HOW TO SCHEDULE STRATEGY SESSIONS
Here are the steps in the process. We will discuss each of them in order after this
list:
- Establish your credibility
- Schedule the strategy session
- Form a connection
- Take the lead
- Show your value and focus on the results
- Overcome objections
- Start the relationship right
Steps 1-2 happen before the call and will be addressed in this chapter. In the next
chapter, we will cover steps 3-7, which take place on the call, and step 8, which
comes after the call.
Establishing Your Credibility
Before offering strategy sessions, you should start getting yourself known as an
expert in your field. This gives you credibility with prospects. If you skip this
step, you'll have trouble getting people to sign up for strategy sessions, even
though the calls are free. Some will schedule a call but not see you as someone
who is worth what you charge for your services. Or they will second guess what
you tell them, which makes it difficult if your job is to coach or advise them.
The first half of this is simply getting your name associated with your niche, for
example “Sally Smith is a marriage counselor.”