The Problem With Offering Introductory Sessions

Introductory sessions are an excellent way for potential clients to get to know you and vice versa. However ...

You might be making the mistake of 'fire hosing' your client during introductory sessions. As a result they walk away completely full of ideas and with a bunch of actions to implement before they could even consider connecting with you again! 

This approach to introductory sessions has very few clients converting to session packages which is where the sustainable change and results are achieved. 

So what's the alternative? 

Start to view your introductory session in the same light as someone going to a medical specialist. 

Does a specialist attempt to fix someone up in one session in an effort to provide loads of value to that person? No, instead they run some blood tests or scans to diagnose the problem.

Then, and only then do they give their guidance and advice as to the potential solutions available to solve the persons challenge.

Have a basic framework for your introductory sessions that educates each person on what they need to do to achieve their goal ... then demonstrate you can help them, by actually helping them with the first piece of the puzzle. 

I recommend breaking down your session into 3 parts: 

  1. Goals and challenges: Begin by asking questions to clarify each person's goal and what challenges they have experienced with achieving it. 
  2. Diagnostic analysis: Next use whatever process comes naturally to you that will reveal further information about why this person has not yet achieved their goal. For example some diagnostic questions or an intuitive process or reading that you use. 
  3. Educate and help: Now that you are informed of the persons information you can educate them on things that they need to have in place to achieve their goal. What you are doing here is helping the person have their own epiphany which inspires them to move forward with your help. 

How could you restructure your introductory sessions based around this idea of you being a 'specialist'? It's a promising prospect isn't it? 

This different approach to discovery sessions really works! It’s made a really big difference to the number of people who sign up for my ancestral clearing package.
— Helena Ryan, Ancestral Clearer

I'd love to hear what you find most helpful about what I am proposing here!

Big love, Dani x

 

Danielle Gardner
Marketing Mentor to Lightworkers

P.S. If you are not having the response you hoped for in your marketing then you may need to clarify who you are talking to - who your ideal client it. Check out this Audio Guide for help with that.