Setting the CCS Appointment Flashcards
What do you say to qualify them?
Well [Bill] Working together is going to make a massive difference in your life and business!
I can definitely help you with all of this. Would you like me to tell you how it works?
Yes!
To find out if they can pay you?
YOu need to find out their revenue. employees. Can they pay you? Qualified or Not - what do you ask?
Okay, just to make sure I have the details correct:
* Your annual revenue is how much?
* The number of full-time employees?
* And have you been drawing a salary out of the business or putting money into it?
* If you needed to borrow money to keep your business alive, how would you get it?
It they DON’T QUALIFY? what do you say to let them down gently?
Okay, sounds like the best way I can help you right now it to give you access to all of the free resources I have to help you grow and become more profitable. Then we can upgrade you into one of our business coaching programs. Sound good?
IF THEY QUALIFY and you want to book a CCS
Okay, so the best way for me to show you how it works is to get together for a Complimentary Coaching Session so we can decide if we want to work together or not. Here are the slots I have open…[book them in]
And I have your cell phone number as XYZ and your email address as XYZ. It that correct?
HOw to you explain how the CCS will go so they know what to expect.
Okay [Bill] would it be okay if I tell you how I’d like to spend our time together when we meet?
Sure.
What I’d like to do first is to tell you about my background and why I’m qualified to be your coach. Then we’re going to talk about the coaching process I use to get great results for clients just like you. And then we’re going to talk about you and your business and understand where you want to go. After that, if we both see the value of working together, I’m going to tell you about some of the coaching programs I offer and if one of those programs makes sense, we’ll get started right away. Does that sound okay to you?
Sure.
Are they the only decision maker?
Okay, great! Who do you have on your team or at home that we should include in this conversation, someone you rely on for wisdom?
No one, it’s just me. I make the decisions myself
What do you ask next?
Well, I think it’s great that you’re the decision-maker. But when I’m trying to figure out where to go with my business, I talk to my wife. Who do you talk to when you’re thinking about where to go with your business?
Yes, I usually talk to my spouse/business partner.
Well, that’s great! We want to include them in this meeting because we’re going to be talking about how to help you make more money and build a team you can trust to help run the business, so you can get some time back for yourself. You shouldn’t have to shoulder all of this yourself. So will this date and time work for them or should we change it?
Yes, let’s change it to XYZ. Great!
What do you ask for PRIOR to the CCS - what info do you need?
Okay, the last thing I need you to do is share some information with me about your business so I can come well-prepared. I need your most recent two years of financial statements so I can compare your results to your competitors and look for the hidden areas of profit in your business. Do you have those available?
What do you do if they won’t profide their financials?
“You know, I can definitely understand that. Let me assure you that your financial information will be held in strict confidence. What I’m going to do is study your information, compare your results to your competitors, and look for the hidden areas of profit in your business, based on what they’re doing?
If its still no..Its OK move on!
What are the last 2 things you tell them before hanging up?
Great!
I’m also going to send you a quick, easy scorecard so we can understand what’s happening in the business. I’ll send you an email shortly. Can you get all of this info back to me within 24 hours?
Yes.
Great!
I’m also going to send you my bio so you can see why I’m qualified to be your business coach.
And that’s it! I’m looking forward to our time together. Anything else you need from me? Okay. Bye for now!
