Sales
Sales & Retention: Mastering Client Acquisition and Long-Term Relationships
Step 1: Define Your Sales Goals and Strategy
Start by establishing clear sales targets and a strategy to attract and convert potential clients.
Sales Goals and Strategy Tips:
Set a Monthly Target: Define how many clients you aim to secure each month.
Create Service Packages: Offer structured programs (e.g., initial consultations, wellness packages, long-term coaching) to appeal to different client needs.
Choose Sales Channels: Utilize local business partnerships, workplace wellness, referrals, website, and networking events to attract leads.
Example Goal: “Secure 10 new clients per month through consultations and upsell to a monthly coaching package.”
Step 2: Qualify Leads and Build Rapport
Focus on clients who are most likely to commit. Use an initial screening (call or survey) to gauge their interest and needs.
Qualifying Questions:
“What are your current health and wellness goals?”
“What challenges have you faced in reaching these goals?”
“Are you ready to invest time and effort into making lasting changes?”
Building Rapport:
Listen actively and show empathy.
Highlight shared values to establish trust.
Use open-ended questions to understand their motivations.
Step 3: Present Your Offer with Confidence and Clarity
Show potential clients how your services directly align with their goals.
Presentation Tips:
Focus on Benefits: Explain how they’ll feel and what results they can expect rather than just listing features.
Personalize the Offer: Relate your services to their unique challenges and goals.
Use Social Proof: Share testimonials and success stories.
Example Offer Presentation:
“Based on our discussion, I believe my [specific service] will help you achieve [specific goal]. Many of my clients have experienced [key benefits], and I’m confident we can create the same success for you.”
Step 4: Address Objections and Provide Solutions
When clients hesitate, address their concerns directly with solutions.
Common Objections & Responses:
Price: “I understand it’s an investment, but think of the long-term benefits for your health. I also offer flexible payment plans.”
Time Commitment: “We can structure the program to fit into your schedule seamlessly.”
Skepticism: “Many clients felt the same way before they started, but they saw incredible results. I can offer a trial session so you can experience it firsthand.”
Follow-Up Process:
Send a follow-up email 1-2 days after the consultation.
Reiterate benefits and offer to answer any lingering questions.
Step 5: Close the Sale with a Clear Call to Action
Guide the client toward a commitment with confidence and clarity.
Closing Techniques:
Create Urgency: “I only have a few spots left this month, so we could secure one for you now.”
Offer a Trial: “Let’s do a short-term package so you can experience the benefits firsthand.”
Ask for the Commitment: “Are you ready to start working toward your health goals together?”
Asking Closing Questions:
1) Did you find value in what we spoke about today?
2) How important is achieving your goals?
3) Do you wish to continue working with me, to reach your goals?
4) What is your monthly investment budget, to attain your goals? Is under $99-150 per month feasible for you?
(If they answer “yes” to all, proceed to walk them through purchasing.)
Example Closing Statement:
“I believe this is the perfect next step for you. Shall we go ahead and schedule your first session?”
Step 6: Provide an Exceptional Onboarding Experience
Ensure a seamless and welcoming experience for new clients.
Onboarding Steps:
Welcome Packet: Send a welcome email with important details.
Goal-Setting Session: Define clear objectives and expectations.
Regular Check-Ins: Schedule ongoing touchpoints to track progress.
Onboarding Tips:
Make clients feel valued and reassured.
Reinforce the benefits of the program.
Provide additional resources to keep them engaged.
Step 7: Retain Clients Through Engagement and Added Value
Retention ensures long-term satisfaction and loyalty.
Retention Strategies:
Regular Progress Reviews: Every 4-6 weeks, assess their achievements and adjust their plan as needed.
Exclusive Content: Provide special resources (e.g., wellness guides, private groups).
Loyalty Rewards: Offer discounts or referral bonuses to long-term clients.
Retention Tips:
Personalize engagement by remembering key details about their journey.
Check in regularly to offer support.
Foster a community through small events or online groups.
Sales Tactics & Scripting
Building Trust from the Start
“Tell me about your wellness journey—what’s worked well for you, and what’s been challenging?”
Handling Price Concerns
“I completely understand that investing in your wellness is a big decision. Many clients who were initially hesitant found that the improvements they saw made a real difference.”
Creating Urgency
“For clients who enroll by the end of the month, I’m offering an additional follow-up session at no extra cost.”
Asking for the Commitment
“I’m confident this program can help you reach your goals. Shall we go ahead and schedule your first session?”
Sales & Retention Cycle Recap
Define Goals & Strategy – Set clear monthly targets.
Qualify & Build Rapport – Focus on ideal clients and establish trust.
Present Your Offer – Highlight benefits and provide social proof.
Address Objections – Offer solutions to common concerns.
Close the Sale – Encourage commitment with urgency.
Onboard with Excellence – Make clients feel welcomed and prepared.
Engage for Retention – Keep clients engaged with exclusive content and progress tracking.
Key Takeaways
Know Your Ideal Client: Tailor your approach based on their specific needs.
Build Trust Early: Listen actively and show empathy.
Communicate Clearly: Be confident when presenting your services.
Engage Consistently: Retain clients by adding value and rewarding loyalty.
Refine & Improve: Track success and continuously enhance your sales and retention process.