TIP SHEET: Converting "curiosity" into commitment with Intro Sessions
Some free tips from our popular Intro Session process that will help you turn new client "inquiries" into a solid commitment to working with you.
MAKING THE INVITATION
1. Be Systematic
Have a structure for people who are interested or curious to have more contact with you. Don't try to answer all the person's questions on the spot.
Instead, give them 1 or 2 helpful tips then say something like this:
"You know, I have a program for [__ problem ___]. It sounds like [__service__] might be a good option for you to explore. For people who are really serious about [insert the What, eg., "eliminating their allergies for good"], on Fridays I offer a limited number of [low-cost screenings][complimentary phone consultations] [etc] at my clinic..."
...and so on.
Additional pointers for the invitation:
- Make sure they understand this is a low- or no-cost offer
- Do point out the value items they'll get, such as a personalized take-home chart or tip sheet
- Encourage commitment by creating urgency ("limited number"; "have one spot this Friday"; etc)
- Reassure them it is a "no-obligation" deal
- Do tell them they'll be asked for a decision at the end of it. Say something like "If you like the way I work and you feel this would be valuable to you in getting rid of your migraines, then we can go ahead and schedule you for a New Client Intake right then and there, and I can send you home with some exercises to do in preparation."
- Do maintain a Full Practice Mentality - that you are a busy practitioner willing to help but that you have a set procedure for this, and you expect only serious inquiries from your prospective patients.
2. Sign them up ASAP
If they take you up on your invitation, take their information down immediately and promise to contact them right away to schedule the Intro.
Better yet, sign them up for a time slot right then and there if you have your book/PDA or a pre-printed sign-up sheet with you (see below for our form). If you need to get back to them, do it ASAP, preferably within 24 hours of speaking with them.
3. Make it stick
Send a confirmation email for the appointment, with directions or other instructions for the Intro Session. Request a 24 hour cancellation so they take this seriously, even if it's free or low-fee.
Include in the email a "worksheet" or "prep form" for them to complete that helps connect them with their motivation. Get them to think about why they need you - why they need to take action and get results today, not next week or next month. The Module workbooks include a great sample confirmation email for you to use.
4. Don't be squeamish
This is not about you. It's a service you're offering the community and this prospective client.
You are ensuring that your prospective clients are committing to you before you commit your time and energy to them. It holds them to a higher standard and gently challenges them to take action, to responsibility for their own wellbeing. Encouraging them to commit is not just marketing - it's your job as a healer!
Don't let your qualms about marketing let you let this person off the hook - they need to get real support, not just sponge free advice off people that they don't listen to anyway.
5. Polish and refine your delivery
Find a tone that works for you and polish it until it comes out naturally and authoritatively. Practice on friends and family. Ask your coach or the Marketing Club members to give you feedback.
The Module Three workbooks have specific scripts you can customize and use when offering Intro Sessions. There's also a Intro Session Sign Up Sheet for download in the Marketing Toolkit forms library. This is great for taking to health fairs and talks. Visit the forms library to download ...and then start practicing!
HOW TO RUN THE INTRO SESSION:
Motivate them to take action.
Once they are in the session, connect them with their MFC - "Motivation For Change" - using a cost/consequences questionnaire or interview technique like the one in the Module workbook.
Ask for commitment.
Ask them for a decision at the end of the session. This is KEY!! You must ask them this so as to make it clear to them that they are making a choice - to use your services and probably feel better - or to do nothing and stay in discomfort! Again, the Module workbook coaches you step-by-step on how to ask for the decision in a supportive and non-salesy way.
Don't assume "No" means "no".
If they hedge, show skepticism, doubt, or raise an objection (usually money) - do NOT take this as a sign they are not ready or interested. They usually just need you to reassure and "coach" them to a decision.
Ask them for permission to address the objection. If they grant it, then remind them of the cost/consequences of not changing that they shared earlier. Reconnect them with their Motivation For Change.
Know the most common objections and how to handle them and guide your prospective client from doubt and wavering to a full commitment to getting healthy, happy, and whole!
Don't get "psyched out" by the client's waffling or doubt. We have an entire workbook on how to handle objections, doubt, or non-committal behavior. Download Class 3B of the HTH Virtual University materials here and discover exactly how to support the client through this critical decision-making step.
and the final tip for successfully handling client prospects...
Commit to getting the training you need!!!
... obviously, there's much more to this than I can cover in an article (60+ pages more, actually!) So be sure to download the workbooks for "Module Three" on our download page here.
If you're not yet a member, consider this your signal to join!
We repeatedly hear that this Module alone is well worth the cost of membership. So don't delay any longer!
Join Helping The Helper now and get the proven, step-by-step roadmap to growing your private wellness practice. Click here for a full listing of membership benefits.
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