A founder stopped offering free strategy sessions that drained the team and started asking prospects one question: "How dedicated are you to growing your business?" It filtered out tire-kickers, made the sales team more confident, and turned pricing objections into conversations about payment plans instead.
So when I first got started in the info education and coaching space, I had hired a previous individual that I worked with on my other businesses to take sales calls. And I realized very quickly that most of these free strategy sessions that we were giving away to individuals were really just that. They were not sales calls. They were legitimate free consulting strategy sessions. I don't want to say that to be harsh, that we don't like giving free value. When you're spending hours and hours a day giving all of this value away with nothing in return, not only is it gonna burn you out, but it's also gonna burn your team out because then in turn they're not making enough money or you're not making enough money to make it feel worth it. You're just spending all this time giving away free value. And the biggest thing that we did to change this, qualifying based off one very simple question, which was how dedicated are you to actually growing your business? And based off how they answered that question, we would really understand if this person's just tinkering around or they actually have an emotional drive and a need to grow their business, because those are the action takers. And anybody else, they're just going to be in it for the advice. They're not going to be super serious. They're going to have to think about it, and it's unfortunately going to lead to a lot of time. So I know a lot of people think that you need the biggest qualification in the world for somebody to feel like they're interested in your services, but at the end of the day, there are a lot of different avatars that can jump into different types of coaching programs. And a lot of times you can unqualify for no reason and you can always tighten things up down the road. But by adding in that one very unique question, how motivated are you actually to do X, Y, and Z? That's gonna help you find those ideal individuals. And then you can of course get around all of the financials, things like that. There's, there's so many different financing options nowadays where as much as I believe that price is a factor in a buying decision because there are things that I would never pay $50K to $100K for. And as much as I do believe that price does have a role to play in terms of somebody saying yes or no in terms of working with you, just by only talking to motivated individuals, it helps so much with a sales rep's mentality so they feel like they actually have opportunity to help and sell these people. And then pricing can just be handled with some kind of financing option or monthly payment plans Setterlun. Again, maybe you go and qualify that for the future, or you have some other kind of product that doesn't require so much from you or your team. So go out there, implement this one question into your business, and watch it drastically change your sales calls.
