Do you want to know how to perform a 121 clarity session? In this episode, I talk about how to prepare, how to perform the session and also how to close deals with a high conversion ratio. After doing over 500+ one-to-one clarity sessions, this is the formula that works for me.
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What you will learn in this podcast?
Why it's important to perform a 121 clarity session in your starting phase?
What are the 4 parts of an high impact 121 clarity session?
How to close more deals through a 121 clarity session?
37 replies to "How To Perform A 121 Clarity Session"
How to perform a 1-2-1 clarity session?
Why it’s important to perform a 1-2-1 clarity session in your starting phase?
What are the 4 parts of a high-impact 1-2-1 clarity session?
How to close more deals through a 1-2-1 clarity session?
1. What is the topic and what problem are you going to solve? Before register? Before you register for the call collect data using google form understand what the problem and also mention before the call beforehand the time limit. Also depending on the paid and free call what is the difference between the two.
2. You need to break 30min into 4 parts Listen, gather, data first mins listening gathering data. Part-2 Reiterate the information collected data and repeat back to them so they are able to give a go-ahead part 3 give a game plan. Part 4 – Conversion I can deliver the solution this is the offer.
3. The better you understand prospects before the call more you will be able to convert the better you design the game plan the better you will be able to convert. If you convert better add a bonus. Higher value deal you can lead from a free clarity session to paid clarity session.
4. The more understand your prospect and the more customise your offer and give them a solution put in a limit. Make sure you set the context before you begin. Set the frame or theme to the customer before you begin.
#ilhfamily #ilhdeeplearner
Awesome insights, more power to you, Vijay.
121 The goal is to understand marketing at a deeper level. In the initial days, Sidz used to do 121 sessions. He recommends doing 121 sessions at l121 The goal is to understand marketing at a deeper level. In the initial days, SIDZ used to do 121 sessions. He recommends doing 121 sessions at least 500 sessions for everyone to understand the problem for 30 minutes. Be a good listener, understand the problem and gather data in the first 10 minutes. Part 3 The game plan or way to solve the problem. This requires planning a Part 4 solution with costs. Offer a special price. Add attractive bonuses within the specified time. The more you understand, the more you adapt. Make it clear that the call is for 30 minutes. Better than webinar based 121 but good for 121 new entrants. Set the context.east 500 sessions for everyone to understand the problem for 30 minutes. Be a good listener, understand the problem and gather data in the first 10 minutes. Part 3 The game plan or way to solve the problem. This requires planning a Part 4 solution with costs. Offer a special price. Add attractive bonuses within the specified time. The more you understand, the more you adapt. Make it clear that the call is for 30 minutes. Webinar based is better than 121 but 121 is good for new entrant.
I’m glad you found this learning journey valuable, Ram.
1-2-1 is more powerful for understanding a target market on a deeper level and also gives you more confidence
befoe 121 sessions you want to define what topic is the topic in the clarity session and what solution are you providing for the particular session. what problem you might need a solution to?
also before 121 sessions, you should collect data like the doctor ask the patient at first
break the 30 minutes session into 4 parts
1) should be listening most of the time and gathering data of problem- 5 to 10 minutes
2) retreat or reinforce your challenges to repeat back with
3) give them a path or game plan
4) give them an offer – conversion – add a bonus or time limit or any extra thing
don’t worry about whether they can be your customer or not
don’t focus on the conversion just focus on the prospect’s challenge
#ilhdeeplearner
Great insights, Ashvin!
Thank you Siddharth for sharing the Podcasts-
1-2-1 clarity session?
To Target Marketing to know the Target Funnel.Clarity session goes for 90 mins maximum . 1 to many.
Why it’s important to perform a 1-2-1 clarity session in your starting phase?
What are the 4 parts of a high-impact 1-2-1 clarity session?
How to close more deals through a 1-2-1 clarity session?
1. Topic and Solution, Under the problem and collect data, the clarity towards free and paid
2. 1st phase 30min into 4 parts Listen, gather, data first mins listening gathering data. Part-2 Reiterate the information collected data and repeat back and summing – Reinforce and Reinstate. 3 give a game plan description . Part 4 Conversion deliver the solution with Offer.
3. The better you understand prospects before the call more you will be able to convert the better it the better you design the game plan the better you will be able to convert them . If you convert better add a bonus.,free session or additional session Higher value deal you can lead from a free clarity session to paid clarity session. Rs25000/- deeper term . Customize the Offer . The clear on context .
#ilhdeeplearner
#ilhfamily
This is a pain point for me. Nobody answers google form. So This is done in the 121 call.
The 121 call I have been getting from other coaches seemed to be trapping me , because I was not sure of how to approach those calls.
May be that is in the back of the mind. But yes, how to serve the person better, is the idea makes the connection. eventually, it may turn to be converting. I need to work more on ; summarizing the data after Listening, reiterating and reinstating and give a game plan and give an offer.
🔥🔥🔥121 clarity session hack🔥🔥🔥…
You will know your audience on more deeper level …. You will gain confidence by selling one to one …. And then you can move one to many sales …
Collect data before actual session …so that you can analysis what solution to give …. Declare the topic for session … Declare time also ….
Divide you 30 minutes clarity session into 4 part …..
First part … Listening more speaking less …asking open ended question … You may ask some specific question …. To collect data ….
Ways to close deals …. Lead them to paid clarity session …
Tell them if you buy within 24 hours …of they pay within limit time they will get bonus ….
Tell them in advance …. There are 3 part of session first part your audience will speak and we listen so that we understand the problem … Second part you as a doctor tell them the game plan …. Third part we get know weather we can work for long term or not … Basically an irresistible offer ….
Don’t focus on conversion ….focus on audience challenge ….
Keep it for 30minutes only …
Its okay to cancel the session if they are not the right fit ….
Its okay to say No …that way you can save lots of time .
Thank you sidz…
Productivity tracker idea is wonderful ….
I am so greatful for it ….
— How to perform 121 Clarity sessions —
Understand your target market on a deeper level through 1-2-1 sessions.
Define what is the topic of that one-to-one session and what solution you are going to provide in that session. Collect the data beforehand to understand the problem and let them know about the time limit.
If it is a 30 min session, you need to divide those 30 mins into 4 parts. First Listen and gather the prospects’ problems, then reiterate the information to them to get a go-ahead. and then share the game plan. And finally, focus on the conversion.
The better you will understand the prospects’ problem, the better you will be able to solution you will be able to provide and the better you will be able to convert.
#ILHDEEPLEARNER
Hey thank you sir for sharing this super useful strategies to actually scale our 121 session successfully 🚀 . So below 👇 are my thoughts and learnings .
🔹HOW TO PERFORM A 121 CLARITY SESSION 🔹
1️⃣ USE OF 121 SESSIONS 👍 :
🔸It is the most powerful way to understand the target market in a deeper level And it will give you confidence so that you can do one to many type sessions freely if you do alot of 121 sessions .
2️⃣ HOW TO PREPARE FOR 121 SESSION 👨💻 :
🔸Collect the data (like what’s the problem is or what is his current situation etc) of the customer and that you going to take the session . So that you have a clarity on what you are going to share ..
3️⃣ HOW TO PERFORM FOR 121 SESSION 👨🎤 :
🔸Try to break the 30 min session into four parts
i) LISTENING (10 min) 🧠 : First 10 min you’ve to listen what your customer is saying and understanding his problem , Taking notes of his data . Speak less and let him/her speak more about his problem . You may ask questions open mindedly if there’s a need .
ii) REINTERATE / REINFORCE (10 min)🔁 :
The next time you got to do is Repeat the things what the customer is said during the first ten minutes back to the customer so that they feel like you understand the problem clearly .
In the next 10 min :-
iii) GAME PLAN 🏹 : Give the game plan to your customer and you don’t need to give solution directly , First you got to tell what is the gameplan to achieve what he want to achieve and set good context within the gameplan . Here you didn’t shared the solution like exact steps but you’ve shared what to do ..
4️⃣ HOW TO COVERT CUSTOMER TO LEAD 💵 :
iv) CONVERSION 🎯 : At the end of the session , You got to say I have a path where you can achieve your result and its gonna cost you this much of amount and give an offer like making the transaction within 24 hrs so that he/she get a bonuses or giving special coupon code / offer .
🔹 IMPORTANT POINTS TO REMEMBER 🔹
👉 Set the context before you start the session , Tell you customer how much time the session will go on so that he/she will have an idea 💡 on what to ask in that time period and solving his/her doubts .
👉 Understand 🧠 the customer with whom you are taking the session before you enter the meeting . Have a clear idea on what is the data that they have share .
👉 Don’t feel bad to say no to the customer if he/she actually Doesn’t fit and cancel the session before you enter the meeting so that your time will be saved .
👉 And last importantly try to focus on customer’s challenges rather on closing the deal if you understand really and have a clear idea about what he says , it will get easier to give him the path or gameplan 📈 . And the money will come as byproduct , If customer really feel that you’ve understood his/her problem and if they feel that you can solve their problem after listening to the gameplan that you’ve shared , They will make transaction ⛳ .
Lastly thank you sir for sharing this wonderful insights with us 🙏 . This will really help us in 121 sessions with prospects 🎯
#ILHDEEPLEARNER #ILHCOMMUNITY #ILHMEMBER
#ILHDEEPLEARNER
How To Perform A 121 Clarity Session
121 Clarity Session
Collect the data of the audience.
please give them the time frame.
1st part – Listening – 10 minutes. ask an open and close-ended question.
2nd part – Repeat and provide them with the information that you understand –
3rd Part – Give them the game plan or Path to solve the problem
4th Part – Conversion
Focus on the challenges of the customer.
#ILHDEEPLEARNER
Thank You Sidz for sharing one more powerful podcast
“ Powerful and impactful A 121 clarity session “
Why it is important ,what to prepare ,how to perform ,and how to close the deals and some imports,
A 121 session is most powerful session to understand target market into a deeper level ,and it gives better confidence and sell one to many scenario ,understand patterns and the target market problems and understand and provide the clarity session through 121 and give break through within 30mintures ,
why it is important to have 121 session ,
Before opening of 121 clarity session
Define what is the topic of 121 session and what solution you are going to give to those problems,( what problem going to solve )
Before starting the session or registration understand the problem ,what is the situation ,gather information or collect information what problem they are having ,before 121 inform how long it will be the call,
Break into 4 parts ,1)listening complete focus on understating collecting the information and data speaking less and listening more …
2)Repeat back, reinforce same thing whatever told these are the challenges you are facing for this
3)Game plan ,this is the way to approach for your problem, next 30 to 90 days you follow daily habits to solve your problem .giving prescription for 30 to 90 days
4)Conversion ,give them the offer ,for solution this will cost this much
How to close deals
Essentials Pointer Better you understand the prospect before the call better you are able to convert .
Better design and show your game plan again more we are able to convert, have a solution and provide with special offer for 12 to 14 hours, along with bonuses and discounts, and show urgency to take ,can have paid 121 clarity session of 90 mints and can sell high tickets courses ..have free 121 session on zoom for 30 mints and don’t expect sell out of that call focus on the prospect challenges and problems what they are facing and if the customer is not fit with all the information or data provided you can say No if the are not fit not right match .if they are not right prospect or customer for you .say this is not right for you ,you can cancel the 121 session ,save time ,time is precious time is money .
Thank you ….
#ILHDEEPLEARNER
1-2-1clarity sessions are the most powerful tool for getting someone to buy your products… It helps to get a much deeper understanding of the target customers. It actually serves as market research…
Benefits of doing 121 sessions are …
1. it boosts your own confidence
2. You can notice a pattern in the problems of target customers
3. This can help come up with a solution to optimize the 1-2-many sessions…
Thus, it is really important in the digital space…
How to prepare for the 121 sessions
1. Define the topics for the session and solutions that are to be provided
2. Collect some data to know the current status of the customer. this will also help with the defining of topics and solution beforehand
3. Fix the time limit for the session
Make this clear to the customer and to yourself…
How to perform the 121 sessions:
1. Let them talk: First 5-10 minutes, just listen to them.. take notes… ask open-ended questions to lead them into speaking in the direction of the topic…Ask some close-ended questions to get clarity… Take clear notes…
2. Reiteration: Sum up and reiterate the challenges of the customer from the notes you took while the customer was speaking… Repeating what they said, makes them feel understood and they will feel like trusting you better… So this step, the better it is done, the better the chances of their conversion…
3. Layout of the Game plan: After repetition, give them a plan or guidance that is customized to them… Keep this guidance like an overview…
4. Conversion: if they are satisfied or impressed or express something else give them an offer of how you can help them with following the guidance better… or you can help them understand this concept better…
After the last step is done focus on creating urgency…
2 ways to create urgency or FOMO (Fear of missing out)
1. Give them a special deal within a time frame
2. Give them a bonus within a time frame
Time binding is very important here. it leads to better conversion…
If there is a very high ticket course to sell… divide this into stages… sell a second paid consulting and then sell the high ticket course in the second 121 consulting session
Some additional tips to follow:
1. When starting the 121 sessions make sure to clear at the start how this session is going to go… the format/ overview…
2. If after the session, the customers turn out to be not ideal client, makes sure to not convert…. if it is clear that the lead is not right even before the 121 calls… cancel the session. Better to save time in such cases…
3. Focus on the challenges of the client rather than on conversion while doing the sessions
4. 121 is not a scalable strategy. So it should be done as a follow-up of the 1-2-many clients
This podcast was so enriching… Full of value.., Feel like I learned a lot in less than 20 minutes…
#ilhfamily #ilhdeeplearner
Thank you for this fantastic podcast. I am about to start a 1-2-1 clarity session to know my target audience so that I can design a world-class product.
🔥 What is a 1-2-1 clarity session?
– A Powerful way to understand the target market.
– Better confidence in selling the product.
– way to extract pain points from the target market.
– will give the pointers to design the best product.
– understand patterns
If we are starting off, then We can start with 1-2-1 as well as 1 to many.
🔥 HOW TO PREPARE A 1-2-1 SESSION?
– Be clear about the topic.
– What problem you are going to solve.
– Collect data
– Current situation
– Problem that your audience is facing.
– What they want.
– Duration – Tell your prospect about the duration.
– Be Clear whether it is Paid or Free session
🔥 HOW TO PERFORM?
An ideal 1-2-1 clarity session should be 30 minutes and divided into 4 parts
🔰 Part 1 – Listening (10 Minutes)
– Gather data.
– Collect all the possible data by asking open-ended questions
🔰 Part 2 – Reiterate or reinforce the data you collected.
So that your prospect will feel that you understand their problem.
🔰 Part 3- Game plan – Give them the path or game plan. no need to share the exact solution but yes
the blueprint.
🔰 Part 4 – Conversion – at this time we have to offer our product.
🔥 Few pointed to better conversions
– the better you understand better the conversions.
– the better you design the product, the better the conversions
– Create a sense of scarcity and urgency by offering a special price for 24 hours only.
– It is better to say no if the prospect is not the right customer
– Don’t focus on conversion, focus on the value you give.
#ilhdeeplearner
#ilhdeeplearner
#ilhfamily
Importance of 1 to 1 session _
1 . Understand your target market so that you hv the confidence
2 . You understand the pattern to hv deep connection with your market so that you can sell 1 to many down the line
3 . 1 to 1 is a great strategy to start off with , but it’s not a scalable strategy
4 . The only way to scale is you hv to add more sales teams _ that’s a totally different plan and process .
That’s why i prefer webinar based selling process compared to 1 to 1 sessions .
I tell my students to do 1 to 1s after they hv bought your product in 1 to many , give them a 30 minute clarity session _ in that give them offer to upgrade to level 2 or level 3 program .
It really works well in that scenario _ combination of 1 to many at the front end ,
Combination of 1 to many in the mid_end , pushing them to the back end of the funnel .
5 . Preparation of your 1 to 1 session _ you collect theor data .
!
Topic should be very clear
!
How long it will be ? _ clearly mention .
6 . How to perform 1 to 1 s _ 4 parts .
1st part _ listen to their problems
2nd part_ Re_iterate and re_inforce their challenges
3 rd part _ give them a game plan , not the solution
4 th part_ convert them by giving an irresistible offer
7 . How do you close the deals ?
_ by understanding your prospect better
_ by designing a really good game plan so that you can convert better .
_ by hving urgency and scarcityso within 24 hrs , if they get in , you can give them a special offer
_ if you want to give them high ticket product , offer them another paid session .
_ set the context, keep it under 30 mts, focus on conversions
_ focus on prospects challenges
_ ok to say no if they are not rt fit for your offer , then you can cancel 1 to 1 session .
_ theses are most essential pointersi hv been able to share within 14 mts .
How to perform a 1-2-1 clarity session?
Benefits- It gives an idea to understand the market better.
– After lots of 121 you will observe a pattern to the common problem.
– People open up easily and share their burning problems.
– It gives confidence to serve many people later.
#Elements of 121 session
●How to prepare?
: Define the topic
: Define the problem you are going to solve
: Before 121 collect data more about the person
:Understand the problem
:Mention the time frame before itself.
●How to perform better in 121 ?
1-Break 30mints into 4 parts.
-First 10 mints Listen more to the customers , speak less.
-Leads by asking more open ended questions.
-Gather data & take notes.
2.Reinforce, Reinstate & Retreat the problem.
3.Give them a game plan. Set the context.
4.Give them a offer
●How to close deals ?
– understanding customer better
– better design the game plan
– give a time limit for transaction & add bonus
-create urgently & scarcity
– more customized more results
#ILHDEEPLEARNER
Good takeaways, Mahesh. Thank you for sharing 🙂
#ILHDEEPLEARNER
121 session is the most powerful way to understand what your target market wants.
You will understand the patterns of the problem that your target market face
It will give you confidence to sell 1 to many
How to prepare?
Define what is the topic of that 121 session and what solution you are going to provide to that problem.
Also collect data before the session so that you can diagnose the problem.
Also mention the time duration of the session beforehand
Also make it clear if its paid or free session
How to perform this session?
Break the session into 4 parts
Listen and gather data by asking questions (open ended and close ended questions) – 10 mins
Reinforce and Reiterate the same thing what your prospect had told you about the challenges – 5 mins
Game Plan:Give them the game plan to solve the problem not necessarily the solution itself and set the context
Conversion: Give them the offer and tell the price if they need your help
How to close the deal
Offer the solution with time limitation (may be 24 hours) to give discount.
Add bonus if they close in the given time.
If it’s a high-ticket offer, offer them a paid session (around INR 5000) in depth session for 90 mins to give the solution and close the high ticket deal.
Don’t focus on converting but focus on giving them the solution so that they feel you care for them.
You can say “No” beforehand, by seeing the data they fill while booking the call, if they are not the right fit.
Time is money and you need to save time.
For webinar sales, offer clarity session in L1 and on that clarity you can offer L2 upgrade with a special discount
Awesome! More power to you, Vivek.
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🙌 Thanks a ton, Banibrata! Great to have you in our community.
Key Takeaways:
After selling product through webinar 121 clarity session can be offered in which you can offer to upgrade the product to L2 and that is also in special price. 121 clarity session should be done by new business setters so that they can understand the target market better and to observe the problem or desire patterns.
121 clarity session can be of 15 – 20 minutes session and went out to 30 minutes, 40 minutes, 1 hour or 90 minutes session.
How to prepare :- Before opening 121 session you have to decide what will be the topic of that session and what solution you are going to provide on that topic or what problem you are going to solve.
When people are registering for 121 session, collect data – what is their current situation, what is the problem so that I can understand what you are going to solve. Also before going to the session, mention the duration of the session and also tell whether it is free or paid session.
How to perform :- It consists of 4 parts –
1. Only listen for 5 – 10 minutes at beginning to understand what the prospect has the problem you to solve. Listen, gather data and understand their problem. Ask question to lead and allow them to speak more and more.
2. Restate and reinforce challenges that your prospect is actually facing. Simply, list the problems and tell the list in front of them and ask, “Are we on the same page?” By doing this, they will go to feel you really understand them.
3. Give the game plan or path to solve the problem.
4. Close the deal. You give give them an offer.
Key points here to remember:
a) Better you understand you will be able to convert more.
b) Better you design or show the game plan more you will be able to covert.
c) Offer special price for first 12 – 24 hours. Add bonus for fast action takers. These will enhance the conversion rate.
Some important pointers 👉
– Set context very strong.
– Don’t focus on conversion, focus on prospect’s challenges.
– It is okay to say “no” if they are not right fit. In fact, cancel 121 session at first only if you understand that they are not right fit for your product.
#ILH Deep Learner
🙌 Thanks a ton, Ananya! Great to have you in our community.
#ILHDEEP LEARNER # ILH FAMILY
Podcast- 1-2-1
1. 1-2-1 is a powerful process to understand clients and their issues.
2. Process – preparation beforehand.Understand the clients and prepare a handout to follow
3. Collect their data – physiological & psychological details through a questionnaire and take note of important points after reading their response during 1-2-1 sessions.
4. Date and time and duration to be told to them much earlier and reminded appropriately – the appointment
5. 1st. phase 10 min. Listen intensely.
6. Next summarize and paraphrase what you heard to get confirmation & remain on the same page with the client.
7. Based on the issues deliberated, suggest a game plan for them to follow.
8. And at the end, give them an offer of a consultation program pricing, number of sessions and duration of each one.
9. Closing the deal – create time pressure/urgency & bonus.
10. You may offer a free 1-2-1 or a paid one also.
11. Record the session and give feedback.
12. Don’t get pressured to convert. See if the client is a perfect fit. If not, say no clearly.
13. One can do a 1-2-1 after the webinar and someone purchased.
14. Perfection comes with practice, patience and proper preparation for the event.
Awesome, Great Insights, Janardan. I’m glad you found this learning journey valuable.
#ILHDeeplerner
121 will help you to understand the target market and also help you to establish.
Before doing 121 you need to clarify what you want and what is expected outcome.
Before the meeting call itself .
Preparation session _30 minutes clarity session .
1st 10 minutes listening more
2nd 10 minutes retreat the whole case .
3rd 10 minutes game plan or path .
Part 4 is conversion .
Within 24 hours for a good gift for conversion.
Great takeaways, Praful.
#ILHDEEPLEARNER
Thank you for the informative podcast.
1-2-1 clarity sessions are Powerful to attract your target market & close more deals at the starting phase of your journey. Then can shift to 1-2-many as you grow in your business. But its good to have combination of both also in the initial phase of your digital coaching business.
Importance of 1-2-1 clarity sessions :
– helps you understand your target market on a deeper level
– gives you confidence
– get the knack of selling to 1-2 -many as you are ready with the solutions by doing many 121’s before
– connect better as you can understand patterns of the problems the target market is facing
How to prepare:-
– define what is the topic & solution to be provided to the problem
– collect data about their correct situation ,problem(better to be ready to prescribe solutions)
– mention about the timings of the session
– what kind of the session -what they will be getting in free/ paid session
How to perform/conduct :-
30 mins 121 should have 4 parts
1. First 5 to 10 min – Listening phase – stay focused on the customer, gather data through some questions(more open ended questions) & understand their problems, taking notes.
2. RRR(Reinforce-Reinstate-Reiterate the case through summarizing the data from The listening phase, helps them to get confidence and are ready to accept the solution which will be provided then
3. Game plan – path to solve the problem, not necessary the solution (sometimes) and set the context
4. Solution with the irresistible offer & price- to convert
How to close deals
– the better you understand your customer well, the better you will be able to convert
– the better you design & show your game plan, the more you will be able to convert
– Special price offer validity for 12 hours to 24 hours(Limiter)
– Add a bonus within the offer time
To sum up with these essential pointers:-
Set the context of the session at the start only and make it very clear with time limit.
Don’t focus on conversion, focus on the prospects problem only in the session, let them feel that they have been understood well.
Be ok to say “No”, if they are not right fit . Can cancel before only while registering stage to save time as Time is money.
Awesome, Great Insights, Jyotsna. I’m glad you found this learning journey valuable.
Key learning’s from 121 Clarity sessions —
Understand your target market on a deeper level through 1-2-1 sessions.
Define what is the topic of that one-to-one session and what solution you are going to provide beforehand. Collect the data beforehand to understand the problem and let them know about the time limit.
If it is a 30 min session, you need to divide those 30 mins into 4 parts. First Listen and gather the prospects’ problems, then reiterate the information to them to get acknowledgement and focus of prospect. and then share the game plan. And finally, focus on the conversion.
The better you will understand the prospects’ problem, the better you will be able to give the solution and better chances to convert.
#ILHDEEPLEARNER
These are some good points, Rahil. More power to you 🙂
How To Perform A 121 Clarity Session
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1 to 1 sessions helpful in understanding market
Know exactly what your audience needs
Establish deeper connection with audience
Struck a formula
How to prepare perform and close the deals
Why it is important to have a clarity session
How to prepare
– Define what is the topic of the session and what the solution is
– Collect data before the call as a doctor you will be able to evaluate the audience
– Mention before the call – how long it is going to be
– Break this clarity session in to 4 parts
– Listening 5 to ten mins
– Gather data and understand problems
– Allow to speak
– Reiterate the challenge – paraphrase
– Make them feel that You understand their objective
– Part three – give them game plan – path to solve the problem
– The better everything is ,, the better the result is
– Special price for few hours
– Bonuses for transacting fast
– Offer paid clarity session
– Acknowledge them properly
– Make everything clear
– Do not focus on conversion
– Focus on solving the challenges
– Be ok to say NO
– Time is money
–
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Key-Notes:
1. It will help us to understand patterns of common problems our target audience are facing
2. We can understand what type of solution we need to provide.
3. It will also provide deeper connection to our target market.
Elements to Perform 121 Clarity Session
• How to Prepare:
• We need to define What is the topic
• What problem we are going to solve in that session
• Understand Problem and Collect the Data Before start the session
• Set the mindset about the session time like 30 mins or 1 hour like that.
• Set the expectation out of that session based on the session type (Free or Paid session)
• How do we perform
4 parts
1. Listening: Listen for 5-10 mins about their story,problems,take notes(data) , understand, ask questions
2. Reiterate: Summarize what they told in last 10 mins and list out challenges and ask them our understanding about their problems to ensure that we are on same page. (Reinforce). Don’t provide any solution straight away.
3. Provide Game Plan:
a. Give Path or Plan
4. Conversion
a. How to Close Deals
i. If we understand the Problem of Prospectus Better before call then we can convert better
ii. The better you design and show your game plan
iii. If we provide special price for 12-24 hrs and ask them to join before that time
iv. If we they convert in 24 hrs then give one more bonus offer like extra free session of some topic like that
• Set the Context Strong before starting of the session
• Give Chance to Our Audience to Speak for 5-10 mins about their problem and just listen and collect data
• Summarize your understandings and Come up with a Game Plan
• Based on the Outcome either make on offer and close the deal or drop
Sales Pitch
Conduct One-Many -> Conduct 1-1 Clarity Session -> Offer the Paid Solution at L1 -> Upgrade to L2 or L3
Why 1-1 is important?
helpful in understanding your target market better, deep connection with customers and tailor your product to suit the customer.
How can 1 – 1 be performed?
Preparation- Define the topic, how to provide solution
Collect data from the customer so that you can diagnose the problem to arrive at a solution.
Mention the time beforehand, pricing – free / paid
Perform
Divide into 4 parts
1. Set the context right , give the overview. 10 minutes of listening taking notes
2. Reiterate the challenges
3. Offer a path / game plan to solve a problem. Not the direct solution to take.
4. Conversion
Closing deals
Better understanding of the person
Designing the game plan better
Special deals with a sense of urgency
Irresistible Bonus
Focus on the customers problem not on conversion alone
If you feel not a right match refuse
1 to many , then 1-1 once product is brought with deals to upgrade to L2.
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This Podcast nose dives into the strategy at the beginning of starting this digital trainer business by focusing on 121 clarity session.
This session will help us to understand the pattern and problems of # the target community . It gives us better and deeper understanding of the target market prior to 1 to many – ordeals .
This envisions four parts :
1. a) Prepare for the session- by sending across google sheet for prospects to fill in and define their business and challenges
b) During the process of registration itself understand their current situation and collect data on the same
c) Decide on how long the call and whether free or paid session . High ticket 121 will have free session followed by paid short term sessions for serious contenders
2. perform -consists of four critical parts –
2.1 LISTEN :a) Listen others for their wants and their challenges – ideally 5-10 mins
b) Ask questions- open end or close end ones – for the first ten minutes
2.2 REITERATE – Reinforce – what was listened to – which will make the target customer feel homely and feels assured , he has been listened fully
2.3 reconfirm whether the sum up of the challenges are reflecting both are on the same page
3. Game Plan- offer Game Plan – and not solution to the problem reiterated . Suggest the path way and not solution like change in lifestyle within next 30 to 90 days commitment – no prescription at this stage . Set the context only
4 CONVERSION :
CREATE POWERFULLY THE CONTEXT OF THE SESSION AND WHAT THEY CAN EXPECT FROM THE SESSION AND WHAT IT DOESNOT OFFER
Do not focus on conversion rather than on their challenges . Pointers to close the deals are highlighted in the podcast –
> check prior to 121 – intention of the participant and fitness of profile for the session. You may cancel the session , if it is throwing up wrong cradles babies – Your Time is Money – so safeguard it
>Better give solutions , if you have with package deal , you plan and offer
> Better give discount Offer , if they take urgent decisions with 24 hours
> For people who are decision makers – offer them bonuses too and a free session . For High ticket customers – offer them twin pronged – care- level 1 – free session followed by nominal fee – Paid session
The formulae may alter for different domains .
Sridhar Kinhal
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