As you Are Listening:
You are going to be listening to my business coach talk about the most important part of the enrollment call, which he refers to as the "uncover." I have found this to be true with our market as well.
Everything I learn in the business world over the years, I weigh very carefully for our very new and sensitive population (the emergence of people wanting to be doulas). They are coming for a variety of reasons, mostly for their desire to make a difference first and earning some money in "a little practice" second.
He is obviously talking about a person needing to fix their business and wanting to leverage their time and earn maximum revenue and as you listen, know that these goals are not our people's goals yet the concepts and rationale of how to handle the call ARE the same.
Please pay special attention to the concepts, rationale, how he talks about the tone we should have and the practical issues of for example "typing your notes vs writing them."
What's different for our potential students is they tend to start the call with their joy, not their problems. They love to talk about what they are wanting to do, how their experience shows they are good at it, etc. Sometimes they are trying to prove to you and themselves that they are good at it so those people are very insecure so you will be able to tell the difference and please pay special attention to what their insecurity is if that is what they lead with.
Also, we DO talk about money with them. I usually start out with what is their day job now? Do they want to make money with their practice? What do they need to make? We get all these numbers stated. I tell them what doulas typically make, the range, so they can see what is reasonable for them. I want them to see it. Also, these figures come back to ground them with how fast they will have a return on their investment and a hard figure of what it costs them to spin their wheels and not have the practice they want (which needs to feel significantly more than our tuition).
There are 2 trainings below focusing on this most important part of the call. Please review the first one "Uncover 1" then the 2nd one "Advanced Uncover."
Everything I learn in the business world over the years, I weigh very carefully for our very new and sensitive population (the emergence of people wanting to be doulas). They are coming for a variety of reasons, mostly for their desire to make a difference first and earning some money in "a little practice" second.
He is obviously talking about a person needing to fix their business and wanting to leverage their time and earn maximum revenue and as you listen, know that these goals are not our people's goals yet the concepts and rationale of how to handle the call ARE the same.
Please pay special attention to the concepts, rationale, how he talks about the tone we should have and the practical issues of for example "typing your notes vs writing them."
What's different for our potential students is they tend to start the call with their joy, not their problems. They love to talk about what they are wanting to do, how their experience shows they are good at it, etc. Sometimes they are trying to prove to you and themselves that they are good at it so those people are very insecure so you will be able to tell the difference and please pay special attention to what their insecurity is if that is what they lead with.
Also, we DO talk about money with them. I usually start out with what is their day job now? Do they want to make money with their practice? What do they need to make? We get all these numbers stated. I tell them what doulas typically make, the range, so they can see what is reasonable for them. I want them to see it. Also, these figures come back to ground them with how fast they will have a return on their investment and a hard figure of what it costs them to spin their wheels and not have the practice they want (which needs to feel significantly more than our tuition).
There are 2 trainings below focusing on this most important part of the call. Please review the first one "Uncover 1" then the 2nd one "Advanced Uncover."