Mastering Enrollment – The Key to Client Engagement

Enrollment Conversation

People engagement continues to be highly discussed topic in the areas of recruiting & retaining employees, managing and developing staff, and also engaging clients in sales.

For today’s discussion, let us look at the world of sales; client engagement continues to be a great challenge for many sales professionals.  One key skill that has emerged from a coaching perspective is to understand and apply the art of enrollment to activate effective engagement. And so, what is it?

Enrollment is the art and skill of engaging and/or inspiring someone in a possibility for their life.  It is a genuine and sincere approach to grab people’s attention and interest towards your idea or what you have offer to fulfil their goals or dreams. Through the process the sales professional is able to focus on the client’s agenda rather than their own and support and co-create solutions which bring greater value in the conversation. At the end of the conversation, the potential client’s feels supported and empowered. Your focus shifts from, what’s in it for me? (WIIFM) to, what’s in it for you? (WIIFY).

You will see tremendous results by applying the art of enrollment in whatever you do. Enrollment is a process that transforms doubt and apprehension into trust. It is a process that removes fear and the traditional need to understand things before choosing a result. To sum up, sum of the key skills required includes genuine interest in the other person which allows the other person to want to continue the conversation. Then if you can effectively link between what they want in their lives and what you have to offer and that is enrollment at its best. Coaching competencies, including establishing client’s agenda, building trust & intimacy, deep listening, presence, powerful questioning become key indicators for effective enrollment and needs be mastered.  Some powerful questions for enrollment are including in the coaching journal.

Wish you powerful enrollment conversations!

Coaching Journal

1. What is important to you right now?
2. What some action steps that you take now to achieve the results you want?
3. What do you see applicable from my recommendations/ solutions that will assist in taking those steps?
4. What value does it bring from you when you achieve those steps?