Open the Conversation
Find Out What They're Looking for
Share Recommendations
See If You're a Match
Ask for the Next Step
Dance with Concerns
Lean Outs
Lean Ins
FAQ's
Self-Rating Tool
Check In After Free Consult
STAGE 1: OPEN THE CONVERSATION
Stage 1: Open the Conversation
1a: Warm Opening
Hi ____________ (First Name). I’m really excited to talk with you again today!
I have us down for 15 minutes but I always leave a cushion in case we need more time. Sound good?
What I was most inspired about from our last conversation was your _____________ (courage, commitment, honesty).
And my intention for this conversation is to support you even more... and regardless of whether we choose to continue this journey together, my intention is to leave you even more inspired to get _______(result). Sound good?
Yes! They're Leaning In
Acknowledge and Reflect
They're a No to Working with You
Acknowledge and Reflect (without validating)
Before, we even talk about continuing to work together, can I ask you a couple of questions that I think might support you?
Yes!
Go to 2a below.
No
Go to right column.
They Don't Want to Talk Further
Okay, I hear that. Thank you so much for your time! And, if I can be of service in the future, please let me know.
STAGE 2: FIND OUT WHAT THEY’RE LOOKING FOR
2a: Awesome! So, when we last talked, you said that you were facing __________(problem)...
And that it was really important for you to get ___________(result) because of ___________(reason).
Now that you've had some time to sit with this, is getting ________(result) still important to you?
Seems VERY Important
Acknowledge and Reflect
Does NOT Seem that Important
Acknowledge and Reflect
I’d love to hear more about this...
OPTIONAL (if relevant)
I appreciate your honesty. And I see you as ______(acknowledgment) and would love to see you get ______ (result).
If this is NOT that important to you, then I would rather focus our time on supporting you in an area of your life that is important to you. Perhaps I can help or I can refer you to someone who can support you further.
Or if this is stirring something up in you and you're realizing that this actually is really important to you than I would be happy to explore continuing to work together. What would serve you most?
Invite them to continue with you:
Go to 3a below.
Invite them to continue with a Colleague
Go to 3b below
STAGE 3: SHARE RECOMMENDATION
3a. Recommend We Work Together!
Acknowledge and Reflect
Based on what you shared, I would recommend that we continue this work together!
As I shared last time, I’ve helped ______(lots) of people go from _________ (problem) to __________ (result).
And, I am really inspired by you and it would be my honor to help you get __________(result).
My intention is that you're able to get ________ (result) much sooner than if you were to do this without my support!
If they're leaning in:
Go to 4a below
3b. Refer to a Colleague
Based on what you shared, I would recommend that you consider _______(working with my colleague) because you said that _______ was important to you, and I think that _____(Colleague Name) can help you with that.
Would you like me to make an introduction?
Awesome! I'll send you a message after this call.
REFERRAL REQUEST (if leaning in)
I also know that there are many people who have (problem) and I am very passionate about helping a LOT of people who really want _____(result)!
Would you be open to introducing me to people you know who are looking for ____ (result)?
Awesome! The best way to introduce us would be to introduce us through ______ (email/private message).
If you’re open to it, I’ll send you an ____________ (email/private message) that you can send to three of your friends. Does this sound good?
Go to How to Ask for Referrals Template
STAGE 4: SEE IF YOU'RE A MATCH
4a: I'm curious... if we were to work together, what would you absolutely want to get?
They’re Excited!
Awesome! I think you're _____(amazing) and I believe you can get _________(result)!
[Optional} I have helped many people get _________(result), and I believe that if you do the work stay committed to this, that you can too.
**********************************************************
If they do not know your prices:
Go to 4b below.
OR
If they know your prices:
go to 5a below.
They’re somewhat excited
Awesome! I think you're _____(amazing) and I believe you can get _________(result)!
Acknowledge and Reflect
Is there anything else you could see yourself getting from our work together?
{Share Client Success Story 2}
If Relevant:
I have helped many people get _________(result), and I believe that if you dedicate yourself, that you can too.
********************************************************
If they lean in:
Go to 4b below.
If they don't lean in:
Go to Dance with Concerns
They are not sure what they'd get
Sounds like you’re not sure…
{Share Client Success Story 2}
Does that sound like something you'd want?
*********************************************************
If they lean in:
Go to left or middle column of this row.
If they do not lean in:
Go to Dance with Concerns or
or
Go to Turn Lean Outs into Lean Ins
4b: Great! Would you like to hear about the Full Pay Discount and Bonus?
Yes!
I charge $_____/ hour.
But, based on what you shared... I recommend you join my ________(Package /Program).
It's $________ for (#)_____ months of coaching / sessions.
Which means you save $_____!
And if you pay up front, I would be happy to match your commitment by gifting you ____ (1 extra session).
Asking about a Payment Plan
Yes, I'd be happy to share about my payment plan.
I charge $_____/ hour.
But, based on what you shared... I recommend you join my ________(Package /Program).
It's $________/ month for for _____ months of coaching / sessions.
Which means you save $_____!
STAGE 5: ASK FOR THE NEXT STEP
5a: Do you have any concerns that would keep you from moving forward?
No Concerns
Yes, Concerns.
Go to Dance with Concerns
5b: Awesome! Would you like to get started?
Yes
AWESOME! I'm so excited to work with you!
SCHEDULE 1ST SESSION
Let’s set up our first session.
Would ________ (date/time) or ________ (date/time) work for you?
Fantastic! You’re in!!
TAKE PAYMENT
And how would you like to pay for this?
Take Payment
CONTRACT (OPTIONAL)
Great! So that we can make sure that we're on the same page, I have a short _______coaching agreement for you for us to sign.
I can email it to you... Or, if you have 3 minutes now, I can be here with you to answer any questions.
CALL COMPLETION
Awesome! Let’s do this! I’m so inspired by you and I can’t wait to help you get (niche.result).
All right! I’ll see you on _____(day/time)!
AFTER THE CALL
Step 1: Do a Happy Dance
Step 2: Share your success and Learning in the Thrive FB Group!
Hesitant or No.
Go to Dance with Concerns
IF THEY SAY NO TO BECOMING A CLIENT (but they're leaning in)
I appreciate your clarity and I hope that our time together was valuable for you. .
And, I know that there are many people who have {niche.problem}.
Would you be open to introducing me to people you know who are looking for ____ (result)?
Awesome! The best way to introduce us would be to introduce us through ______ (email/private message).
If you’re open to it, I’ll send you an ____________ (email/private message) that you can send to three of your friends. Does this sound good?
Go to How to Ask for Referrals Template
STAGE 6: DANCE WITH CONCERNS
7: LEAN OUTS TO LEAN INS
7a: They are distracted
They are Walking/Driving
I really want to support you… and for this to make the biggest difference possible, I have found it’s best if we’re both stationary, so we can both be fully present with this conversation. If that’s not possible, no problem, I would be happy to reschedule this for another time.
If they can get stationary:
Return to Where You Left Off
They are Multitasking
It seems like you may have a lot going on right now... and I understand because I can get very busy too!
I would love to support you as best I can to get __________(result) and to do that it's going to take both of us to be fully focused.
Are you able to focus here or should we reschedule to another time?
If they can focus here:
Return to Where You Left Off
7b: They seem Resistant
They seem Confronted
I’m here to support in any way I can and I’m curious if something just came up for you?
Acknowledge and Reflect
I think you’re ____(amazing)! How can I best support you right now?
Acknowledge and Reflect
Share Relevant Personal Story
Share Relevant (Client Success Story)
**********************************************************************************************
Once They're Leaning In:
Return to Where You Left Off
They don’t seem Coachable
Acknowledge and Reflect
I am getting the sense that you may not be open to my support or coaching… Is there anything that I can do on my end to support you better?
Acknowledge and Reflect
*********************************************************************************************
Once They're Leaning In:
Return to Where You Left Off
OR
If it's not a good match:
I want to thank you for having this session with me. And while I wish you the very best, I do not think that I'm the best match for what you’re looking for.
I'll hold the intention that you find the support you're looking for. Thank you again for your time.
7c: They're a Long Talker (or Withdrawn)
They're a Long Talker
Step 1: Step into your Leadership and Make them Right.
Step 2: Match their energy and voice tone with Active Listening.
Step 3: Enthusiastically Interrupt them to Acknowledge them.
Step 4: Re-direct the conversation to the place you left off in the template.
Once They're Leaning In:
Return to Where You Left Off
*(More instruction in the FAQ's below).
They're Quiet / Withdrawn
Reflect and Acknowledge
I think you're ________(amazing)! And I am also noticing that you seem quiet… is there anything that I can do on my end to support you better?
Once They're Leaning In:
Return to Where You Left Off
7d: They seem Upset With You:
If they say "this feels salesy"
I really appreciate your honesty. And if this is coming across as salesy, I apologize, that is not my intention.
I think you are ______(amazing) and my genuine intention is to support you as best I can. So, what would most support you?
Acknowledge and Reflect
********************************************
If They Lean In:
Return to Where You Left Off
OR
If it's not a good match:
I want to thank you for having this session with me. And while I wish you the very best, I do not think that I'm the best match for what you’re looking for. I'll hold the intention that you find the support you're looking for. Thank you again for your time.
If they’re upset, but respectful
Go to How to Turn Your Upset Client into Your Biggest Fan
***************************************
If They Lean In:
Return to Where You Left Off
OR
If it's not a good match:
I want to thank you for having this session with me. And while I wish you the very best, I do not think that I'm the best match for what you’re looking for. I'll hold the intention that you find the support you're looking for. Thank you again for your time.
If they’re being really disrespectful
I am happy to support you in any way I can… and whenever I work with any of my clients, the foundation of the work is respect. That being the case, would you like to continue this session together?
Acknowledge and Reflect
**********************************************************************************
If They Lean In:
Return to Where You Left Off
OR
If it's not a good match:
I want to thank you for having this session with me. And while I wish you the very best, I do not think that I'm the best match for what you’re looking for.
I'll hold the intention that you find the support you're looking for. Thank you again for your time.
8: "CHECK IN AFTER THE FREE CONSULT" FAQ’s
What are the top 3 keys to good feeling success with this?
1. Root for their BEST future.
2. See them as the hero (no matter what).
3. Stick to this template.
How do I use this Template and Stay Connected?
Minimize the template so that you can see the template and your Potential Client side-by-side. Scroll through the template so that the lines you're reading are as close to the top of the screen as possible so that it looks like you're looking at the camera and not down at your template.
What happens if they Lean Out?
Hit the Turn Lean Out into Lean In Button and use the templates provided. As soon as they lean back in, return to the spot in the template where you left off.
When Do I Share Client Success Stories?
Sprinkle 1-3 client success stories throughout your consult. Make sure they’re 30-60 seconds max. If you’re inspired by the story, then your inspiration will carry over and inspire hope in your potential client.
How do I Gracefully Dance with a Long Talker.
Letting a long talker talk endlessly can be very draining and might have you start to dread consults.
So, how do you rein them in without being rude?
Here’s what NOT to do:
1. Get annoyed and cut them off.or
2. Hope they notice that you’ve stopped listening and let you talk.
Instead, do this:
Step 1: Step into your Leadership and Make them Right.
Step 2: Match their energy and voice tone with Active Listening.
Step 3: Enthusiastically Interrupt them with Acknowledgement.
Step 4: Re-direct the conversation to the place you left off in the template.
Here’s an example:
Long Talker: “That reminds me of the time when I was a little girl and my parents divorced… it was so painful that…
You:
Step 1: I' so glad she is sharing so much. It must mean she trusts me.
Step 2: Mmmmm…. That does sound painful.
Long Talker: It was so painful. I didn’t want to come out of my room for weeks, and…
You:
Step 3: You were so brave to have gone through that and to come out the other side as such an amazing woman!
Step 4: And, I have to wrap this up in about _____ minutes… so, I’m curious... Ask the question that you left off with in the template.
Pro Tip:
If you are long-winded, you will unintentionally invite your Potential Client to be long-winded. Practice getting to the heart of the matter in your communication as well.
Is it best to Ask for Referrals During Your Consult?
After the Free Consult, only ask them to refer people if they do not become a client.
If they say “Yes!” or are thinking about working with you, hold off on your request. Their decision to work with you is a big enough decision to sit with and you want to start the relationship off by serving them and not asking them to refer people.
If they say Yes to becoming a Client
After a great session where they were excitedly sharing the results they’re getting. At the end of the session, you can say: “Do you have one more minute for a quick check in?
I really appreciate __________ about you and I’m so excited that you’re getting such great results like ____________! And, I know that there are lot of people who have _________ (problem) and would love to get __________ (result).
Would you be open to introducing me to friends who are looking for __________ (result)?
Awesome! The best way to introduce us would be to introduce us through an email. If you’re open to it, I’ll send you an email that you can send to three of your friends. Does this sound good?
Go to How to Ask for Referrals Template
If they say No to becoming a Client (but they're leaning in)
I appreciate your clarity and I hope that this session was very valuable for you.
And, I know that there are many people who have {niche.problem}.
Would you be open to introducing me to friends who are looking for ____ (result)? Awesome!
The best way to introduce us would be to introduce us through an email. If you’re open to it, I’ll send you an email that you can send to three of your friends. Does this sound good?
Go to How to Ask for Referrals Template
9: SELF-RATING TOOL
Why this Self-Rating Tool is so Important!
After you deliver a consult, it can be easy to assume that you were awesome if you got a "yes" and that you were not good enough if you didn't. That puts a lot of pressure on you and can lead to burnout.
This self-rating tool allows you to rate the 10 key areas that will make or break your consults.
It will help you pinpoint where you were strong and where you can grow your client attraction and leadership skills. And it will help you track your progress over time.
Please be gentle with yourself. Mastery takes time. And love. And tenacity. Be truthful.
If your score is low, get support from your coach, role play with another Thriver, or watch a Free Consult Hot Seat .
As you get better and better at delivering consults you will trend toward more yes's at higher rates!
How Close Are You to Mastery?
1-3 “I’m on My Way”. Get support from Your Thrive Business Coach to raise your score.
4-6 Good. Better than 90% of entrepreneurs. Time to use this template with potential clients!
5-7 Great! You should see great results when you use this template!
8-10 AMAZING! You have attained mastery that will make you magnetic to clients.
Many Thrivers are making 6 and 7-Figures because they had the audacity to use templates before they felt ready. If you scored 1-3, get support. If you scored 4+, you are ready enough. Start now, and watch yourself soar. You are unstoppable.
© 2023 THRIVE ACADEMY. ALL RIGHTS RESERVED
© 2023 THRIVE ACADEMY. ALL RIGHTS RESERVED