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My guest today helps coaches, speakers, authors, and consultants to master the art of effortlessly enrolling high-end clients into their programs and events, so they can finally have the revenue, time, and impact they’ve always dreamed of.
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He’s helped world renown coaches and speakers to grow their businesses, and he has personally sold over $ 1.7 million in coaching packages one-on-one. When Alex started his own coaching practice, he grossed nearly 200k in five months.
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And he’s accomplished all of this with a lifelong stutter.
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Training: common mistake around events & create lasting sustainable change – work together for a year.
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Misconception:
- Think they need 100 or 200 people in the room before they can do an event
- Events as a container
- 16 people tops at a small event
- But first what’s the experience you want to create…
- What do you want the attendees to say be saying a week after…
Why small events?
- You don’t have to be a super polished speaker & trainer at a small event…
- You can have a lot more interaction and intimacy with your audience
You have to know how to make an offer…
- It’s a 3 to 5-year commitment…
- We’re just agreeing on a 1 right now.
- It’s in their interest to have deeper programs.
- Seminar Syndrome
- Commitment required to go from who we are to who we want to be isn’t going to happen in a seminar.
You have to know how to enroll…
- It’s THE skill…
- Sales & Enrollment = same thing.
- Key to freedom – people don’t fear sales, they fear sharing their point of view and being judged.
- Communicate meaningfully & enroll – the vehicle is just the program you have.
- Enroll almost anyone on demand.
- You can plan it and be strategic about it.
- What’s required of me to go into “xyz” –
1on1 sales conversation to one to many…
- Don’t skip over 1on1 enrollment…
- Most want to go right into Webinars, social media etc…
- If you can’t enroll 1on1 going to a group is going to be a difficult process
- The one key to make and make a big impact at your events & financially is to enroll.
- Enrollment is just coaching as well…
- Sales is about love & self-respect – redefine what loving someone means.
- Loving someone really means to call them and also call them on their shit.
- “I think I can help you with this, I dunno though, would you like to talk about that?”
- Our ability to hold tension and drive that tension is going to be equivalent to succeed. And hold that space…
- Coaches who are badass’s at holder others accountable – yet when it’s the other side of the line, and they’re still in the enrollment process – they’re NOT that way. They’re afraid the prospect won’t like them or buy from them.
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Action Step to get out their calendar and set a date…
Leadership is…[Listen to the Podcast to access it]
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Before You Go:
- Review the show in iTunes
- Leave a comment on the post: TonyTeegarden.com/60
- Get access to free stuff from Alex at: http://alexjmoscow.com/
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