How To Perform A 121 Clarity Session

Conducting a one to one clarity session is one of the most powerful ways to understand your target market and to really close more deals in the first phase of your journey. And as you get better in understanding your market then you can go wide and start to do one to many. So what I recommend for my students is to do a combination of one to one as well as one to many in their initial stages of launching their digital coaching business. Hi, my name is Siddharth Rajikar. I'm the founder of the Internet Lifestyle Hub and I'm the creator of the Freedom Business Podcast where I'm on a mission to help a million people build a super successful digital coaching business from the comfort of their home without any offers for employees and to create a new breed of teachers and leaders. And in this particular podcast I'm going to be getting into the details of how to perform an impactful one to one clarity session where I talk about why it is important, how to prepare, how to perform, how to close deals, and some important pointers for you. So take notes and let's get straight in.

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Hi there Sidharth Rajshekh here. Once again, thank you so much for tuning to yet another episode of the Freedom Business Podcast. If you have not subscribed to this podcast on Spotify or on Apple podcasts or even Google Podcasts for that matter, please go and subscribe to it so that you get notified on my future episodes. And if you're part of my community, the Internet Lifestyle Hub, I would highly recommend that you take notes, subscribe so that you can win a signed copy of my book. You can coach in our next Inner Circle Mastermind if you use the hashtag ILHDeePlanner and share your notes below this podcast on my blog. And now, if you're not a part of my community and if it's the first time you're tuning in, welcome. Great to have you here in my show Notes on Apple as well as Spotify on other places. I have some free resources for you and I would highly recommend that you attend my next webinar by going to Sids Co Live to stay tuned and to get more information on exactly how I've been able to build a multimillion dollar business without any officer employees. So coming now to the topic of one to one Clarity Session. What is this all about? See, a one to one session is the most powerful way to understand your target market. On a deeper level, a one to one will also give you better confidence to sell things in a one to many scenario as you do more and more one to ones because then you know exactly what solution to give your target market. In fact, when you do a lot of one to ones, you'll also understand patterns of all the common problems that your target market is facing. And that will also help you establish a deeper connection with your target market as you do one to one so that you can expand and go one to many. In the first phase of my journey, I did more than 501to ones to understand my target market. Of course, I sold my product through a webinar in a one to any one to many scenario. And if anyone would buy my product, I would offer them a one to one clarity session. And this clarity session started off as a 15, 20 minute session and went on to 30 minutes, 40 minutes, 1 hour. It also went on to 90 minute sessions. And then I really struck into a struck a formula where I was able to close.

My clarity sessions within 30 minutes and give people breakthroughs within 30 minutes. So in this particular podcast, I'm going to be breaking down all the elements of how you should conduct this session. How to prepare, how to perform, and then how to close the deals as well. Okay, so I've just shared with you right now why it is important to have a one to one clarity session so that you can understand your target market and it'll give you the confidence to sell one to many if you do a lot of one to ones. So first let's understand how to prepare. See, before you even open up a one to one clarity session or setting up an appointment calendar, you got to define what is the topic of that one to one clarity session and what solution are you going to be providing in that particular session? What problem are you going to solve? That has to be very clear so that when people register for that one to one session, they know what to expect. Okay. Another thing you should be doing is before people register for your one to one session or as they're registering, also collect data before the call data in terms of what is your current situation, what's their problem? So that you as a doctor you'll be able to evaluate what is the challenge. Right? So suppose you're going to meet a doctor. The doctor is not just going to give you a medicine straight away, they're going to diagnose the problem. So before you can even meet them in the one to one session, understand what the problem is and collect data beforehand and also mention before the call itself on how long it is going to be. And this is a mistake that I Did initially when I was doing clarity sessions, I did not mention how much time it's going to be and people would just start off with their story and go on and on and on. And some of those sessions went on for 90 minutes. Yes, I had a great time interacting with them, but I felt I could have shortened that, that session much faster if I told them beforehand how long the call was going to be. Okay. And of course, depending on what kind of a clarity session, if it's a paid or a free session, you also need to make it clear on what they're going to be getting in the free session or a paid session and what's the difference between the two. So all of this would come under the preparation bucket, the preparation segment. Now we'll come to the second part, which is how do you perform this one to one clarity session? And again, after a lot of trial and error, trial and testing, this is the formula that works for me. There could be many models out there, but this is what works for me and it has given me like amazing results. Okay, so you need to break this 30 minute clarity session into four parts. Okay. The first part of the session should be where you're only listening most of the time. And how long should this be? Probably give yourself between 5 to 10 minutes where you completely stay focused on understanding what your customer or the prospect really wants. Okay, so listen, gather data and understand their problems and ask questions where you're just leading with the question and allowing them to speak more and more and have more open ended questions. And you can also also have some closed ended questions if you want, like specific data points. Okay, so the first 10 minutes of your one to one clarity session should be where only you're listening and speaking less and you're only gathering data and you're taking notes and you're noting all of that down. Okay. The second part of your clarity session is where you need to reiterate and reinforce the challenges that your prospect is actually facing. So if you are my prospect and you spoke for the last 10 minutes, I would just reiterate the same thing, whatever you told me, but sum it up and tell them. Okay, so based on whatever you've told me, these are the challenges that I can see. So this is a challenge number one, this is a challenge number two. And this is what you're actually facing and this is what you're going through and these are all the different things that are keeping you stuck. So am I. Are we on the same page? You need to ask them that question. Okay. So in other words, when you reinforce their challenges and when you tell, when you repeat back whatever they say, what's going to happen is they are going to feel that you have really understood them. Okay? Don't straight away get into giving them the solution of the problem. You have to reinforce and reinstate and reiterate the whole, you know, the case back to them so that they are able to give you a go ahead saying that, yes, you've understood me so well and I need a solution to this. Okay? And then what you do is part three is you give them a game plan. Okay? You can see now based on whatever you have told me, these are your different challenges that you're facing. This is what I feel would be the right way to approach it. And this is the game plan. So give them a game plan or a path path to solve that problem, not necessarily the solution itself. Okay? So for example, so what I mean by that is let's say if I was a doctor and you came to me with a problem and then I would tell you that, okay, so what you got to do is for the next 30 to 90 days you have to like change some of your lifestyle habits. You got to have the medicines that I need that I give you and you also need to follow a few daily habits that's going to be helping you improve your, your immunity and stuff like that. Okay? Now whatever I just told right now, I've not given the solution directly. I've told them what should game plan, right? I've not told them which medicine to take. I've not told them what should be the daily routine, what should be the daily action. So there's a difference between giving the game plan and giving the actual prescription of the medicine. Okay, so there's difference with that. Okay, so especially if you are in a clarity session where you need to close the deal, right? Just give the game plan and tell them that there is a game plan, there is a path to it and it requires effort and basically set the context also on that. And that is a part three and then part four is conversion. You give them an offer saying that yes, we have an, you know, I can actually deliver the solution to you and it's going to cost you this much. Okay? And then when it comes to offer, right, we'll come to the third part right now I covered how to prepare for the session, then I covered how to perform. It has to have four parts. Listen, reiterate game plan and convert. Now when it comes to convert, I'm going to talk about how to close deals. Okay? So I'm going to give you some pointers. See the better you understand your prospect before the call, the better you'll be able to convert. Second, the better you design and show your game plan again, the more you'll be able to convert. Another thing you can do is the, if you offer a special price only for the first 12 to 24 hours. So let's say if you're doing a session at 5pm you can tell them I have, this is the game plan, I have a solution for you, I can solve your problem but and it's going to cost you this much. Okay? But if you complete the transaction within the next 24 hours, I'm going to give you a special deal. And this is the deal. If you come to me after 5pm tomorrow, it'll be the full price. Okay? So that we can actually convert more and then you can add one more factor is if you want to convert better, you can add a bonus. So if they confirm and make the payment within 24 hours, they'll be entitled to a bonus or a free session or an additional session. And if they don't buy within 24 hours, that is not available for them. So this way you can also get them to convert. Now another way to close deals, especially if it's a higher value deal. So if you do a 30 minute clarity session and you are selling something for maybe 2000 or $5000, I'm talking about 1 lakh, 2 lakh 3 lakh rupees product. What you can do is you can lead them from a free clarity session to a paid clarity session. And this paid clarity session could be, it could be maybe 5,000 or 10,000 rupees or maybe 5,000 rupees. But it's going to be a 90 minute in depth session where at the end of the 90 minute you're not only going to give them the, you know, the solution on a deeper level but you're also going to be closing a much higher ticket or higher value deal over there. Okay? So the more you understand your prospect and the more you customize your offer, customize the solution for them and give them an like a put in a limiter and urgency within 24 hours you'll be able to convert more and add a bonus also to it. Okay, so some important pointers that I would like you to keep in mind is if you want like to really get this clarity session done, the best possible way is make sure that the, that you set the context very strong even before the Session begins. Okay. So as soon as the call starts on Zoom, you can say that, you know, thank you so much for this booking, this clarity session. I just want to let you know how this is going to flow and this is how it's going to happen. Okay? So, like, if I was doing the clarity session, I would say, hey there, thank you so much for, you know, registering for this clarity session. So the first part of the session is where I'm going to. I want you to tell me all your challenges, and I want to note them all on my side. And the second part is I will just tell you, from what I understand, what will be the right game plan for you based on the problems that you've actually shared with me. And towards the end, I will let you know whether we can work together on this long term or not. So there are three parts to it. The first part is where you tell me everything. Second part is where I give you an idea on what to do next. And the last part is whether we can continue on this journey or not. Okay? So make it very clear and set the context and tell them that this is going to be just for 30 minutes. So make it very clear that you're going to have the colony for 30 minutes, because otherwise it'll go on and on. And when it's exactly reaching the 25, 30 minute mark, like, they'll also be conscious of your time. So they will not really go on and on. If you don't do this, if you don't do this, and if you don't set the context, you know, they will start telling about their backstory. It may go on for like 15, 20, 30 minutes, and you'll just completely lose track on why the one to one is even happening. Okay? So don't focus on conversions. It's another important point. Don't focus on converting. Focus on the prospect's challenges and how they feel that they've been understood. Okay? That's the most important thing. Don't worry about whether they're going to be becoming your customer or not. And very important is be okay to say no if they're not the right fit. If you feel that they're not the right kind of prospect, right kind of customer for you say that, okay, this may not be the right thing for you. In fact, what you should do is in case, based on the data that they have given you while filling the appointment itself, if you feel that it does not have, they're not the right fit or the right match, cancel that one to one session. You don't have to do that one to one clarity session if you feel that the person who's registered for the one to one is not having the right is not the right fit. Okay? So that way you can save a lot of your time because time is money in a situation like this in a one to one clarity session. So in other words, let me recap whatever I have shared so far. The importance of a one to one clarity session is to help you understand your target market so that you'll have more confidence, so that you can understand those patterns, so that you have a deep connection with your market, so that you can sell one to many down the line. Okay? One to one is a great strategy to start off with, but it's not a scalable strategy. Okay. The only way to scale is to add more teams and add more sales teams and that's a totally different game plan and process. That's why I always prefer a webinar based selling process as compared to one to one process. But I tell my students to do one to ones after they have bought your products. One to many. Okay? So you can do a one to many sales pitch. Anyone buys your product, you can offer them a 30 minute clarity session. And in that clarity session what you can do is you can give them a special offer to upgrade into the L2 or a level three program. Okay? So it really works well in that scenario. So you're doing a combination of one too many on the front end and then one to many in the mid end and pushing them to the back end of the funnel. So the preparation of your one to one should be where you collect all the data. The topic should be very clear and you also need to mention whether it's on how long it's going to be, how to perform the one to one. You should have four parts. First part, you listen. Second part, you reiterate and reinforce their challenges. Third party, give them a game plan, not the solution. And fourth part, you convert them by giving an irresistible offer. Okay, so how do you close deals is by understanding your prospect better and by designing a really good game plan so that you can convert better and by having urgency and scarcity. So within 24 hours, if they get in, you're going to give them a special offer. And if you want to sell higher ticket, higher value products, you can bring them into another paid consultation if you want. And last but not the least, set the context. Keep it under 30 minutes. Don't focus on conversions, focus on the prospect's challenges. Be okay to say no if they're not the right fit and cancel the one to one if you feel that they're not the right to fit. Okay, so these are the most essential pointers that I've been able to share within 414 minutes. And I'm so glad that you're in our community. If you're all, you're part of my community, and if you're not a part of my community, please go to sidsidsids Co Join. And join the Internet Lifestyle Hubby, one of the world's largest communities for experts, coaches and teachers and consultants who want to really take their game to the next level. Wish you all the best and I'll catch you in the next episode.