Client Enrollment

Guide.
© 2022 Integrative Nutrition, LLC
Client Enrollment Guide.
Enrolling clients can be a bit intimidating, especially when you’re just beginning your
career as an Integrative Nutrition Health Coach. Most people choose health coaching
because they want to help others live healthier, happier lives. Coaches also want to
earn an income, yet many feel uncomfortable with the idea of selling their services.

OVERVIEW

Enrolling clients is vital to your success as a Health Coach. It’s the way you welcome
clients into your coaching program, expanding both your impact and income. The
ideal time for enrolling clients comes at the end of the Health History session. At this
point, you’ll have explored the client’s primary health concerns, goals, and challenges
in your time together.

Consider reframing any negative beliefs you have about sales. Think of enrolling
clients as finding the ideal match between your services and the client’s goals so you
can make a positive impact while making an income doing the work you love.

Refer to this guide as needed before Health History sessions for added confidence
and structure as you build a thriving coaching practice.

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PUT IT INTO PRACTICE

Follow these steps to successfully enroll clients.

1| Recap the Health History.

At the end of the Health History session with the potential client, recap what you
discussed. Here are suggestions to ensure you clearly understand them:

• Provide a summary of their goals and challenges.

• Confirm the summary you provided is accurate. Ask, “Do I understand that
correctly?” or “Do I have that right?”

• If yes, move on to the next step.

• If no, ask a clarifying question, such as, “Can you explain what I have wrong
so I can better understand?”

2| Instill confidence and get permission.

Once the two of you are on the same page, let them know you can help. Ask permission
to explain what you can offer. Here are some tips to help you work through this step:

• Assure them that you’re confident you can support them by saying, “These are
the types of things I specialize in helping clients with” or “I can help you with
this.” Let them know they’re not alone and that there’s hope.

• Before going into the details of your coaching program, get permission by
asking, “Would you like to hear about what I offer?” or “Would you like to know
how we can work together?”
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3| Explain your coaching program.

If you’ve made it to this step, the potential client is interested in hearing about the
details of your coaching program.

Example Script: “My coaching program is six months long, which gives us enough
time to help you form new habits, build a healthier lifestyle, and work through
challenges along the way. We’d meet twice a month, every other week, for 45
minutes at a time. In each session, we’d focus on making progress in the areas of
your health that we explored today. We’d also create a sustainable plan toward
your wellness goals to set you up for long-term success. Based on what you’ve
shared with me today, I think this would be a great fit for you.”

Here are some suggestions to explain your program:

• Describe the specifics of your program.

• Keep your explanation clear and concise.

• Present your services as individualized, holistic, and different from other

• Follow up by asking, “Is this something you’re interested in?”

• Clients will respond in one of two ways. Here’s how to handle each:

• If they’re not interested, ask, “What do you think would be most helpful for
you at this time?” or “What is it you’re looking for?” Based on their response,
explore how they can pursue those options – either through your services or
elsewhere.

• If they’re interested in your program, say, “Great! The only things left to
discuss are logistics and payment options. Before I get into them, do you
have any other questions?”
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4| Discuss logistics and payment options.

The potential client is excited about your program, and they want to know more.
Consider these tips for explaining the details of your coaching program:

Logistical Details

Example Script: “We can meet in person or virtually, and our sessions will be
every other week, at a consistent day and time that works for you. Do you have any
preferences for how and when we meet?”

• Explain how you work with clients – in person, virtually, or a mix of both.

• Let them know you’ll agree on a consistent day and time for your sessions.

• Ask their preferences.

Financial Details

Example Script: “The cost of my six-month coaching program is $1,500 if you pay
in full, or I offer a payment plan that’s six monthly payments of $300. Which of
those options would work best for you?”

• State the price of your coaching program and identify available payment
options, such as paying in full, payment plans, and any discounts you choose to
offer. Keep in mind that these figures may change depending on your offerings,
target market, and experience.

• If your potential client chooses one of your payment options, move forward.

• If there are financial objections, ask them what the barriers are and explore how
they can be overcome, just as you will when you’re their coach.
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5| Review and sign the Program Agreement.

It’s time to make your coaching relationship official, with the Program Agreement.
This agreement includes a detailed description of your offerings, including an outline
of your program, the services offered, and the price. It also includes a disclaimer and
legal waiver.

Without the potential client’s signature, there’s no agreement between the parties –
which means you can’t collect payment and start providing health coaching services.
Here’s how to complete this important document with your prospective client:

• Review the Program Agreement together and ask if they have any questions.
Make sure they understand the details.

• If you’re meeting in person, give them the form to read, sign, and date.

• If you’re meeting with them virtually, email them the form so they can review,
sign, and send it back to you.

6| Collect payment.

Once you’ve received a signed agreement, you’re ready to receive payment and
initiate the coaching program. Here are some guidelines for collecting payment:

• Choose how you’ll take payments – by check, credit card, cash, or online
payment service.

• Collect payment as soon as possible, whether as a one-time payment in full or

• Provide receipt of payment to your client.

7| Wrap up the session.

Once payment is confirmed, wrap up the session by leveraging the momentum from
this commitment and the excitement your new client’s feeling. These tips can help
powerfully end the session and conclude the client enrollment process:

• Welcome your new client to your coaching program and let them know your
work together has officially begun.

• Schedule your next session – sooner is better – and put it in your calendar.

• Provide and explain any resources, tools, or forms you want them to review,
complete, and return.

• Ask if they have any remaining questions.

• Thank your new client for their commitment to their health and wellness
and entrusting you to guide them on this journey. Let them know you’re fully
committed to their success.

8| Celebrate.

Every time you enroll a client, take time to celebrate. It’s exciting, knowing you get to
do the work you love by helping others live healthier and happier lives! Here are ways
to allow yourself to celebrate:

• Give yourself space and time after enrolling a client.

• Feel gratitude for your success as a Health Coach and the opportunity to
support your new client.

• Reward yourself with an activity you enjoy.