Free Sessions That Sell – Christian Mickelsen

Christian Mickelsen – Free Sessions That Sell

Dear Coach…

If you’re like me, you’ve given free coaching sessions to lots of people. And you’ve probably helped a lot of people with your free sessions. But, if you’re like most coaches, you’re working your butt off trying to have such a powerful coaching session hoping that the potential client will “see” what a great coach you are and decide to hire you. In fact…

Do you sometime have such a great session that you actually solve whatever challenge they brought up during their free session and their reason to hire you is gone? Or do you have a regular, solid coaching session, but they just don’t see the long term impact that ongoing coaching would create? Well guess what…

Either way, you spend 30 minutes or an hour of your time (or dare I say 2 hours!!), but you walk away with remarks like “I’ll think about it”. Do you rarely end up getting any clients from all of your efforts? But you think,
“maybe it’s not so bad” because…

At first, you figure “I’m getting coaching practice” and keep at it, but eventually you start to wonder:

… Is there really a market for coaching?

… Do people ever really pay those fees most coaches seem to be charging?

… Are the only real clients other coaches? Or…

… (the worst one) If I can’t get clients, maybe I’m not really that good of a coach?

You may have even heard that you shouldn’t give away free coaching sessions at all. “The initial session should be a paid session” some people recommend. And maybe you even tried charging for your initial session, but got few takers with that approach (or more likely none) and now your about to throw in the towel and give up. THERE IS NO NEED TO GIVE UP…

You Can Really Help A Lot Of People With Your Coaching If You Know How To Have ‘Free Sessions That Sell’…

Have you ever felt “weird” during your free coaching session when it came time to wrap up your free session and start to talk about hiring you and asking them to pay you? I know I have! Once I developed this solid, step-by-step system it took away the discomfort. Asking for the money became easy and natural.

When you use the “Free Sessions That Sell” formula, you will feel “rock-solid” about talking to potential clients about how you work, how coaching works, and why they should hire you right now! And, you can get rid of that uncomfortable feeling once and for all! In fact…

When you discover the *virtually magical* formula for conducting your initial sessions you will:

• be shocked and startled the first few times that potential clients actually say “yes”!
• feel totally and completely comfortable discussing fees and asking for money.
• find out if a potential client will want to work with you in just 25 minutes (instead of an hour or more)!
• start to “rack up” your “book of business”.
• Skyrocket your coaching income.
• Gain confidence in your coaching abilities (because you won’t be wondering if you’re good enough any more)!
• Feel relieved that you actually make money from coaching. And…
• Feel the HUGE sense of pride, contribution, and fulfillment that comes from making a difference in people’s lives. Plus…
• You can finally start enjoying the financial fruits of earning more money like buying a new car (here’s mine) or taking a much needed vacation (my trip to Costa Rica 03/06)!

Discover the Anatomy of a FREE session that sells…

Part 1: Find out what your potential client really, really, *really* wants (and it’s not what you think!)

Part 2: Show her how having what she wants will impact her life.

Part 3: Clarify the specific feelings that come from making these changes.

Part 4: Uncover the challenges standing in the way (including the ones they aren’t even aware of!)

Part 5: Show her the impact these challenges are having on her life.

Part 6: Clarify the specific feelings that come from these challenges.

Part 7: Eliminate the embarrassment, shame, or fear associated with having these challenges (this is huge!)

Part 8: Help her see that change is possible and probable!

Part 9: Probe for interest.

Part 10: Share what you do (in a way that is compelling)

Part 11: Accept Payments… (and sometimes, they’ll want to pay for 6 months in advance! This is really fun!)

Here’s How This System Came To Be…

I started out like most coaches only with one BIG exception. I had sales training. But, even though I had great sales training and tons of successful sales experience, I didn’t apply it to coaching. You see, for me coaching was this special “heart centered” thing you did from a loving place and “selling” had little to do with coaching.

I did the same things most coaches do: I coached my heart out trying to “hit a grand slam home run” by solving all of my potential clients problems in one “superman” free coaching session.

I did free session after free session with the same mediocre results. Few people hired me. I actually got lucky and picked up a handful of clients because of the sheer numbers of free sessions I was doing. And I started to notice a trend. The people I spent the least time with were the ones who seemed to be hiring me the most. This was my first clue to what really works!

The next thing that happened was that I reviewed my sales training programs and I noticed how selling was a lot like coaching. I began to see that coaching and selling were like “twin brothers that were separated at birth” so to speak. I began applying my sales skills to my free coaching sessions and discovered something surprising!

I was shocked to find that the people I used my selling skills with got MORE value from our free coaching session than the ones where I “coached my heart out”. AND it didn’t matter if they hired me or not they still felt like they got tremendous value from our FREE session. Then over the years, I kept modifying my approach, refining it, honing it, perfecting it. Finally, I began to share my methods with other coaches and watched them grow their coaching businesses VERY FAST!

Side note: I was never one of those coached that coaches lots of other coaches. In my first 6 years, I had only worked with 5 coaches as 1-on-1 clients and 4 out of the 5 took their businesses to over $100K/year within 18 months (the one that didn’t get to over $100K stopped coaching with me after 2 months so I’m not sure what happened to him). One of them jumped from zero to 6 figures within 90 days!

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