Here’s How To Respond To A Potential Client Who Says “No” to Enrolling in a Program With You, So That They Still Feel Served In Their Interaction With You
Having effective, heart-centered enrollment conversations with potential clients is one of the most vital keys to building a thriving, difference-making life coaching business… or any business for that matter!
During these enrollment conversations, it’s your job as a life coach to listen for and speak to what is absolutely most important to your prospective client. And when you do this, in many cases, you’ll find the person you’re speaking with responds with an emphatic “YES” when you invite them to enroll in a program with you!
But what happens when a potential client says “No thanks!” to working with you?
None of us like to face client rejection, or really any type of rejection!
It’s in our human nature to take rejection personally.
But the truth is, if you are coming from a place of service, love and care when having your enrollment conversations, you’ll likely hear “no” less often.
Even when you do face client rejection, there’s still a way that you can serve your prospective client and possibly even earn their business.
The essential mindset for enrollment conversations
The first thing to keep in mind as a heart-centered life coach is that every person you speak to wants more life.
In other words, every person has situations in their life that they’d love to transform.
With this in mind, when you have an enrollment conversation, you want to take the time and effort to really get to know who you’re talking to: what’s working well and not so well for them in their life.
As you listen to what they share with you and you get to know the challenges they are facing, remind yourself that you absolutely have the tools and training to help this person drastically change the results they’re having in their life.
And even more importantly, as a life coach, you have the desire and will to help help them. You feel genuinely called to make a positive difference in their life.
So while you’re having the enrollment conversation, listen attentively to what this person is longing for, and then share what you hear back to them as you invite them into a coaching relationship.
It is absolutely key as a coach to realize that your first conversation with a person is an enrollment conversation! It is the bud of a coaching relationship, so it’s key to be aware that while it may be casual, you’re laying the groundwork for earning that person’s trust and business.
Think about it – if you’re not able to help them get over their objections to the coaching opportunity, then how will you help them overcome deeper objections to working on their personal relationships or opening a business or exercising more… or any of the other blocks that seem to be in there way?
Understand the REASONS for client rejection and respond thoughtfully…
Part of the enrollment conversation is anticipating that some clients may have objections to signing up for a program with you. However, no matter what their main objection may be, you can respond to it with wisdom and sensitivity.
Instead of taking their “no” personally or finding a way to back out of the conversation, you can say to them, “Can you help me understand your reservations? Please tell me more.”
The person may say, “I just don’t feel a connection with you…”
If this is how they feel, that’s perfectly okay! If this is the case, there are numerous people out there that are a great fit, and are eager to work with you.
Another objection could be that a person says they don’t have the time or money to sign up for a program right now. This may be true, but it’s also often code for, “I don’t think you can actually help me.”
In that scenario, one of the ways you can respond is by providing “social proof” that helps them really see and understand your success with helping others in similar situations.
For example, perhaps a prospective client expresses a longing for a partnership, saying they’ve been single for 27 years and they don’t believe they’ll ever find a soulmate. You can acknowledge that sometimes these things take a lifetime to manifest, but that no one wants to be on their deathbed wishing they’d at least tried getting help with the process.
Part of social proof is sharing a real example of a client you worked with who was able to generate exactly the results they desired.
What your client wants and deserves most of all is hope. And if you’ve helped someone else solve the very challenge they are facing, then you are giving them the amazing gift of hope, and greater faith in your ability to serve them.
Sometimes, a “no” is “no”
Now what about if a client is really, truly convinced that they simply don’t have time to work with you? Well, you can gently tell them that the truth is, we can always find time for the things that matter to us.
How much time has gone by in their life not having the things they want? How much time is actually burned away if they keep earning the same amount of money year after year?
In reality, successful people know that we are all given the same amount of time, and it’s what we do with that time that determines our results in life. And sharing this knowledge with a prospective client is a truly helpful gift, even if they don’t end up working with you.
It’s your job to stand for the part of clients that WANTS to move forward…even if you face client rejection
At the end of the day, some clients will say “yes,” and some will still say “no” to working with you, despite your efforts to counter their objections. That’s ok! Some prospective clients will circle back again after some time, and some you may never see again.
As a coach, or a business owner or leader, the important thing to remember is that no matter what, you are a coach every time you speak to a prospective client, even if, and especially if, they don’t enroll in a program with you.
You are answering a calling to help people, and you have made a positive impact on the world if you leave a prospective client with greater insight than they had before.
In every person who wants to move forward, there will always be a part of them arguing for why they can’t. It’s your job as a heart-centered life coach to stand for the part of them that wants to move forward, and to encourage them to do the same.
And when you part ways with a client who has said “no” for the time being, remind them that you are holding their greatest dreams in your thoughts, and that they can reach out to you anytime if they change their minds!
And now I’d LOVE to hear from you!
What have you found to be the most effective way to respond to a prospective client who wants to move forward in life, but is hesitant to enroll in a program with you?
Have you had clients who initially said “no” but then returned to work with you? Why do you think this is?
Join the conversation by leaving a comment below!