A couple of days back I shared a conversation (https://www.facebook.com/michael.rizk.522/posts/10214111601523048) I had with a prospect looking to lose weight and rather than focus on her symptom of weight gain, I drew her attention to the imbalances within her lifestyle instead. I was honest and Told her I didn’t believe her current approach would get her where she wanted to be. Here’s how our conversation went yesterday.
Prospect: Hi Mike, I wanted to thank you for taking the time to talk with me the other day and following up with your very thoughtful email.
Me: You’re very welcome and I find it an honor and privilege to treat people as they ought to be.
Prospect: Money is tight for me and my husband over the next few months but I really liked everything you said to me and I want to be the type of person you were talking about.
Me: That’s great! We are all only a slight shift of our mindset away from reaching our full potential.
Prospect: Can you tell me how this program comes together?
Me: Each week, we’ll have a coaching call and I’m going to provide you three things: structure, guidance and accountability, but a different type of accountability. Im not going to hold you accountable to me, I’m going to teach you how to hold yourself accountable to yourself so that you’re empowered beyond this encounter with me.
Prospect: Wow that’s interesting, I’ve never thought of it like that.
Me: Yep, we really do our best to operate in our clients best interests. Each week, we’ll meet for a coaching call and based on our conversation, I’ll give you a transformation opportunity that helps you become who you want to be.
Prospect: That sounds great, what types of things will I work on each week?
Me: It’ll be a combination of contemplation and action so you can transform yourself from the inside out and so that you can enjoy and sustain your effort.
Prospect: Whats contemplation?
Me: Activities such as journaling and meditation that help you “see” things differently because unless you see new things, nothing new ever happens.
Prospect: This is amazing, when can we get started?
This is a vital conversation for health and fitness professionals to learn how to have because we have so much to offer our clients but if we get caught up in a sales pitch, we all lose more often than we win.
Rather than sell, try to help people solve a problem, it changes the nature of the conversation to one of generosity and collaboration. A true win-win, even if people don’t sign up to work with us right now.
The key is to drop from head (what’s in it for me) to heart (how can I be of service), and believe me, it’s a refreshing experience for all parties involved.
“Unexpected kindness is the most powerful, least costly and most underrated agent of human change.” Bob Kerrey