Every consultant and coach has an ideal client. Usually my clients are established in their work life and in their personal life. Koinonia Training and Consulting only sells premium services, which narrows the client pool to fit my ideal client. Countless life coaches have been forced to change the prototype of their ideal client because they’ve been faced with the fact that some potential clients can not afford their services.
Hearing, “I can’t afford you” can have a demeaning effect on a person’s self esteem and confidence, not to mention a person’s finances. I’ve had numerous life coaches ask me how to get their clients to purchase their premium series and see the value in their work. So, I decided to write this blog to shed light on how to handle the clients who see your value, but can not afford you.
Countless life coaches have been forced to change the prototype of their ideal client because they’ve been faced with the fact that some potential clients can not afford their services.
Develop a set of pre-prepared questions that will help you get a better understanding of the situation and that help guide the client to see the various options before her more clearly. If you haven’t created a sales script, I suggest that you consider creating one.
Building your sales script and also the potential lack of financial means into a “solution” when you make your offer. Make sure you are truthful, scamming is not a positive attribute of small business owners.
Use a positive review as a “social proof” story. If none of your clients have a success story, you may have another issue that needs to be addressed. Consider reaching out to long term clients and asking them for reviews.
Be prepared to coach your client around the issue. In other words, be prepared for the “no”. A “no” isn’t always rejection, it’s an opportunity to make sure that the clients sees your value clearly.
Here are three distinct questions that you can model to help you overcome objections:
1. Are all the decision makers on this call right now?
(You need to gather information about their life, work, desires, aspirations, etc. You can do this in a short 10 min conversation. Make sure you are listening to comprehend, not as a sales associate)
2. Is there any reason you wouldn’t be able to book with me right now?
(Allow the potential client to vocalize their concerns. Make mental notes and demonstrate your active listening skills).
3. What would make this offer work for you?
In so many cases, the excuse “I can’t afford you,” is covering up your clients fear of intimacy. Making a serious investment means they’re showing up for their biggest dreams. They’re allowing someone in, and they’re putting a stake in the ground and saying “Hey, I am so worth it!”
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Dr. Dee Evans
CEO, Koinonia Training and Consulting
Dr. Dee Evans is an internationally recognized consultant and celebrity life coach. She has been awarded several leadership awards and she is a respected educator and Christian leader. She is the author of several books, which include: "God, I'm Disappointed, Procrastination: A Kingdom Perspective on the Theology of Work". Connect with Dr. Dee Evans by visiting the links below.