is ultimately what sales is all about!

Just Believe,ยฎ
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PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

I keep giving my expertise away for nothing!

This week's question from my portal “The Neagle Code: Directions for Life” comes from Erin.

Question:

Hi David,

Thank you for your guidance! I am a nutrition coach and also an elementary school teacher. I am often approached by friends/co-workers/acquaintances with questions about weight loss and management. I am passionate about my expertise and love to converse about these topics, however; when asked to provide more personal advice, I am uncertain about the best way to shift from an inquiring acquaintance to a client. Should I just outline my services and costs verbally? Email? Pamphlet? Your thoughts are much appreciated!

Answer:

Hi Erin, and thanks so much for your question!

I would like to take this moment to introduce you to your two new best friends…

THE QUESTION.

And

THE BOUNDARY.

You see part of your problem is that you're not in control of the conversations you're having with your friends/co-workers/acquaintances. You're allowing them to be in control. And the other part of the problem is that you're not setting clear boundaries about what you will and will not give away for free.

And the only way for you to regain control is to bring in the QUESTION.

I cover this in-depth in my training called Compassionate Conversion, but I'm happy to give you an abbreviated version here.

As soon as someone asks you a question, I'd like you to answer with a question. This allows you to be in control of the conversation, and positions you as an expert, rather than a friend/acquaintance/co-worker.

Example:

Co-worker: What's the fastest way to lose 10 lbs.?

You: What's your biggest frustration with losing weight?

In just the simple asking of that question, you can immediately see what they are really wanting help with, and they can see that you've got their best interests at heart. Let's continue:

Co-worker: I just can't seem to stick with eating healthy. I've tried and tried, and every time I last 2 weeks, and then end up eating Oreos.

You: I see. There are a number of reasons that can be a factor when trying to lose weight. Based upon what I know about you, I think I can help. I have a program I think could really help you kick the Oreos to the curb for good. When would you like to schedule a time to talk?

This sets a clear boundary that you're not going to solve all of their problems at no charge, and it maintains that you're in charge of the conversation.

Anyone in a “helping” profession can relate to this scenario, and the key is to use questions and boundaries to make sure that you're converting inquiries to clients.

If you'd like more (question by question) instruction on how to manage a sales conversation, go to: www.compassionateconversion.com

“Just Believe”,ยฎ

PS: The Neagle Code: DIRECTIONS for LIFE is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.TheNeagleCode.com to participate.

PPS: May I ask you to help me spread the word about this program? Is there someone you care for who is stuck, or struggling, or lost, or unhappy? Because if so, I would very much like to help. No matter their question, no matter their predicament, no matter if they've never heard of me before … if they would like to ask for help via www.TheNeagleCode.com, my Team and I will do our very best to provide that help.