This week’s question from our portal “Ask Us Anything” comes from Kevin.
I feel pretty confident when I’m doing a sales call. But when I have a client who’s finished with their initial program — and I feel like they need to work with me longer — I don’t feel as strong and confident during the renewal call as I should be.
Maybe I feel uncomfortable asking them to renew. What can I say to myself to get my mind in the right place when I’m doing a renewal call? What self-talk should I have around this?
First of all, I think you should start seeding that before it’s time to have that call.
You should start talking about the futuristic aspect of you continuing the relationship, so that they have time to think about it before it’s time to renew.
Renewing a program is something a person needs time to think about. You guys can look at, “Is it a benefit to actually continue doing this?”
It’s important that you help them get very clear on where they’re going futuristically — and determine whether or not you can help them?
If you can help them, it should be the same process that it was the first time you made the sale. Ask the same sales questions during the renewal call.
I think what’s making you uncomfortable is you’re waiting too long to have the conversation. That’s what my experience has been with most people.
When you seed the idea of them renewing, start building a vision of where they’re going after the contract is up.
For example, if I’m working with someone for a year… if they’re doing what they’re supposed to be doing and we’re enjoying the progress of working together, at some point I’ll start asking them where they’re going futuristically.
I’ll say, “What’s next? Once you accomplish this goal this year, what’s next?”
I might ask that six months into the coaching, because the person needs time to think about it that far ahead. “Where are we going next?”
You don’t ever want them to finish one goal
without setting another one way ahead of time.
That’s when people get lost. That’s when the subconscious mind can come in and mess with a person.
I’ll start asking that question relatively early on. That way, it’s not a surprise.
One of the big misconceptions people have is, “Oh, you helped me reach this goal. Now I don’t need you anymore.” Are you freaking kidding me? I worked with Bob Proctor for seven years. I could have easily worked with him for another 20 years.
As long as the growth is continuing and the relationship is healthy, there’s no reason for a person not to keep working with you.
When a person says that, they’re usually thinking, “I don’t want to pay again,” which is the problem. But if making money is part of their goal (which I believe that it should be), then it shouldn’t be an issue to begin with.