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Ace Your Wellness Consultations with These Practical Success Tips

Hey there wellness entrepreneur! Welcome back!

Today, we’re talking about consultations and specifically what you can do to prepare for consultations and get in the right mindset. So that you have more control over consultations and you’re not left to external circumstances and statements like, “Oh, it’s too expensive,” “I don’t have the time,” “My husband will say no,” those types of objections.

Why You Want to Get in the Right Mindset For Your Consultations

So this episode is all about how to bring back consultation control, bring your leadership energy back into the room so that you can get more yeses with those appropriate clients and from those who say no. 

You both feel good about it and you still showed up and served the person regardless of their decision on the consultation call. You want the right mindset so that you feel that these consultations or discovery sessions or whatever you call them are worth your time and you actually prepare for them more as being part of your overall business plan and strategy as your clients and potential clients go through the customer journey. 

They start when they first enter your world through your marketing, whether they find you on social media or a website or a networking event, and they go through the steps of getting to know you better, so they eventually, the appropriate ones, do want to pay you and work with you instead of viewing the consultation or discovery visit as a waste of your time or unnecessary evil that you just have to do in your business because here’s the truth, you don’t have to do consultations. However, I do recommend them, especially if you haven’t hit six figures yet.

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Overview of What This Episode Is All About

So there are a bunch of common thoughts that I see many wellness practitioners have in their mind prior to and during the consultation call that lead to feelings like doubt, overwhelm, scarcity, frozen, dread, defeat, frustration, and the feeling of being taken advantage of. 

All those are going to trigger your nervous system in a way that’s going to take control, take the power away from you, as well as lead you to pretty much be focusing a lot on yourself instead of the client.

And when you’re in your own brain, instead of really being present and focusing on the words coming out of the client’s mouth and really observing their body language, then you aren’t being present on the call. And when you’re not present on the call, here’s the truth: you’re not fully serving them. So, you want to be aware of the thoughts and the feelings of what’s going on during a consultation.

This is why I recommend to my clients, and I teach my clients, how to fully assess and review the consultation following the consultation, so they can really evaluate what they’re doing, what they’re thinking, and what they’re feeling, not so they can beat themselves up or shame themselves, but so they can continue to evolve.

Because here’s the thing, all the thoughts that I’m going to go over, all the feelings that I’m going to go over, all the “mistakes” that I’m going to go over, I’ve done them all. I’ve been really terrible at consultations. Frozen, nervous system triggered in consultations, and despite my best desire to really show up and serve the person in front of me, sometimes my nervous system would just get the best of me, and I would fall into old patterns, old beliefs, and old thoughts. 

And here’s the thing, if my introverted triggered trauma-based self with a lot of my own self-doubt and criticism can get better at consultations and improve my own consultation conversion and also have my marketing be stronger in the way that I’m attracting my ideal client and they’re already showing up to the call, pretty much a yes, and the consultation is more of a formality that you can do. 

Common Thoughts of Wellness Practitioners that Lead To Undesirable Emotions And Make Them Absent During A Consultation

Okay, so let’s get into some very common thoughts that lead to those undesirable emotions, which will trigger your nervous system and take you out of the presence with the person in front of you.

They are thoughts like:

Oh gosh, they just showed up to the call to pick my brain.

They just want a free coaching session.

They can’t afford to work with me.

My program is too expensive.

I knew they would feel that my program is too expensive

What if I can’t get them the results?

What if they’re too high maintenance and require too much hand-holding? 

I don’t think they have enough time to do this program accurately.

What if they think the program is too expensive and that I’m a fraud for charging this price and then they go and tell everyone we both know.

They’re a mess.

I don’t think I can help them. 

They are put together.

What can I add to their life? 

They don’t have thousands of dollars

What makes me different from all the other coaches out there?

There’s more experienced coaches out there than me. 

Why do they want to work with me? 

I’m too all over the place. 

I’m too much of a hot mess to help them. 

My programs too all over the place.

I don’t have one simple offer. 

All these thoughts lead you to showing up on the call defensively. You don’t make clear or confident offers. Sometimes you don’t make an offer at all, and you just get sucked into free coaching. You stick to your framework too rigidly and describe your program in a very complex and detailed way that doesn’t meet the client where they’re at.

And so they don’t feel that the program is simple or doable or even what they really want. You rush on the call. You freeze on the call. You don’t prepare for the call, or you’re unable to stay in leadership energy on the call. So the client takes control, or the potential client takes control, which typically leads them not wanting to be your potential client because why would they hire someone if they have to be the leader?

Maybe you lower the price of your offer spontaneously before they even speak or object to the price. You don’t cover objections. You don’t leave time on the call or in the session to go over their fear and hesitations. And here’s the thing: When people have objections, fears, and hesitations, nothing has gone wrong because, for the most part for me, I sign a lot of clients on Instagram or people who randomly land on my website. So I’m a stranger to them. If they’re going to be paying me thousands of dollars, I want them to feel comfortable with me. And so having fears or hesitations if they’ve just met me, a stranger on the internet, is normal, and I want to be prepared for that.

Also Read:  How to Lead a Successful Consultation Call

Why You Need to Prepare and Carve Out Additional Time Before Every Consultation

So that is the key is both preparing logistically and strategically as well as preparing your mindset ahead of time. And we’ll go over some reasons for how to do that here in today’s blog. 

So you already might be thinking, “Well, I keep my consultation short, 15 or 20 minutes, because I don’t have a lot of time. And now Alison, you’re going to tell me that I need to prepare for each consultation ahead of time? That can be an additional time.” Really, your preparation doesn’t have to take long, 10 to 20 minutes is okay. 

But so now you’re telling me that I need to carve out 45 minutes, maybe an hour for someone who might not even work with me?

And I’m saying yes. And how could it be true that carving out 45 to 60 minutes for every discovery session or consultation that you have is well worth it? How could each consultation that you do or each discovery visit that you do be worth tens of thousands of dollars for you?

For me, as I was learning my consultation process and improving, and I still do that to this day, I would view, even if someone said no, the learning that I would get from that very consultation would be worth thousands of dollars for me because it will enable me to, for that appropriate client down the road, for me to better serve them, so they are a yes. 

And I take it consult to consult each time, applying the learning. And so, regardless of whether someone is a yes or no, I just make consultations and DVs, not a transactional experience. But instead, I feel that the pricing of my program allows me to spend luxurious amounts of time planning for consultation, spending enough time, and doing follow-ups if the client really needs to think about it. Because again, nothing’s gone wrong. I’m a stranger on the internet, they might really just need more time to think about it.

Assessing and evaluating the consultations afterward is just part of my business plan and strategy. I don’t have a lot of thoughts that they’re taking away time from my business. Instead, I have thoughts that they’re allowing me to hit five-figure months consistently with ease. It’s all this work that allows my revenue to keep growing and growing and growing.

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Why You Need To Get All of the Negative Thoughts And Feelings You Have Out of Your Mind and Body

Right off the bat, notice the thoughts that you have regarding consultations and your time preparing for consultations, evaluating consultations. This is what’s going to bring consultations back into your control, where you’re not dependent on all these other external circumstances.

So you want to wear the pre-judgments you have about yourself, pre-judgments you have about your program and your ability to deliver results, and pre-judgments about your clients. You want to get all of that out of your head so you’re aware of it, so you can show up to the consultation call, not just in a neutral state, not just in a place of serving, but instead, a place of belief, confident belief that you can help them, they do want to work with you.

And here’s the thing: you don’t have to be in 100% belief that they do want to work with you, that you can fully help them to sign clients. If you can just start with a sliver of belief prior to the call, 10 or 20%, or maybe a two or four out of 10, and bump it up a few notches, so it feels stronger in your body, that is perfect. And that is enough. 

Must Read: Confident Pricing for Wellness Entrepreneurs – Finding Your Perfect Price

How You Can View Your Potential Clients’ Stories and Thoughts During Consultation To Better Understand Them

And we’re going to go over, on this blog, some thoughts that can help you bring more of this belief into your body. Because here’s the truth: you can get sucked into your thoughts and all the reasons why they don’t work with you or shouldn’t work with you or how you’re fearful of yes, if they do say yes, and pay you thousands of dollars and work with you. 

You can allow their stories, their thoughts, such as, “I don’t have the time, the money, the energy,” or, “This isn’t the program that I want,” you can allow all their stories to suck you in and say to yourself, “Oh, they don’t want to work with me.”

But here’s the truth: they have a triggered nervous system, you have a triggered nervous system. And it’s up to you as the coach, as the practitioner, to be aware of your own triggers and guide them because, truthfully, most of the sentences and the phrases that come out of their mouth are from a triggered nervous system place. And it’s not always the truth. It’s just that they don’t know what to say, or they’re feeling scared because maybe they’ve never invested in themselves in this way before, and they want to do it. 

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And if you believe that they do want to do it, that they just need help and guidance through this process, then you can hold the space for them to do this. Because here’s another truth: they wouldn’t have scheduled the discovery visit or the consultation call if they truly did not have the time, if they truly didn’t feel that you were the person to help them, they wouldn’t have scheduled the call. 

If they were living on their last few dollars, they wouldn’t have scheduled the call, or they would only schedule it if they were anticipating a free or pro bono coaching session. And if they show up to the call thinking that it’s a free or pro bono coaching session, that goes back to your marketing. So there’s a marketing mismatch where maybe you’re promoting your consultation in a way that they do think it’s a free session. And that’s truly what needs to be changed. Not that there are no clients who can afford your program. See the difference?  

If someone showed up to the call, or if you offer in-person discovery visits in your clinic or office, they want to work with you, they’ve carved out the time to show up and be there. That is an investment. Even though a consultation or a DV, for the most part is free, they’re still investing their time, which means they’re raising their hand to say, “Yes, something you said spoke to me, and I do want help from you in some way.”

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How To Have A Better Mindset Going Into Consultations

Number 1: Get prepared for the consultation call. 

I teach my clients ways to get prepared for the consultation call. I teach them the belief plan so they can shift their belief before the call. They create an awareness of what they’re thinking that might hold them back and not serve a client on the call or lead them to be biased about the client, having prejudgments about the client based upon what they wrote in the form, or having doubt and overwhelm that they could help the client to get all of that out of their heads and begin to shift the energy so they show up to the call in belief and a place of service and being present so they can help the person on the call, regardless of what that person decides in the end.

You want to show up to the call believing that they do want to work with you. This is a common thought I have. Sometimes, just thinking this thought allows me to be in full presence and just allow the conversation to unfold naturally. So I can ask the question of what is really going on in their mind. What is really going on in their life to lead them to the point where they are now, and how can I help guide them to the place that they want to go? You want to believe that you can help them, that they are able and resourceful to pay for it, that they’ll figure it out if they do want to work with you.

And you want to believe that they’ll be a great client, so you don’t allow your prejudgments of their maintenance or their capabilities or their ability to be resourceful or being a high maintenance client. You don’t want to go into a call or start a client package with all of that in the way. You want to believe in them as well.

You also want to practice describing your program in different ways so you can meet the client where they’re at. Personally, for me, I have six pillars that are in the Awaken Program. So most of my clients, though, in their first round within their first six months of working with me, whether it’s the Mastermind or a one-to-one, are not going to get all six pillars. Typically, we focus on two, maybe three, to start in the beginning. 

A mistake I made years ago was going through all six pillars when I was describing my program to them, which led them to feel overwhelmed. Like it was a very complicated process that it would take up way too much time, that they would have to go through many, many steps before they could really start making money and signing clients. Instead, now, I don’t go through all my six pillars. I just focus on the ones that are more important and more relevant to what the client describes.

So if they describe that they really want a marketing plan, that’s what we focus on. If they tell me they really want to get more confident in selling, that’s what I describe my program on. And if the other pillars come up, I might add them in as an adjunct as a bonus, but I really just talk about and focus on what the client is telling me that they want or need. So I’m the leader, but also what I choose to focus on is client-driven.

So, in this way, you want to be very nimble and flexible about describing your program and your offer in many different ways, so you can meet the client where they’re at, so they do feel that your program is appropriate for them and is going to solve their unique problem.

Describe it to some of your friends or your partner. Ask them, “Does this program solve simple and doable or does it sound very complex and overwhelming?” Get feedback from them so you can practice on describing it in a very simple and doable way.

You also want to get practice in describing the result of your program. What is the takeaways that they’ll receive? And I’m not talking about deliverables or your portal or your workbooks. I’m talking about the transformations they will receive. What would life be like? Different in what ways specifically? Because the truth is you are selling that result. You’re not selling the process. You’re not selling manual therapy. You’re not selling MFR. You’re not selling Reiki. You’re not selling physical therapy or yoga. You’re selling what yoga or physical therapy or body work or breath work gets them. That transformation that those modalities bring to their life and the changes those modalities bring to their life.

I often tell my clients, and this was told to me through multiple coaches, is that you’re selling Hawaii. You’re not selling the plane ride to Hawaii.

So let me break that down. If you have a client who’s in Chicago and Chicago, which is the land of being overweight, not feeling strong in their body, not feeling confident in their body, lacking energy, being stressed out all the time, and they want to get from Chicago to Hawaii, and Hawaii is them being leaner, having efficient and optimized digestion, feeling stronger and more confident in their body, then the process to getting them from Chicago to Hawaii is the airplane, right? 

And your process is the modalities such as yoga or physical therapy or whatever modalities that you use. You’re not going to show up on the call and say, “Okay, you’re going to sit in aisle row seat B, and someone’s going to come by and deliver you peanuts, and then you’re going to get a drink of water.” No one wants all that. No one really cares about the flight to Hawaii. 

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Yes, at times you might describe how you’re different. Maybe instead of giving peanuts, you serve a whole full-on, healthy, and nutritious meal. The seats recline, that sort of thing. You can highlight how you’re different, but those are all just bonuses because what the client actually cares about is if they’re going to get to Hawaii. 

Is it reliable that they’re going to get to Hawaii? When they purchase the plane ticket, is it a hundred percent pretty much guarantee that they’re going to arrive in Hawaii day and time that they said? Of course, knowing that sometimes there are cancellations and delays, but for the most part, they’re going to get to where they want to go pretty much on time, guaranteed.

That’s what they’re really caring about. So that’s what you want to describe on the consult call. You want to describe what their life’s going to be like when they get to Hawaii. What does being in Hawaii actually feel and look like? You want to bring that into the call as well.  And so you really want to prepare to describe that process ahead of time.

And this process of being in Hawaii is going to differ from person to person. Each consultation is going to be different because every person’s Hawaii is going to be different. Every person is going to have different goals. There’s going to be some overlap because if you’re a health and wellness practitioner, there’s going to be overlap in varying degrees of health and wellness that they want to bring into their life and what they want to feel in their bodies. But you want to really individualize that experience based on what they’re describing and what their unique struggles are. And when they’re describing their struggles, you’re not getting sucked into those struggles. You are staying in the belief that you know you can help them and that they’re resourceful.

And by working together, both of you will be able to help them to get to Hawaii. So you want to make sure that you’re leaving ample time to show up to the call prepared this way.

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The Benefits and Importance Of Being Fully Present and Confident During Consultation Calls

Now, once you get really good and nimble at describing your program, describing the results, and staying in belief, then the preparation won’t take as long. Sometimes, now, all I need is to feel that belief in my body and give myself a few minutes to ground and drop into presence. And so it’s no longer than five minutes sometimes that I need to prepare.

If I’m adding new strategies into my consultation call or describing my program in a new way, then I’ll leave more time, 10 to 20 minutes. So, the amount of time that you’re spending to prepare for a call can shift and flux as well. 

But when you show up to the call prepared and in belief, then you can drop into true presence, so you can listen to the words coming out of their mouth and not get sucked into their story, you’re remembering that they do want to work with you, that they do have struggles that you can help them with, so you catch early objections early on in the call by them describing how busy their schedule is.

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You might think to yourself, “Oh, they’re probably going to have a time objection later on.” Or if you’re catching scarcity thoughts or continuous talk about how much money they’ve spent and how they haven’t gotten results or how much their expenses are and how lean their budget is right now, you might think, “Oh, well, I’m going to prepare myself because they might have a money objection down the road.” You’re able to listen to them in the first few minutes of the call and not be so surprised later on in the call when they tell you, “Oh, this is more expensive than I thought.” Or, “Oh, I don’t know if I have enough time in my schedule to actually be able to do this program.” You won’t be blindsided by all that because you’re so present. You’ll be listening to them so acutely at the beginning of the call that you’ll begin to pick up on that.

And actually, you’ll be able to coach and guide them in a way, not free coaching, but in a way that really reveals what they’re feeling and thinking, which is going to really highlight why they’re in the place that they currently are. And when you know that, you’ll be able to accurately describe how you can get them out of that place and get them to Hawaii.

And this is the work so often not done on consultation calls. What I hear is consultation calls that are rushed, only 15 and 20 minutes long, where a practitioner shows up to the call and is being like, listens to the problem for maybe five or 10 minutes, and then says, “Okay, the price of my program is this much.” And they give them a generic framework of their program, doesn’t talk about their unique feelings, doesn’t talk about their unique struggles or their unique goals, and then rush them off the call.

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I can’t tell you how many consultations calls personally I’ve been on with wellness practitioners, because I like naturopaths. I have my own wellness team to help stay preventative with Lynch syndrome and help deal with menopause. I’ve also interviewed a lot of practitioners.

When I was searching for a counselor for my husband and I, for our own relationship, I showed up on a consultation call with a practitioner who was clearly eating while talking to me. She was on the phone, she was clearly eating, and she was so judgmental. She goes, “I don’t work with alcoholics, I don’t work in the abuse situations, I don’t work with this, I don’t work with that.” And I’m like, “Okay, so who do you work with? Because that’s pretty much, you described a lot of people that have relationship problems will have varying degrees of flavors of that.”

So really, you’re looking for perfect, ideal people who really don’t exist in the world because they wouldn’t need your help if they’re so perfectly ideal. And it just blew my mind how much she rushed me off the call, how quickly she was to judge and criticize what was going on in my life. And even I wasn’t allowed to speak up, it was all about her. It felt so yucky. In fact, what I ended up doing was cutting her off and saying, “I don’t think we’re a good fit. I don’t want to waste your time anymore. This is not going to work out.” And I just got right off the call. It was so yucky.

So imagine a scenario like that versus if I had showed up to the call, and actually the counselor we’re currently working with, she held such space, she held such presence, she listened to me so compassionately, she offered solutions that were unique to my very struggles that Sean and I were having with our communication and our styles. She gave us solutions that I hadn’t been aware of. She told us about her process in a way that didn’t focus solely on her process but in a way that described the Hawaii that Sean and I wanted to get to in terms of our communication and living the family life that we wanted to live. She gave us ample time. I didn’t feel rushed.  She called us together. I felt held, and I felt the power of Hawaii that she offered Sean and that of course, saying yes to her was a no-brainer.

And here’s the thing, when we decided to work with her, I hadn’t had it in my budget to pay her, but I worked it out because I so strongly believed in the Hawaii that I wanted for not only Sean and I, but for Kaylee too, to give her security and safety and to have her witness parents that were able to communicate together and have this lovely, happy life that we so wanted. So not only did I make it work in my budget, I told Sean after I got off the consultation call, “This is the practitioner we want to work with.” I said it very confidently,
“I’m going to figure out the budget. I will pay for it. I will do it. We need to do this.”

I pretty much just told him this is what we’re doing and here’s why and I’m going to take care of it. And because I held the space of such confidence when I talked to him, he was on board. He was like, “Yeah, great. Let’s do it.” And so we signed up together.

So you want your clients to feel that empowered when they get off a call with you. So they show up to talk to their partner or spouse in that way, fighting for themselves, fighting for your program, saying, “No, honey, this is the program that I need. I fully believe that she can help me. It’s totally going to be worth the money. I will figure it out.”

You want them to be saying those words when they get off the call, not going to their partner and like, “Well, I’m not sure. What do you think? Should I spend the money?” And if the partner says, “Well, do you think you’re going to get results with them?” And you’re saying, “Well, I’m not really sure. I think so.” Of course, their partner is going to say, “No, I don’t think that’s worth the money.” 

 Also Read: Why Many Entrepreneurs Don’t Hit 100K: Common Problems and Fixes

Conclusion

So, on the consultation call, you want to dig into what they’re currently feeling. And you want to ask them how do they want to feel later? You want to get into thoughts that they’re having about their current situation, how that’s leading them to feel and the frustrations that they’re having. And you also want to inquire about what they want to think and feel instead. You want to go deep here. You want to ask them what they feel is standing in the way. Get their opinion and then offer your solutions to help them to get to Hawaii.

So, to wrap up, leave ample time to prepare, leave ample time to assess and evaluate each consultation, so you can take away the learning to determine prior to the consultation call. 

This is great work to do with a coach bringing belief into your body and the thoughts that you need to think to help create that belief, the presence, the confidence, the certainty, so you can show up and hold the space for that potential client, regardless of the decision, so you don’t go in biased and prejudged by what you might know of their story or what they wrote on the form. 

You also want to make sure that you feel confident about your price, belief that you can deliver them results, belief that they can achieve those results, and that they’re resourceful and will work with you to achieve those results in a simple and easy way as well.

So read this blog a couple of times, send this to a friend who might be struggling in their own consultations, and let me know how it goes.

All right, I’ll see you next week. Bye for now, and hoping for lots of yeses for you in the meantime.

Oh, and one more thing, if you haven’t already, make sure to get on the Awaken Mastermind waitlist. It’s the place where you can get into the mastermind early, so you get early access to the Mastermind’s portal and workbook so you could get started signing clients before the Mastermind even starts. You get first dibs on seats. 

I’m keeping the Mastermind small on purpose so everyone gets personalized, individualized attention from me on the waitlist. You’re also going to get access to bonuses and Black Friday specials that I’m not going to be offering to the public. And plus, you’re going to get access to value-packed e-mails with lots of insights, tips, and tools so you can again start signing clients before the Masterminds even start.

Click this link to get on the Mastermind waitlist right now: (LINK)

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Author

Alison McLean

"I help the Entrepreneur reduce stress and live a more fulfilled and balanced life."
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