162: How to Handle Price Objections When Enrolling Coaching Clients

I’ve never known a coach who wouldn’t get value out of this episode even a few years in to their coaching business … or ten. Find the full transcript at prosperouscoach.com/162.Just the idea of money is fraught with complicated beliefs stemming from our childhoods and even further back than that. Unhelpful beliefs about worth and earning and money are deeply rooted into our cultures and ancestry. So it’s not surprising that we all struggle with money mindset.·      Most of us have worthiness issues and that feels like imposter syndrome.·      Some people don’t think they should charge for coaching because it’s a helping service.·      And for some, money is distasteful — a dirty thing. No doubt many dirty things have been done in the pursuit of money since humans started walking Earth.But money itself is just a tool. That’s an important shift right there. It’s a neutral tool that, at this point in human existence, most of us need to employ to live.And here’s the thing … if you want your coaching business to be your livelihood, you must face these old beliefs with a singular determination to shift them.I’ve learned that mindset shifts are totally doable. They are a lot easier than we think. It’s a big part of how coaches help their clients achieve goals. The way you think about something will determine how well you’ll do. For your own integrity, you need to walk that talk and face down your unhelpful mindsets. Focus on Shifting Your Money FearsSo I want to invite you to something … as you listen to this today, consider listening without distraction and aim to takeaway one specific thing that you’ll use to help you shift unhelpful money mindsets.I’m about to give you 6 things you can say to a prospect during a Discovery Call once you’ve shared your price for your Signature Program if the price makes them hesitate to hire you. And by the way, if you’re charging enough, there probably is going to be some hesitance there.Use a Proven Process to Enroll Coaching ClientsFirst, you need to use a proven process to enroll coaching clients. If you haven’t already, listen to Episode 19 called How to Enroll More Coaching Clients Without Being Salesy — my most popular episode so far. That may be because I offer a free download with my step-by-step script to use in your Discovery Call.That’s the enrollment process that I use. It works so well especially if you are offering a Signature Program, which is a one-on-one long term, high-ticket program tailor made for your target audience. It’s far better than selling coaching packages. And it’s a part of what I teach VIP clients in my Signature Program.Okay, so let’s say that you’ve already asked 5 of the powerful questions in that enrollment guide so you understand what exactly your clients want and are challenged by as it relates to your coaching niche.You’ve told them about the major milestones you’re g Rhonda Hess helps new coaches leverage their zone of genius into a profitable coaching niche and launch with confidence. For VIP step-by-step support apply for Rhonda's VIP Coaching Business Breakthrough Program here and she'll be in touch to invite you a discovery call. Or if you're stuck on your coaching niche, grab a Nail Your Niche Strategy Session with Rhonda here.