How To Know If A Prospect Is Ready For Your Program (and if you are ready as a buyer)

Have you ever had a sales call that you think went well, but you didn’t close them?

If so, it’s probably because you weren’t aware of the unique ingredients that you want to look for in a prospect.

I believe there’s a healthy mix of these two ingredients that can tell you if a prospect is ready to buy or not.

And this actually works twofold.

If YOU’RE looking to invest in a coach or a program and you don’t have the healthy mix of these TWO ingredients, you’re probably not going to buy it.

Curious to hear what those special ingredients are?

Get your pen and paper ready and let’s dive right in.

Transcript / MP3

What’s good everybody.

Greg Hickman here with the Scalable podcast and in this episode, I want to share the unique ingredients that you want to look for in a prospect to see if they’re actually going to enroll in your programs and services.

And this actually works twofold.

If you’re looking to invest in a coach or a program and you don’t have the healthy mix of these two ingredients, you’re probably not going to buy it.

So let’s dive right in.

For three years, my agency built funnels and automation systems for the biggest names in marketing today and since then have transformed that agency into a hyper-profitable training and consulting business. While everyone is out there and talking about scale like it’s some sort of destination, we’ll be asking the real question, how do you transform your business into a more scalable model using the knowledge, skills, and expertise that you already have? This podcast is here to give you the answer. Join me in a follow along as I learn, apply and share the strategies I’m using to build my multimillion dollar business. My name is Greg Hickman. And welcome to scalable. All right guys. So this episode I wanted to kind of break down,

Something that I’ve experienced in both having sales conversations with prospects that want to enroll in our programs and also when I’ve been going to make big investments in my own business is how I can tell when it was going to be the right investment for me.

And also when I was speaking with someone who is going to potentially be hiring us and enrolling in our programs, how I could tell that that person was actually in and in the right place to get the most out of investing in our program.

So if you’ve been kind of in either one of those situations, I think this is really going to help because, oftentimes, we have clients and they’d be like,  “Hey, you know, I was on the sales call and this and that other thing happened and I really felt like they were a good fit.

But they didn’t close.

And you know, when we dig deeper, it really comes down to these two ingredients that I want to cover with you today.

And really, I think there needs to be a healthy mix.

So, if you imagine a Venn diagram and on the left Diagram you have fear, and on the right side, you have excited. Those are two feelings and emotions that your prospects are feeling or you might have when you’re going to make a big investment, right?

And here’s the thing you kind of need. There’s this real sweet spot here in the middle where fear and excitement overlap that I think there needs to be a good mix, both in people, the prospects that you’re speaking with that like to make sure that you have the competence in selling them and closing them and rolling them into your programs.

And also when you’re going to buy, if you’re feeling some of these things is probably a good sign that you’re making the right decision, right? So if you have a little bit of fear and a little bit of excitement, um, it’s a good sweet spot because here’s the thing, if you’re talking to someone or if you get on the phone and you’re looking to invest in something and all you are as excited, right? Like there’s not a single fear at all in making that investment. Um, the reality is that you’re, um, you’re, you’re not taking it seriously enough, right? Not taking it serious enough.

So, um, here’s the reality, like, um, all things that are really worth it are usually hard, right? Um, what I’ve found in my experience in making investments in coaches, and believe me in the last, you know, 24 months, I’ve spent just shy of a quarter of a million dollars in coaching, consulting, uh, programs and services. Um, I’ve learned a lot, right? If you’re looking at it from the perspective of, um, you’re just super excited, but there’s no fear or worry about what’s about to happen by making this investment and, or your clients or your prospects are not at all, like kind of a little nervous and afraid. So let me actually add nervous, nervous and afraid about making that investment and you’re their only excited. The reality is you are probably not taking that investment serially enough, serious enough for what it can do for your business and the prospect that you’re speaking to probably isn’t taking the opportunity series enough, which means they’re probably not in that, that right buying zone, uh, to enroll.

Now, on the flip side, if they’re not excited at all and they’re just completely nervous and afraid and fearful, then that’s when I’d say look like you’re not ready. Right? Like if, if all you are is afraid and nervous about going to do this thing or the prospect you’re speaking to is only nervous and afraid about making the investment with you, the reality of them like taking it obviously seriously and implementing and doing the work is not really going to be there. Right? But if they’re like, at least excited about the possibility of what could happen when they do what you’re going to teach them, but still a little nervous and afraid, that’s where you start to have that, like that perfect bind zone, if you will. Right. Both of yourself and for the prospects that you’re speaking with. Um, because again, like most people will tell you that fear is a beacon, like if something makes you uncomfortable and a little bit nervous, like I usually go towards those things because it’s going to make me uncomfortable.

Um, I heard a great quote once, um, I don’t really don’t know actually what I heard from, but the quote is great leaders find comfort in uncomfortable situations. So we always want to be getting outside of our comfort zone. Right? And so when you have this mix, typically you’re finding yourself outside of your comfort zone because you’re stoked for the possibility, but you’re a little bit, ah, nervous and afraid of what happens. So if you’re only afraid and nervous, you’re not ready. And if you’re only excited, you’re probably not taking it seriously enough. And, you know, to kind of put it, um, bluntly, if you’re only like f yeah. Like, you know, I’m trying to keep this semi PG, I do curse, but if you’re like, yeah, that’s, and you’re only f yeah. You’re not taking it seriously, but if you’re only oh, F right.

You’re probably not ready. Right? So we really want to focus in guys on both when we’re making an investment, asks herself like, are you excited about the possibility of what would happen if it works out? Um, and if you do the work required just as much as you are a little nervous and afraid like that’s a good combination of it being the right thing to do. Right? Um, so are you FTL or are you oF and I’d be looking for that in your potential sales conversations with your prospects because that’s going to be a good sign of are these people going to be a good fit? Are they going to buy right now? Are they going to excel in your program and service and actually get the results that you’re helping them, helping them achieve? So, uh, that’s all I got for you today.

This is a good way, again for you to know, you know, are they going to buy, should I buy, et cetera. Uh, I hope you found this helpful. Look, guys, we’re at episode 10. Um, I’d love your feedback. If you’re, I’d love for you to leave a comment below this episode if you’re on Youtube and if you haven’t left us a rating and review on Itunes, we would greatly appreciate that. Um, you know, the first handful of weeks of rolling out episodes on these platforms is really critical for us to get in front of more people. Um, so if you’re enjoying the show, give us some, love your payment back to us, uh, for the value that we’re bringing to you here. You know, easily repaid. If you just go and share a review on Itunes, um, and you know, give us a subscribe on Youtube, we would greatly appreciate it. We’ll catch you next time on the scalable podcast. Until then, take care. If you’re an agent, right,

the owner or a service provider and you want to transition out of doing, done for you services, and finally launched your own high ticket coaching or consulting programs. Then we’d love to help. We put together a program where we will hold your hand and walk you step by step to the exact same process that we’ve used and hundreds of our clients have used now to develop and transition their agency services into their own leveraged, scalable business model where they package up their expertise and can work one to many instead of one to one. If you want to learn how we can help you visit my for more.


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