Wouldn’t it be great if you could quickly look over your website and instantly
know what to change to attract more clients? In this article, I’ll share with you
exactly how to do that with a health coaching website.
I love doing website reviews and evaluations for coaches and consultants. And
through the years, I’ve come up with my own system for quickly evaluating a
coaching site. I can usually tell in just a few minutes what’s wrong with a
coaching website and what needs to be changed or tweaked.
In this article, I’ll share with you 10 quick website tips that I use to help clients
improve their websites.
Does your site clearly communicate how you can help them? And is it a problem
they desperately want to solve?
As a health coach, you can help people with many different health issues. But
when someone gets to your site, they need to instantly know “what’s in it for
them.” And the best way to communicate this is with a transformation that says,
“I have the solution you’ve been looking for.”
For example, instead of saying you help people lose weight, you can have a
headline with “You, Too, Can Drop 2 Dress Sizes in the Next 30 Days.”
Why should someone choose to work with you instead of the competition? You
need a way to stand apart from all the other health practitioners offering similar
services. And you do that with branding.
Your brand will reflect both who you are AND what you do. It doesn’t have to be
unique, but it does need to be compelling, attractive, and a great reflection of you
and your services.
If you’re struggling with creating your transformation and branding, learn my 4
step process to creating an irresistible brand (in just 1 day) here:
When people hire a health coach, they want to work with someone they know,
like, and trust. They want to make a personal connection with you.
Include a recent, professional headshot image on your site – or even better, add
a video or audio to the home page. That way people get to see and/or hear you,
and it creates a deeper connection than text and images alone.
Also, include either a biography section or have an About Page dedicated to
information about who you are.
Testimonials are great for building instant credibility. Even if you have a
transformation people want and great branding, many people won’t hire you
without references or testimonials. And the higher the program investment, the
more you’ll need great testimonials.
Is your site navigation easy to use? Is content easy to find? Having a
complicated navigation system will chase people away. Your website visitors
need to be able to find content quickly.
Keep your navigation simple with only 7 items or less to choose from. It’s usually
better to add more content to one page, than to have several different pages with
only a few words on each.
Too many distractions can cause your website visitors to be confused. There are
certain elements that draw the eye’s attention, such as large text, the color red,
When too many of these elements appear on a page, the person’s eye “jumps”
back and forth all over the page and they don’t know where to look first. As a
result your branding and transformation message can get overlooked.
People are online looking for information first, then buying second. So if you
want to attract paying clients, you have to first give great information.
I recommend offering a free PDF report or audio training as a way to build a
mailing list (see tip #8) and using a blog for articles.
If you’d like to learn how to create a free offer in just a few hours, check out my 5-
step system here:
If you’re serious about attracting clients with a health coaching website, you
MUST collect names and email addresses so you can build an email list.
Statistics show that most purchases are made after the 5th – 12th contact. Which
means you will need a way to follow up with website visitors after they leave your
Tie this in with Tip #7 above and a regular newsletter, and you have an
automated client attraction system.
When listing your programs on your website, give names and descriptions that
make it easy to tell them apart. It should be clear whether the program is a do-it-
yourself solution, a 6-week group program, or a 3-month private coaching
In addition to giving great information, give people an action to take on each
page. This is a key to attracting clients. Ask them to get your free report, play a
video, leave a comment, follow you on Facebook, read another article, or click a
button to continue reading.
It doesn’t take thousands of dollars to create a client attracting website. You can
greatly improve your website just by implementing the 10 quick tips above.
Please leave a comment below and let me know which tip you liked best –
or make a suggestion of your own. I’d love to hear from you.
Does is seem like all the health coaches you know are offering a cleanse or detox?
Are you interested in offering an online program, but want to offer something unique that will stand out?
I know that you have something unique to offer, and a cleanse or detox is simply the format for a short program where you can draw upon your unique passion, knowledge, and skills as a coach.
Today, I am going to share how you can tap into your unique skills and passions, to create a cleanse or detox that stands out.
1. Determine a niche your program
Whether or not you have identified a niche for your business, you can still have a niche for your cleanse/detox.
Determine who you want to serve and what pain point you want the program to focus on.
For example: You could serve women who are trying to conceive and have the cleanse/detox focus on fertility.
2. Name your cleanse/detox
Using your chosen niche for inspiration, come up with a name for your cleanse/detox that makes it clear who this is for and what problem it solves.
If we stick with the fertility example, you could name the program “Optimize Your Fertility in 21 Days.”
3. Communicate the niche in your marketing
When you market your program, have your promotional emails, social media posts, and sales page copy clearly convey who this program is for and how it will help them.
4. Tweak the content
If you are using a done-for-you content, tweak the content so it works for your niche.
You can easily do this by:
· making simple changes to the recipes and menu plan
· adding in specific supplements or herbs that will support your participants
· adding in targeted lifestyle practices such as meditation, specific yoga poses, mantras, using a tongue scraper, etc.
Do you want to offer a group program but aren’t sure where to start?
Do you wonder…
…how to structure the program
…what materials to include
…how to create something people will buy
…what needs to happen when?
We’re about to change this.
I’ve put together a FREE webinar to show you, step-by-step, how to you can launch your own group program that your clients will beg for.
“How to Easily Structure, Market & Fill
Online Wellness Programs”
Wednesday, March 4th
at 10am Pacific / 1pm Eastern
SPECIAL BONUS! When you launch a new program, it’s easy to get into overwhelm. After the webinar, I will send you our Online Program Launch Timeline. It spells out exactly what to do, so you can launch your program with ease.
Don’t worry if you can’t make the live call. Register anyway, and I’ll send you the recording after the call.
The question of focus comes up with my clients all the time. They’re passionate, creative health coaches full of great ideas. They just don’t always know how to harness their creative energy and passion into ways that will get them to their goals. They need to learn how to focus.
Start by being clear what you want. If it’s an income goal, for example, put the number down in writing. Consider your income goal for the year and break it down into months. Know your income goal for this month and write it somewhere that you see it every day.
At the start of each day – or the block of time you’ve set aside for your health coaching business – bring your income goal to mind. Then write down up to 3 income-boosting actions you will take. That’s your to do list. Only after you complete those 3 actions would you spend time fussing with less goal-oriented tasks (ie, the easier stuff that keeps you feeling busy but never moves your business forward).
Some examples of income-boosting activities would be sending a targeted email to a few local yoga studios offering to present a talk to their students, writing a blog post and sharing it with your list and on social media including a link to join your list or schedule an initial consultation, or following up with a potential client by email reminding them about a discount that’s expiring.
These kinds of “putting yourself out there” activities can actually lead to new clients and income.
Hiding behind busywork, like changing the photo on your health coaching website’s About page for the third time, does not. Resist the temptation to spend hours on things that won’t lead to new business, take up too much of your time and/or would be better handled by an expert.
I’m amazed how many times a new client tells me they spent months trying to learn how to build a website before they contacted me. Unless you’re interested in a business as a web designer, a Health Coach does not need that skill.
You need to keep your focus on sharing your message with your potential clients by writing and speaking consistently, working with your clients and, if it feels good to do so, advancing your coaching skills and expertise in your field. Leave the technical stuff – and other business tasks that take up too much of your time, like bookkeeping – to other experts.
If you’re like many of my clients, you’re coming up with new ideas all the time. And that’s great. It’s better to have a passionate, creative mind than not. But there is a downside. What I see these smart coaches doing is putting together new offers, programs, retreats, ecourses and ebooks and trying to market them, and then starting on the next great idea before ever getting to a place where the first idea found success.
Until you have a huge following of people who want everything you’ve got to offer, you need to find a few people who want what you put out there. To find them, you need to put your great idea out into the world and stand by it over time, putting all your passion behind it and saving the next great idea for later.
At the start of your business, it’s better to get traction and start to experience what success (and the income that comes along with it) feels like. To do that, you need to trust in your ideas and learn how to market them.
What you learn through the experience of marketing one great idea, can later be applied to your next creation. You can channel your creativity, your desire to always be coming up with something new, into trying out new marketing strategies for the one offer you’re committed to.
For example, if income is your goal, you could put all of your focus on getting new clients into your six month health coaching program. Learn how to attract a new client, how to get them to schedule that initial conversation, and how to enroll them into your program. Do that a bunch of times, really experience what it’s like to successfully put an offer out into the world (your six month program) and get people to invest in it. Once that’s going well, you might create another offering.
Now you know the steps it takes to enroll new clients into that second offering, and so on. Let each success build up to the next.
What I see new health coaches doing instead is offering a detox group, a three month and six month program, a retreat and an ecourse all at once, not knowing yet how to successfully market any of them, and then getting frustrated that nothing seems to be taking off. In time, you’ll be offering all sorts of things, but you need to stick with one at a time until you’ve got a decent size following and some successes under your belt.
Otherwise, it feels like a constant uphill battle, and it doesn’t need to.
If this resonates with you and you’re ready to focus on one great idea and learn how to market it successfully, I can show you how. Start by scheduling an Awesome Business Breakthrough Session (use code HCW20 to save $20) now.
To you and your awesome business,
Two Health Coaches have shown the way to develop relationship with and partner with doctors most likely to employ or refer to them by partnering with the Functional Forum. Now you can too.
Functional Medicine has been growing in popularity over the last few years as medicine looks for systems capable of dealing the modern epidemics of chronic disease. In 2014, that growth took a sharp rise with the announcement of the new Functional Medicine Center at the Cleveland Clinic, which adds a lot of legitimacy to this new paradigm (and will be employing health coaches!)
This should be music to the ears of health coaches, not only because one of the foundations of Functional Medicine is ‘food as medicine’, but also that some of the top Functional MDs have been using health coaches in their practices to add more value to the patient experience.
In our 2014 Evolution of Medicine Summit we featured a few doctors who have been ahead of the curve on this, like Dr. Frank Lipman who employs seven health coaches in his Manhattan practice. More recently, Dr. Robin Berzin opened Parsley Health, a digitally advanced Functional Medicine practice with two health coaches in her model.
· But how do you, a health coach, find a Functional MD to work with?
· How do you introduce them to what you do?
· How to you get them to answer my calls?
These questions and more we have heard from health coaches all over the country. There are a few ways to solve this, but none as easy, eloquent and valuable as what I am about to share with you.
Over the last year, we have been building the Functional Forum, a monthly 90-minute live web show for Functional MDs and other integrative providers. At first it was just in New York, but more recently we have had 8000+ doctors and practitioners watching the stream all over the country.
In January, we created a pilot program for health coaches to start a meetup in their area and get together once a month and create a local community around the show. The results of the pilot have been astounding. Our guinea pigs, Fiona Barrett and Sarah Konkel managed to do the first ever satellite meetup in none other than Mass General Hospital in Boston, one of the most conservative hospitals in the country.
By setting up the meetup, Fiona and Sarah were able to use the credibility and speaking talent of the Functional Forum to engage with local Functional MDs and create a remarkable event. We recorded a 30 minute podcast with them about their experience creating the meetup and you can find that, along with step-by-step instructions on how to set up a meetup in your area on our meetup page.
Some of the major benefits that health coaches can expect from creating the meetup include
· Connecting with doctors who could refer to you or partner with you
· Become a leader in creating positive change in your community
· Get hired by companies looking to connect with those doctors (labs, supplements, etc.)
· Benefit financially from creating community (more details to follow)
Our next few Forums we will be focusing on topics that would be interesting not only to those MDs already practicing Functional Medicine, but also to mainstream doctors looking to make the switch. Our March Forum is entitled “Microbiome Madness” and features some of the leading names and rising stars in Functional Medicine.
All that stands in the way of you having the career and practice situation of your dreams is a little initiative and a few phone calls. The time to act is now. If we can all take massive action to create community for integrative providers all over the country then we will really see medicine evolve much more quickly, and health coaches take their rightful place in a modern medical system!
Now that it’s January, I’m sure you’ve been thinking about what you’d like to achieve in your business this year.
Would you like to have more 1:1 clients and enroll more people in your programs?
I want that for you too!
I want you to set yourself up for an amazing year to come.
Today, I am going to share how you can get more people interested in your programs and increase your revenue.
As a health coach or nutritionist, when you think about offering a cleanse, detox, or private coaching program, you likely plan to start by creating the content for the program.
This makes sense in theory, because if you don’t have the content created, you won’t have anything to deliver to your participants.
Plus, creating content draws on your creativity, training, and expertise. It is exhilarating to create new offerings, but it can also be very time consuming.
The problem with starting with content creation is that you will likely have little time or energy to market your program. And this means that you won’t have many people to share your amazing content with.
If you’ve had this experience, you’re not alone.
I’ve worked with clients who put their hearts and souls into creating an amazing program. They then sent out a couple of emails, and felt disheartened when enrollment was low for their program.
I don’t want you to have this experience the next time you offer a program.
The good news is that you can enroll more people in your programs by shifting your timeline when launching programs.
Here’s a 4 step process that will give you ample time to create an amazing program AND market it effectively.
Step 1: Map out the concept for the offering
During this step, you will determine what type of program you are going to offer, what problems the program will solve for participants, the main topics you will cover, and how the program will be structured. You aren’t creating the content; you’re just creating an outline.
Mapping out your content first will help you determine who you are targeting and how to best reach that audience.
Step 2: Map out your marketing plan
During this step, you will determine how you will market your program. Will you send emails out to your list, promote on social media, offer live workshops or teleseminars, part with joint venture partners?
Not sure where to start when it comes to creating a marketing plan?
I’ve got you covered! I’m offering a free webinar on Friday entitled “How to Get People Enrolled in Your Programs, Even if You Don’t Have a Big List.” Click here to register.
Step 3: Create a marketing and content creation timeline
Once you have completed steps 1 and 2, and you have your content AND marketing plan mapped out, you’ll have a clearer picture of everything you need to accomplish. This means that your marketing won’t get lost while you’re in content creation mode.
Now you’re ready to create a timeline for all the tasks that you need to accomplish, so you know what to focus on each week, leading up to your launch and throughout the program. Then, schedule time on your calendar to complete the tasks in your timeline.
(By-the-way, when you register for the webinar I linked to above, you’ll also receive a detailed marketing timeline that you can adjust and make your own.)
Step 4: Implement your plan and create an amazing, profitable program
Set yourself up for success by honoring what’s in your calendar. If you feel resistant to completing a task, I encourage you to sit down and work for an hour. I always find that once I get started on a task, it’s always easier than I thought.
Want the easy way to offer a program?
Our ready-to-launch Winter Cleanse/Detox + Marketing Kit gives you everything you need to create and fill a transformational cleanse/detox program.
There is nothing else out there that combines a customizable curriculum with a complete marketing plan to make your entire launch process smooth and FAST.
Registration closes Friday, Jan 30th at 11:59pm Eastern.
Click here to check it out >>
Do you ever wonder if your website is structured in a way that attracts clients and builds your list?
If you don’t have a website yet, no worries. These tips will helps you learn how to structure your website when you’re ready.
One of the keys to having a website that helps your business grow is simplicity.
In this article, I am going to share how to effectively structure your website so that it supports your business goals of attracting clients, building your list, and increasing your revenue.
Having a website with a simple, straightforward structure will allow you to more effectively guide your website visitors on the path you’d like them to go.
The goal is for your website to be a simple roadmap, with just a few options of where to go, when to stop, and when to make the next turn.
What we want to avoid is your website becoming a maze where your website visitors get lost or off-track from taking the key steps you’d like them to take.
How can you start to create a website with a simple and effective structure?
The first step is to look at the pages you have on your website. You specifically want to look at the pages that are listed in your main navigation.
Here’s an example of a simple structure for a health coaching website:
While this example is a great place to start when mapping out your website, I am not suggesting that this exact structure is perfect for every health coach.
How to effectively structure your website depends upon where you’re at in your business, your specific goals for your business, the amount of traffic you are generating, and your offerings.
The key, no matter where you are at in your business, is to keep it simple.
Want to learn exactly how to create a website that is effective at
building your list & getting new clients to contact you?
I remember when I first started trying to build by list online. I spent about a week learning how to make a custom aweber box to put on my website. After studying online marketing for awhile, I learned that I really needed to be creating some dedicated squeeze pages if I really wanted to build my list. For those of you new to the term, a squeeze page, also known as an opt-in page or a landing page is a page on your website that has the sole purpose of collecting email addresses from your subscribers in exchange for some sort of “free gift”.
I can’t even begin to count all the hours I wasted trying to create these kinds of pages on my own. I tried different WordPress plugins, creating custom forms and every month there was a new “bright shiny object” that promised to make the job easier. I bought them all. Some of these products were OK, many of them were a waste of money, but they were all very lacking.
This all changed a couple of years ago when Lead Pages hit the market. The first time I saw this tool, I was sold, and over the past 2 years it has only gotten better, with tons of new features added every year.
In this video, you can see a few of the latest upgrades that will make building your list that much easier.
This feature called LeadBoxes is revolutionary, especially if you have a non WordPress site, like an IIN site. Before this, my recommendation was always for people to build custom html Email optin boxes in whatever email service they used and to create Squeeze pages off of their website. When you watch the video, you can see 3 separate ways you can use these new Lead Boxes to start capturing email addresses on your website today. For a quick demo on my test IIN site, go check out this LINK! I have all 3 techniques setup on the home page. You can use 1 or all of them.
1. Leadbox set to popup when you land on site. In actual practice, you would make the time before this appears longer and there is also an option to not show it for x number of days so you don’t annoy readers.
2. Leadbox set to popup when you try to leave the site. Again, you would not show this every time like I am doing.
3. If you click on the image at the bottom of the page, you will also get the same leadbox, without having to send them to a separate page to collect their email address.
This is only one of the many features of this amazing tool, if you would like to learn more about some of the other features, CLICK HERE and sign up for the webinar.
The Detox Challenge (September 4-29) is an online Functional Medicine-based group detox experience. IFM encourages our practitioner partners to use the Challenge as a spring-board for your practice. Reach out to your clients, engage them in the Challenge, and then follow up with them at the completion of the Challenge to help them take what they’ve learned from their experience and share it with you to build a long term health plan.
IFM has created customizable marketing materials to help you with patient outreach and involvement in the Detox Challenge. Follow the steps below to get started and be sure to add your affiliate link to the materials where applicable so your patients know where to go to register.
|CalendarThe Detox Challenge takes place over 21 days with topic-oriented daily emails to walk you through the detoxification process and weekly calls to answer your questions and help you stay on track.||Sample Guidebook|
For questions about how you can get involved contact Emily Carlyle at firstname.lastname@example.org or call 1.800.228.0622
Technical questions should be directed to http://thedetoxsummit.com/contact-us/.
Purchase all the recordings for only $97. Incluedes over 30 Audio and Video Presentations along with transcripts.
I assume since you are reading this that you want to learn the most effective ways to market you health coaching or wellness business, right? Once you start diving into the world of marketing, you realize that it is much like diet, there is no one size fits all approach.
There are however, some things that just don’t work and end up sabotaging your business instead of building it. Much like in health and diet, we all can agree that eating lots of processed food and tons of sugar is going to harm your health no matter what kind of diet you eat.
What prompted me to write this post was all the ineffective and counterproductive ways I see all sorts of people trying to market themselves online. This is another one of those tough love moments for some people. If you are using one of these methods and it is working great for you, fantastic. Just ignore everything I am saying. If, on the other hand, you are trying these and not getting any results (as I would expect) please don’t beat yourself up, just stop and try something new.
As an online publisher in the Health Coaching arena, I probably get approached a little more than most people by many of these techniques. When I am feeling gracious I simply respond with a very polite notice saying why I think the person should try another approach. Normally, I just ignore the messages or emails and when I am feeling especially cranky, I hit the Spam button. My guess is that for most people, the response to this type of marketing is probably in the reverse order of mine.
This is the modern equivalent of cold calling. I’m sure it works for some people, but like cold calling it will be a very SMALL percentage of people that respond. I routinely get emails and social media messages from people I have never heard of, never met and never asked them for any information. It usually goes something like “I have this awesome product that you have to check out!” or “Are you interested in making more money?” My favorite is when I get a follow up message to this initial spam asking me if I got a chance to look at whatever they are hawking.
Most of these types of messages come from Network Marketing reps which is one of the reasons why that industry has the reputation it does. Network marketing businesses are like any other business, you need a solid marketing plan and sales funnel in place. Just aiming your message blindly at the world will not lead to much success.
I hate to bash network marketing, it just seems that this is where some of the worst marketing practices show up. I guess this is understandable since many times it is a case of someone who knows nothing about business coaching someone else on how to build their business.
This is mainly on Facebook, but can be any social media account. I hate to be the bearer of bad news, but unless you are using Facebook for advertising (which you should be), having a ton of likes on your fan page is not going to really do much for you. I understand the excitement, a new business and we want others to know about it. I see this in the health coaching arena a lot, people go into groups of their peers and ask people to like their page or get on their list. Unless these people are in your target market this one is another time waster.
While I am not a huge fan of selling in general on Facebook, this is specifically aimed at those who post their sales messages on pages and groups that are not theirs. Other people create groups to serve their audience and sell their stuff, not yours. This one can get a little tricky, but my basic rule is never to put up any kind of sales message on a property that you don’t own or control. If your material will serve this audience and the owner of the page or the group is OK with it, post useful content or resources, but not sales messages.
Here’s another one I see lots of starting network marketers do, once again this is an exaggeration. The message usually looks something like
“I only have room for x more people on my team. I haven’t tried the products yet and have no idea how to build a business, but my up line told me to do this. Join me and you will be earning a residual income in no time”
OK, so maybe it’s not usually that bad, but you get the idea. Network marketing is a very valid business model, but do yourself a favor and get educated before just blindly doing everything someone tells you is a good idea.
Enough of my rant, sorry if any of this came off as overly negative, but I think there are lots of people using techniques like this and wondering why they are not getting the results they hoped for.
Don’t take all this as an indictment of network marketing. I think network marketing can be very effective and done well, it’s just that so often it isn’t. It’s pretty easy for me to dismiss 90+% of the companies out there simply by looking at the ingredient labels and another 8% by realizing that the prices are so expensive that nobody but sales reps will buy the products. Here is a post I did awhile back about the Network Marketing Myth you might find valuable.
No matter what kind of business you are doing it still comes down to the same basics. Developing relationships and providing value to your ideal client and THEN offering your products and services to them. If someone hasn’t given you their email address yet or signed up for an event you are doing, they probably are not interested in buying anything from you. Start generating valuable content and relationships first, worry about making money second, not the other way around.
One of the biggest problems that health coaches and nutritionists face is the fear of asking for money and selling large packages. Asking for the sale is something that feels awkward and uncomfortable.
How to sell or even what to sell isn’t taught in school. Most us have no clue when it comes to setting the stage to make the sale prior to even meeting with the prospect. I’ve met people who have been working in the alternative health industry for 20 years who still do not offer long-term packages with an EFT (electronic funds transfer or monthly payment) option.
In fact, you might not even feel this article is for you because you are NOT a sales person… you are a (insert professional title). Well, I’ve got news for you that might rub you the wrong way. You (insert professional title) are in fact a sales person.
In order for you to get and retain as many clients as you’d like to enjoy financial stability it’s up to you to sell or communicate the value of what you do. You must communicate your unique value over the competition down the street. It’s your job to paint a word picture of how your services will solve your prospect’s problem in such a way that the prospect FEELS that you and only you can help them.
Before we jump into the 3 steps to selling nutrition services with ease I’d like you to take a couple of minutes to examine your negative associations with sales. Why do you feel the way you do? Are you open to changing your mindset towards sales?
You are a value provider. You are an expert that coaches people to achieve optimal health. Your services are not the same as the free info found on the internet. You deserve to be paid what you are worth. You decide your worth, not your clients or your competition.
Now that we’ve got that clear, let’s jump into the 3 steps to selling nutrition services with ease.
Stop offering initial consults with a 1-2 time follow up for $150. Take that service offering out of your repertoire. Instead prospects should be encouraged to come for a 45 to 60 minute complimentary assessment.
This 45 to 60 minute assessment is NOT so they can pick your brain and ask you all kinds of questions. It’s to run through your scripted intake assessment so you can provide specific recommendations on the services you offer.
You are not required to provide a personalized plan for this initial complimentary session. During your time with the prospect you can provide helpful tips.
The language can be something like this…
“Yes, sure Mrs. Jones. I would be happy to answer your questions. Here is what I suggest. Let’s schedule you for a complimentary 45 minute nutrition intake assessment. During this assessment you and I can get to know each other better, I will answer some of your questions and will evaluate your goals and your needs.
This way I have all the info I need to make personalized recommendations based on the services I offer. I have Wednesday at 10am or Thursday at 7pm available. Which appointment would be best for you?”
Through letting the prospect know that your complimentary 45 minute appointment is to assess her goals and needs so you can make recommendations we’ve already set the stage to close the sale. There are no surprises that you offer programs that she will have to pay for.
Set the stage for closing the sale. When you are conducting your initial intake review the agenda with the prospect before you even start asking questions. It’s important to let the prospect know what to expect from your time together.
The language could be like this…
“Thanks so much for coming in today Mrs. Jones. Did you bring your assessment forms? Great. Before I tell you a little bit about myself let me explain exactly what’s going to happen over the next 45 minutes. First I will ask you some personal questions about your current state of health, your nutrition habits and your goals, what you want to work on, etc. Then I’m going to put you on the scale and take some measurements. After that I will explain what the numbers mean and then review your food tracker so I can give you some personalized tips. Lastly I will review everything with you and make specific recommendations based on the services I offer. You and I can decide together how we can proceed so that I can best be of service in helping you achieve your goals. How does that sound?”
Framing the initial intake assessment in this way let’s the prospect know that you are in control, you are the expert and that you offer services that will help them achieve their goals. No surprises.
Refer to your services throughout the initial intake assessment. Talk about clients who had similar experiences as the prospect. Use social proof as much as possible to influence the sale.
For example, if a prospect comes in complaining that they have no time and need a meal plan rather than learning how to create balanced meals I would tell them a story about another client in a similar situation and how I helped them to implement small changes over a 12-week period. I would also mention the results the client got.
Sales don’t have to be the enemy. In fact, if you want to achieve financial stability then they shouldn’t be. Becoming a proficient sales person is a learned skilled. It doesn’t happen by accident or without practice.