Successfully INVITE! So, what does that mean?
All business is nothing more than a conversation. Truly, as simple as it might sound, even in this era of high technology marketing, every bit of success in most any business has come as a result of conversations. When you understand what we do as Coaches from that perspective, all of the scripts, tools, training and practice we learn are to master the skill of having great conversations. Master the art of conversation and you can create most anything in your life you dream of.
Despite what most people believe, mastering this “Conversation” skill is not just for outgoing extroverts. In fact, there are several successful introverted coaches who learned how to have quality conversations which has completely changed their life. The more you practice talking to people the easier it becomes and you will begin to see how the quality of those relationships become even richer. As a Coach, one of the conversations that we have which sparks the greatest potential to change someone’s life, is a conversation that includes an invitation. So how can you invite people to join you as a customer or coach with a high success rate, and with ease? That’s a topic we will be discussing at every level of your success.
So let’s get started with the basics. But first, a note about scripts, most people avoid scripts like crazy. I understand that it can feel weird, contrived, and out of your comfort zone. So coaches tend to shy away from them…until they learned the real secret of scripts. A script is just a guide for a conversation. Once you learn them, you find your own style and you get really confident at having conversations. Use them and you will shorten your success curve in a big way. It just takes a little practice. BELOW are a few of the most successful ways to INVITE with ease!
STEP ONE:
The Customer 5-Step Invitation Process is the most widely used script for Coaches. This document and video can help give you additional ideas for how to have a conversation about joining our co-lead challenge group that starts the first week of each month. Download the PDF and watch the video below. Another great tool to help you expand your invite list is the MEMORY JOGGER. Download it BELOW and update your CONTACT LIST on a daily basis.
WATCH THE VIDEO >>
STEP TWO:
The Go-Pro Invitation Script is the style of conversation we used to build our business. We believe it allows you to be super flexible and still very successful. The steps are simple to learn and easy to remember.
A) Start every conversation with “I know you’re busy, I just have a minute and wanted to…"
B) Compliment them: “I’ve always (respected you for) (valued your opinion) (enjoy working together)..."
C) Purpose of your call: “I’ve decided to take better care of myself, and I’m started my first support group…”
D) Commitment Question: “If I (sent you a video that explains it better) WOULD YOU (watch it tonight)?"
E) Confirm and Follow Up: “So just to be sure, if I reach back out to you on Tuesday, will you have time to watch it by then?”
F) Appreciation: “Great, thanks so much! I look forward to talking with you more.”
GET the Book! If you are just hearing about Eric Worre’s book Go-Pro for the first time, I encourage you to get the book and read it! It’s one of the best investments a new coach can make in building solid skills.
As a Bonus, check out the special Go-Pro and Friends & Family Hot Market scripts BELOW. Click each box to download them. If you see the title and want to run, Don’t! Print it out and keep it in your Coach University Binder. My copy is full of notes and highlights! I hope with time, yours will be too.
STEP THREE:
To find people to help as a Coach in your upcoming Challenge Group, we start with the people closest to you. Initially, they are going to be most willing to trust you and try what you have to offer. It is important to not prejudge anyone; meaning, don’t think you understand their circumstances so well that you decide for them if they’d be interested in being in your Group…give them the chance to make that decision for themselves. You created your initial Contact List of friends and family before you started this training, revisit it again and see if you can add any names to the list you may have prejudged (use the Memory Jogger). With your list in hand, now comes the fun part—time to invite! You’ve shared your story on social media and connected with a few people by sharing your Why with them, so your friends and family are aware that you are a new Beachbody Coach. Now, let’s invite them to join you in your first Challenge Group!
Don’t overcomplicate this step, keep it simple and be yourself! Let your friends and family know that you are looking for some great Success Stories to help launch your coaching business and that you really want to help them. Share your story with them and then ASK THEM TO JOIN YOU in your Challenge Group.
Example: [after you share your story] “You can see I’m really excited about coaching and I can’t wait to start helping people. My first focus is to help those closest to me and I’ve got a spot set aside for you. I’d love for you to join my Challenge Group and your positive experience in the Group would be a great help to me as I get my coaching business started. Can I send you some information about the Group?”
There are many mediums you can use to invite them to your Group, but remember the most impactful way is face-to-face. Of course, this isn’t always timely, so the next best thing is the phone.
BONUS TIPS ON INVITING WITH EASE:
Inviting people is one of the key activities for you as a Coach. When we genuinely want to help others, inviting becomes a natural step. Without much thought, we talk about what we feel passionate about…so don’t overthink inviting. Keep it simple and conversational. Consider these four points:
Check out This video of a role-play example on how to successfully invite a customer using the Customer 5-Step Invitation Process.
Be Clear. In an attempt to not seem “pushy” we may beat around the bush in our invites. This gives the impression that we aren’t confident in what we’re offering. So, when you invite, be clear and direct about what you’re asking them to do. “I want you to join me in this next Challenge Group.”
Be Conversational. Don’t try to memorize a perfect script, people respond best when they feel you’re conversing with them naturally. So, work the invitation into a discussion. It’s normal to feel nervous, but practice and experience will make this easier as time goes on, so be patient.
Lower the Pressure. No one likes to feel "salesy" when talking with other people. You’ll feel salesy when your focus is on you instead of helping the other person. We want to share, not sell. Remember, you’re asking them to make a simple decision to help improve their quality of life, so relax and don’t put so much pressure on yourself or them!
Repeat as Necessary. Many times, people won’t accept your first invitation. That’s okay! They may just be looking for additional information or the timing might be tough for them. Continue to add value to them and follow up from time-to-time and then invite them again when you feel the time is right.
Just to clarify; here's an example of a quick conversation that pieces together some of the points we have discussed:
“Hey I know we’re both busy so I won’t take more than a minute. I’ve had you on my mind because it’s always been so much fun to work with you and I love that we share so many things in common. I’ve been working with this company called Beachbody and I think they have a vision of doing something really cool. Bottom line is they want to connect their customers with a Coach to help them get better results. To make this a good opportunity for the Coach they are launching it as a network marketing company. This whole idea got my attention because I want to start taking better care of myself and I’ve been looking for something I can build together with people I care about. So I thought of you. If I sent you a quick video, would you watch it so we can talk later today?”
Find your own words that feel authentic...but don't miss this step! Learning how to properly invite through casual conversation has been a game-changer for so many top coaches.
TODAY'S TASKS:
Invite! Invite! Invite! Once you have read and watched the links in this lesson, challenge yourself to put what your learned to good use. Just like the old saying goes, "Practice makes perfect." If Making a CALL is holding you back, then SEND A TEXT. That works great too! Most times it works BETTER to start a conversation than just randomly dialing them up, BUT only if you follow up!
Remember, Inviting is simply a skill you learn by doing it. Allow yourself to be bad at it in the beginning. It's okay! It's the only way you will find your groove, your style, and your authentic way of connecting with people. You got this!