126. Why Your Great Q&A Calls Are Ending in Crickets (And How to Fix It)

The Financial Coach Academy® Podcast

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8d ago 28:15

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You hang up from that Q&A call thinking you really connected with that person. They'd be so great to work with. You know you can help them. The conversation went great.
And then it's crickets.
They didn't give you an answer on the call. They said they'd think about it and get back to you. But then that person ghosted you or just fell off the face of the planet.
Does this sound familiar? It's so frustrating, and you're really left wondering what went wrong. Why didn't they say yes? Did you miss something?
This keeps coming up in our Facebook group and mastermind: coaches saying the exact same thing. They had this great Q&A call that got booked, but afterwards, nothing. The person just disappeared.
What's actually happening here is that you're making two very common mistakes on these calls, and they're probably happening at the same time without you even realizing it. The first one is that you're accidentally coaching on the Q&A call. The second is that you're overselling or over explaining everything you can possibly do.
It's very easy to fall into coaching mode when you genuinely want to understand what's been happening with someone and their money. Before you know it, you've given them half a dozen little suggestions along the way, and now they either feel like they have a list of things to try on their own, or they think coaching won't help because they've already tried everything you just suggested.
Then there's the overselling part. You get excited about all the ways you can help, so you start talking about your budgeting system and getting clear on their vision and looking at spending and your three-month program and planning for their kids' college and financial independence. Talk about overwhelm.
The thing is, by the time someone reaches out to a financial coach, they've usually already researched everything they can. They've likely been trying to overcome this challenge for years on their own. They're desperate to know if they can find help or not, and what they want is simple: to know that you can solve their problem.
Your job on the Q&A call isn't to sell yourself or prove your value. It's to learn about what they're experiencing and clearly communicate yes or no, this is something you can help them with.
Listen in to this week’s episode and we’ll give you the tools to do just that.
Links & Resources:

Key Takeaways:

Stop coaching on your Q&A calls. When you give suggestions and strategies, prospects either think they can handle it alone or that you can't help them since they've tried your ideas already.
Your only job on a Q&A call is to answer one question: “Can I help solve this specific problem, yes or no?” Everything else is a distraction that confuses prospects and kills conversions.
“I can absolutely help you with this” said twice beats explaining every service you offer. Validation and confidence convert better than comprehensive overviews.
Keep Q&A calls to 15 minutes maximum. If it's taking longer, you're coaching, overselling, or not confidently leading the conversation.
Schedule Q&A calls separately from coaching sessions and create mental barriers so you don't carry coaching energy into sales conversations.
Financial coaching prospects want solutions, not coaching experiences. Unlike life coaching, they don't care about the process, just whether you can solve their money problem.
“I need to think about it” means you overwhelmed them with information instead of clearly addressing their specific concern.

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