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How to Qualify Someone on Your Email List to Get Into Your Coaching

April 25, 2012 | Comments: 0 | Views: 166

When someone comes onto your list, there are 2 critical things to know about that person:

1) He or she doesn't know or trust you

2) You don't know if that person is qualified to work with you, either on a financial level, or on an interest and need level.

So you have to do 2 things:

1) You have to teach him or her about you so that he can decide if he wants or needs what you have. I do this through about a 10 day entry campaign using a method I call primal bonding. This creates a tight bond between you and that person so that he or she trusts you.

2) Then once that person has decided that you are right for him - then you need to find out if that person is right for you. I use a concept I call the "I need your help" email. In that email I ask these questions (or something similar):

"1) Do you want an online business that is fun?

"2) What would it mean for you to have a profitable, fun business like that?

"3) What are the 3 things that are holding you back from having that right now?

You don't want to ask directly if someone has the money. Here's why:

The reason is that it is too early to be qualifying for money. You want responses - you can qualify for money later, if ever (I rarely do, if they have money, they buy, if they don't have money, they don't. I don't need to know ahead of time how much money they have) Same thing with time - if they want the business bad enough, they will find the time. If they don't they won't. So time doesn't matter. Anyone can come up with 12 hours (even if they tell you they can't). Anyone can come up with $2000 (even if they tell you they can't)

But... when you ask about the 3 things - someone will usually tell you he doesn't have the money if he doesn't. So that flushes out the money issue most of the time. Of course, whatever the other responses are, you will find out if that person is a good match for you. I got to where I could screen these so well that the average person I spoke with converted to a client 44% of the time. That's almost half. That saves time in my life. And it will in yours too, if you work on and master this concept of qualification.

Sean

To see an example of how I do it, follow the conversion path here: Coaching Sales Funnel

Your conversion path needs to be as clear - and I can help you achieve that.

I've also written a book that teaches primal bonding and the "I need your help" email, among other things:

Anyone Can Coach

Source: EzineArticles
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