There are many schools of thought when it comes to enrolling potential clients. I personally don’t think that there is any “right” or “wrong” way. For me, what matters most is how both myself and my potential client feel while going down the path of becoming partners.
My intention is for both of us to feel empowered. I want my potential client to see that they are the expert of their life, and can make the choice that best serves them. I trust my clients.
I don’t think that it’s my job to convince, cajole, or negotiate with a potential client to bring them on board.
And, I also don’t feel good about leaving them in the dirt when they know that they really want support, and they are committed to having new results in their life, but they have a roadblock keeping them from giving themselves the green light.
So, when a potential client has gotten very clear and committed to the transformation that she is a yes for, and then gets stopped by money, time, or needing permission; I know that it is my time to support them.
Note that I didn’t say strategize, convince, or force; but SUPPORT.
The best way that I can support my potential client in the space between wanting to work together and being a yes is to remind her of her truth: she is empowered.
While we might think that our bank account, schedule, or significant other are keeping us from having the resources to follow through on any support that we desire I’ve come to learn that there is almost always something deeper at play.
It’s not that I don’t trust my potential client when they share with me:
“I just don’t have that kind of money in my checking account.”
“My calendar is so full right now, especially with the kids home. I don’t know if this is the right time.”
“I need to talk to X. We always make decisions over a certain dollar amount together.”
It’s that I’m curious what’s going on beneath the surface that is creating that experience in the first place.
It’s by looking behind the curtain that I can most support my potential curtain.
My genuine curiosity, with love, is a service to her. Whether we end up working together or not.
What I’m curious about is:
What’s going on that you don’t have access to money for your desires?
What’s going on that there isn’t space on your calendar to make yourself a priority?
What’s going on that you and your partner need to give each other permission?
What I know is that there is nothing wrong with my potential client, and also while there is nothing to fix, the current conditions of her life may not be serving her.
If they were, we would probably be having a different conversation. One where she had the resources and power to choose the things she desires for herself.
I see this opportunity to support her in this moment as an incredible gift. I am honored to be the loving interruption, courageous enough to look at what’s really going on for her.
How does this go for you? Do you get stopped when an objection arises from a potential client, or do you see it as your call to serve?
Potential clients come to us because they are looking for a change. That change starts by the way that we support them from the beginning.