We’ve all experienced this scenario: You’re on the phone with a potential client. You’ve had a great conversation about what she’s struggling to achieve. It’s clear to you both that working with you is the best next step for this person, so you make the offer of your services. After a pause, she says… “I’d love to, but… I just don’t have the money for your program.”
Is lack of money the real reason that your potential clients has said no to you offer?
Many coaches and solo-entrepreneurs take statements like “I can’t afford it” at face value. Certainly you don’t want to twist someone’s arm or manipulate them into working with you. However just keep in mind that the majority of the time when someone says,
“I can’t afford it…”
“I don’t have time…”
“I have to think about it…”
… It’s an excuse…plain and simple.
Here are 3 things That Your Potential Client Isn’t Telling You.
1. Your program or service isn’t right for them.
They really don’t need what you have right now. Frankly, this HIGHLY unlikely, since you got to the point in the conversation where you discussed your program or service. If they hadn’t needed it, you wouldn’t have offered it. However sometimes during a conversation your potential client can decide to change course…and as a result she no longer needs your particular type of support.
2. They don’t see the value in what you’re offering.
Basically, they’re unclear either about their exact problem or in why they should invest with you. In this instance they probably don’t understand how your program or service will help solve their pressing problem. (They also don’t see the reason why they should invest with you right now.)
3. Some form of fear.
This is usually the unspoken truth! Your client knows she needs to make a dramatic shift to solve her problem, but this reality triggers massive fear. The part of her that wants to remain in her safe, (stagnant) comfort zone reacts.
And then there are other fears: fear that they can’t get the results, fear about telling partner/spouse about working with you, fear of being judged (by you or someone else)… the fears go on and on.
So how do you uncover the REAL issue… without being pushy? The answer is to get curious, stay detached, and ask questions.
When your client is facing a life altering opportunity, their fears can sabotage them. They need you to support them in achieving their best, fullest life. When people give into their fears, they miss out getting your help to get what they really want. And you miss out thousands of dollars in income over time…(all because you didn’t want to be rude or inconsiderate).
The Next Time You Hear “I Can’t Afford It,” Try This Script…
“I’m hearing that [money...time, whatever] is a concern for you. May I ask you a question about that?”
People are rarely challenged when they raise financial concerns. You’re going into uncomfortable territory when you don’t easily let them off the hook. Be sure to be respectful so that you don’t lose your potential client’s trust (and the sale).
Now it’s time to find out if it’s really about the money. If it’s about value, return to their problem and emphasize the cost of not getting it solved. If it’s truly about the money, you can refer them to someone else, or help them find the money.
It’s easy to take “I can’t afford it” personally—meaning that you get flustered and end the conversation. But remember, this conversation is about your client’s decision to transform her life. By not buying into their excuses, you take a strong stand for them and empower them to make an important choice that can substantially improve their health, wealth and happiness.
{ 0 comments }
