Are You Making These Mistakes When They Call You?
I am talking about your prospects or people who are considering hypnosis to resolve an issue…
Usually, when they call without knowing who you are, they first ask:
- How much?
- How many sessions?
At this point, answering these questions is mistake #1 practitioners in our field make. As a result… prospects almost never become clients. And here’s why…
We all have our internal priority scale according to which we disperse our budget:
Internal Scale = How Much We Want + How Much We Trust + How Much It Is Important
When they first call you (especially if they found your name in a magazine or newspaper) they don’t know you. There’s absolutely zero rapport between them and you and I’m not even talking about the fact that 9 out 10 people have no idea to what extent hypnosis can be effective for them or, in other words, their aura of expectancy is close to none.
Because of that, hypnosis is placed very close to the bottom of their list on their priority scale. Giving them information about your rates and the number of sessions will only push your services further down or even out of the list completely (“at least for now”).
I almost can hear you asking “What should I do instead?” – Two things…
- Take control of the conversation! – Answer with a question. You may consider first asking them something like “What kind of issues would you like me to help you with?”
- Whatever their issue is AND… you have been trained and qualified to work with this issue, respond with “Great, I do that all the time!” and then go into details of what they can expect as a result of working with you. Remember to mention about you giving them a tool that they will be able to use for the rest of their life (hint: you’ll teach them self-hypnosis).
Also remember to bring up the fact that “based on the experience, clients usually achieve results in [X] sessions.”
As you do, here’s what’s important to keep in mind: at this moment they are shopping for your confidence, because the job of their subconscious is the same as yours – to protect. And anything other than confidence on your part will cause them to feel “danger!”
When they are ready to schedule an appointment with you…
Hypnotist Mistake #2: scheduling only one session
The sooner you help them to commit to their own progress the better it is - for both: them and your business.
Make sure to schedule all of the [X] sessions “right here right now” and to avoid the “no-shows”, ask for their credit card number that you will hold. Isn’t that what you are asked when booking a hotel? Likewise, make sure to let them know about your cancellation policy and what will happen if they don’t show up for their appointment.
What if they are not ready to commit – for whatever reason: because they are “shopping” or because they need time to re-balance their money?
Hypnotist Mistake #3: saying “goodbye” will not bring them back
But… sending them a brochure could. Plus, it will allow you to follow up with them with other offers like inviting them for a free workshop or selling them a CD…
The good news is: almost no one in our field does it, which means that as you incorporate these little changes into your practice, naturally, you’ll become their only choice.
To your success!