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OPENING CONVERSATION
“Hey _____, how's it going?! I'm excited we are connecting today! Is this still a good time for you?"
"Great! My name is ____. I would like to start off by thanking you for taking the time to talk to me about our Acne Program - I'm really hopeful you will get some answers today!"
"Let's get started!"
UP-FRONT AGREEMENT
TIME AVAILABLE
“I'm going to outline what the next 15 minutes will look like so you know what to expect"
PURPOSE:
“We will briefly discuss your acne journey, and what actually causes acne - and how that relates to you!”
"If you are a good candidate for our Online Acne Program, I will talk to you about what our Program includes and answer any of your questions."
"If you do not need to complete the Online Acne Program, I can make a couple of product recommendations for you based on our discussion regarding your journey with acne!"
CLEAR OUTCOME OF MEETING
“At the end of the meeting, you will have hopefully learned a few things, and feel like you know which steps to take next!"
"Sound good?"
UNDERSTAND THE CLIENT’S SITUATION
The coach should seek to understand, not be understood.
So, I want to ask you a few questions about your skin...
Can you tell me how old are you?
How long have you suffered from acne?
If it is >1 year, acknowledge how hard that must have been
What have you done to try to get clear so far?
Try and compliment something they are doing
Try to follow their description of treatment history with “After hearing all that you have tried to get clear, I am curious on average, how much do you think you spend on skincare products and services per month?”
Demonstrate empathy and commiserate with their challenges by repeating some of the highlights of what they said
Give them a reason for WHY they are a good fit for the program
Share how that must be difficult and make you feel <insert emotion 1> and <insert emotion 2>
Restate the negative impacts acne had on their life and acknowledge they have had a tough journey
TRUTH ABOUT ACNE
“It definitely sounds like you are a good fit for the program, would you mind if I share a bit with you about what makes our program work and What Acne REALLY is? There are so many misconceptions out there!”
Definition of acne and that it is a genetic condition
Skin adaptation (include what failed them in the past- this explains why it failed)
90-day cycle (explains why the program is the length that it is)
We clear what is on the surface and below the surface = “clean slate”
Incorporate what they shared in Section III and then go into "We treat the internal and underlying causes of your acne (herbs and supplements) and take a holistic approach.
The reason you have not gotten clear so far is that a “one-off” approach simply does not work."
Hormones and gut
Stress
Foods that trigger acne
Pore clogging ingredients
PROVIDE HOPE & OVERVIEW OF OAP | OAC
"I think you are a perfect candidate for our Online Acne Program. Our goal is to help you feel supported on your journey to clear skin, and for you to graduate the program knowing how to keep your skin clear for the long haul. We are not a quick fix, but we are a lasting one! We hope to be the last place you go to for clear skin."
"The next step toward joining our Online Acne Program would be to purchase and book a Consultation with one of our Acne Coaches!"
"Your initial consultation is a 1-hour video session with an Acne Coach, who will come prepared with your custom acne treatment plan after reviewing your health/lifestyle history. Your Coach will also dive deep into the root causes of acne, acne triggers, any dietary changes, and pore-clogging ingredients you will want to stay away from."
"After your consultation, you will have the option to join the Online Acne Program or not - regardless of your choice, all of the information you receive during that call is yours to keep!"
"That's the last step you would need to take before starting your clear skin journey! And bonus - if you do join, the Acne Coach you met with during your consultation will be your dedicated Coach for the duration of the Program - how awesome is that?!"
INVITE CLIENT TO DETERMINE FIT
(Only if monthly spend was not obtained earlier in the call) “So, we covered a lot and it was such a pleasure getting to know you and your experiences trying to get clear. After hearing all that you have tried to get clear, I am curious on average, how much do you think you spend on skincare products and services per month?”
If they are not sure, say “just a rough guess is fine”
“Based on what you learned, do you think booking a consult makes sense for you? It is only $55 and has a 100% money-back guarantee.”
If they say they are INTERESTED, the coach schedules them and takes credit card
If they say they are NOT INTERESTED, ask them “is there a specific concern that I can answer a question on for you?”
coach checks the box in Infusionsoft and they do not receive a Custom Price Quote. They will receive product email nurture series
If they are NOT SURE, the coach says “You know what. I have a couple of minutes before my next call and will record a short video that explains the benefits of the Online Acne Consult and the investment required to join the Online Acne Program, so you can decide whether we are a fit. Any last questions or concerns?
