So, you’re well into launching your new coaching business. You’ve made regular posts on your social media pages and have reached out to people on your Contact List. This is great! Most people will need more than one or two conversations with you before they’re ready to make a decision. They’re watching you on social media and they’re thinking about the conversation you had with them but they haven’t made a decision yet.
The magic is in the follow-up because following up isn’t about “selling,” it's about building relationships. You should be following up on conversations you’ve had daily. Following up with people shows that you care and are sincerely interested in helping them (even if, initially, they didn’t seem interested).
Remember, when you ask people to join a Challenge Group, you’re also asking them to change some habits and sometimes it takes follow up and encouragement for them to be ready to take this step. Ideally, you’ll want to follow up within a week of the last conversation you’ve had with someone, or sooner if possible.
Listening during the follow-up is very important, so use some good questions to encourage them to share their thoughts and feelings. Keep the follow-up with your prospective customers simple. Use phrases like:
“Hey! Just wanted to reach out and see if you’re ready to jump into the Challenge Group we talked about.
“Did you have any questions about the information I sent you? I’m here to help”
“I was just thinking about you and wanted to touch base real quick and see how things are going. How are you?”
You’ll also want to follow up regularly with your new customers during their first few months to make sure they are having a great experience.
Take a quick look at the "How to Follow Up with Customers Guide" which will walk you through how to talk to your customers in a variety of settings:
FOLLOW UP WITH COACHES
One of the top questions I get asked is how do I talk to prospective coaches about being a coach? It’s really just a conversation with some healthy structure to it. My favorite outline for this was created by Eric Worre, the author of Go Pro. What Eric shares is exactly in alignment with how I sponsored every coach on our team. But there are some tips I want to share with you, before we get into the details.
TIP #1: BELIEF.
Your success as an entrepreneur happens on one foundational principle - Your belief in the solution that you are bringing to people’s lives. You know that when they choose a program and stick with it, they will get results. So then let me ask; what is your belief when it comes to your prospective coach becoming a successful coach? What is your belief in your ability to lead them to becoming a successful coach? If you’re not sure about either of these points…chances are you will hesitate to sponsor them. So check in with your belief about being able to deliver on the promise that your friend or family member can benefit from being a coach.
Here’s where this takes an important shift. The success or failure of your personally sponsored coach isn’t because of you. Yes, you have a responsibility to support them. Your job is to invite them to take advantage of this opportunity, connect them to the resources that teach them the basics, point them back to our University and the Coach Online office for tips and tools, and show them by your own example how to be a great coach. The rest…is up to them. You don’t get to take credit for their success, and you aren’t to blame for their failure. That’s a hard concept to hold on to when you want everyone to succeed. So don’t let your belief get shaken by someone else’s struggle.
Often times a coach's belief in the potential for their prospect’s success is shaken by their own unmet expectations. The ability to stay strong in your belief is weakened because you don’t feel like you’ve achieved enough to lead someone else. But here’s another perspective on that. You don’t have to know more, do more, or be more than someone you sponsor. If you believe the opportunity for every coach is open, you can choose to say, “Hey, I’m new at this, I’m still learning, but I know how to connect you to the basics of the business, and I can either get out of your way…or lock arms with you and build this side-by-side. Either way, I know we both have everything we need be successful, and I’d love to have you on this team.”
TIP #2: LET GO.
If you step into a conversation feeling very emotionally tied to the outcome, you lose the ability to stay in the advisor role with the person you are talking to. So just let go. You want to encourage them to make the best decision for themselves. Sure, handle objections and obstacles together with them…but stayed relaxed and confident with whatever they decide. Their decision is about them, and changes nothing about the value of Beachbody programs, products, or coach opportunity.
If you want to learn the basic steps of how to have a clear and helpful conversation with someone about coaching, click the Coach Conversation link below. It’s a proven process for enrolling coaches who have a healthy foundation of understanding and expectations.
TODAY'S TASKS:
Follow up with the people you’ve contacted and share some of your experiences with your coach.
List the Follow up contacts you plan to make this week.
Start connecting with the people you have invited to check out our sneak peeks and have a conversation with them.
Make a list of people you would love to have on your team and have a conversation with them.
Think about any fears, hesitations, or limiting beliefs you have and write them down. Set up a call with your coach so they can help you work through the things that are holding you back.