215 - Client Deep Dive: How to Enroll Clients Over the Phone

We’re super-excited for today’s episode on the Healthpreneur podcast! We’ve got Tijana Daly on the show, and she’s a certified personal trainer who specializes in pre- and post-natal exercise so new moms can look and feel their best.

She is recognizing that – even though she’s a master in her field – there’s still lots of unchartered territory to discover when it comes to business. This is so common for Healthpreneurs. After all, for the most part, we’re health professionals before we become business-owners.

Tijana just had her first enrollment call for her online program. Everyone can benefit from this episode because we can all better the way we handle enrollment calls. From knowing what to ask, navigating objections, and discovering your client’s urgency level, the art of the enrollment call is one that is can constantly be refined. Listen in to hear us dissect what works, what doesn’t, and why.

In this episode, Tijana and I discuss:

• Presenting her system online versus face-to-face.
• The struggle of going from brick-and-mortar to online.
• Getting better at enrollment calls.
• Getting to the core of why a client needs help.
• Understanding if it is a “must” for the client.
• What to ask in your enrollment calls and what shuts people down.
• Answering in the form of a question and the 80/20 rule.

01:00 – 04:30 – Enrollment calls and being hung up on price

04:30 – 8:30 - Why price is never the issue and finding out the client’s urgency

8:30 – 15:30 - Breaking down Tijana’s first enrollment call

15:30 – 19:00 - Learning how to navigate objections and an example

19:00 – 23:00 - What we do to learn from our calls