Have you spent more time than expected on a sales call only to have the potential client say “I’ll think about it”, but then you never hear from them again? Whether you are new to online nutrition coaching or not, losing a sale doesn’t feel great! Trust me my friend, I know from experience!
My name is Tony Stephan, and I’m a dietitian business coach. I help RDs make more IMPACT and more INCOME through nutrition coaching. However, before becoming a dietitian business coach, I was an RD nutrition coach. I served thousands of nutrition coaching clients over a time span of 12 years. My successful nutrition coaching business is what led me to where I am today. Now, let’s dive into the 3 reasons you may have lost the sale and review some tips for improvement!
You lost the sale because you were needy.
A need for anything gets in the way of everything. The most abundant people approach sales with HILA: High Intention, Low Attachment.
Having high intention means you highly intend to accomplish the goals laid out before you. This requires you to get clear on what you want and what you can provide. Clarity allows you to communicate things clearly and helps you take more meaningful actions. Having low attachment means not clinging to what you think “should” have happened. As an RD entrepreneur you must expect the best while being prepared for the worst. Have positive energy on your calls, but don’t let objections ruin your day!
When you approach sales and coaching with HILA, your focus is on the journey rather than the destination. You don’t focus on objections as a negative. Instead, you consider objections as feedback to what you can improve upon next time! This is your business journey, after all. Own it!
You lost the sale because you talked too much.
As dietitians we often love to talk about how we are the real nutrition experts. (We are, after all!) But sometimes we go way too in-depth or spend way too much time disclosing our education, training, certifications, and more. While all of this is valuable, your job on sales calls is to have the potential client talking MORE than you. How else will you learn if this client would be a great fit for your nutrition coaching program?
A professional asks the right questions to get the prospective client to sell themselves on YOU, not the other way around. This takes practice, but I believe in you! Listen more and talk less.
You never actually asked for the sale.
Or, if you did ask for the sale and your prospective client objected, you didn’t meet their objections with the right questions! It is SO important to be a problem solver. You have the solutions to their problems and pain points. But it’s up to you, the dietitian nutrition coach, to help them recognize and understand that. Be sure to make a clear offer or two, and don’t overwhelm them with too many options! For most, having 2 or 3 different options works well!
If you’re looking to start your own nutrition coaching side hustle, you’re in the right place. We are so proud to be a part of the movement of dietitian entrepreneurs who are making more IMPACT and more INCOME! In the Dietitian Nutrition Coaching Certification, we teach our students how to set their dietitian nutrition coaching business up for success so that they can make the IMPACT they desire and the INCOME they deserve.
Check out our FREE resources below to get started.
