By Karyn Greenstreet
Posted in:Marketing Your Mastermind Group
This is the time of year when people are looking for new mastermind groups to join. When speaking with prospective mastermind group members, it’s helpful to know in advance how to frame the conversation and design the flow of the meeting.
The goal of the sales conversation is to determine the needs of the prospective member and to see if your mastermind group is a good fit for them (and you).
Selling has gotten a bad reputation because consultants try to sell to anyone with a pulse and a wallet. If you approach the sales conversation as a mutual and respectful opportunity to find out the needs of your prospective member, you won’t feel so slimy and “salesy.” After all, you are in business to help others achieve their goals, right?
The only way you’ll fill your mastermind group is to discover if the two of you are a good fit. There are three questions you want to answer in the sales conversation:
Your sales conversation agenda is geared toward finding the answers to these three questions.
If they’re not a good fit or motivated to take action, you’ll have a difficult time closing the sale. If they don’t want to spend money, you’ll have a rough time, too.
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Step 1 is crucial. What do you want to get from the conversation? Do you want to close the sale immediately in the meeting? Or book another appointment to make the final decision?
Steps 2 through 4 are accomplished by asking your prospect good coaching/consulting questions and listening fully and respectfully to their answers.
It helps to write a “sales script” in advance of your meeting. This way, you’re not floundering around trying to find the right questions during the sales meeting with a prospective member.
There are deeper levels of sophistication when writing your sales script and having a sales conversation. However, these seven questions will get you moving in the right direction as you’re perfecting your sales skills.
You want to discover their root need, not just the symptoms of the problem.
For instance, they might tell you they want to increase sales or build a bigger business, but sales have been sluggish for them. Sluggish sales are a symptom of the problem, not the root problem.
Ask probing questions to discover why this has been happening to them. Be prepared for this common answer: “I don’t know.” Part of the reason they’re looking to join a mastermind group is to get clarity about why things aren’t going the way they want.
Once you get through these seven questions, suggest that they either join your mastermind group, or if that’s not a good fit, which of your other products/services is the best fit for their needs and budget.
Don’t be afraid to offer them something that’s more expensive than their budget, if you can justify why this is the best solution for them. Unless you’re working with a corporate client, most people won’t know their budget, or they’ll only have an intuitive sense of what they’re willing to pay. If they’ve joined other groups before or paid for classes and workshops, they might have a more concrete range they’re willing to pay. If they don’t have a budget in mind, tell them the fee for your mastermind group, then determine if they have resistance to that fee level.
Ask for the sale. If you think they’re a good fit, tell them you’d like to have them in your mastermind group and help them achieve their goals. Explain why your mastermind group is the right fit based on their needs, timeframe, and budget.
And if you don’t think it’s a good fit, tell them so.