Are you sabotaging your discovery calls before you even ask for the money?
I know I used to.
In fact, I used to write my prospective clients off before I even got on the phone with them.
In a lame attempt to protect my fragile ego, I would pour through their call application form, and justify why the client wouldn’t go ahead…
“They’ll not be able to afford it”
“They’ve already said money is an issue”
“They don’t seem committed enough”
“Their spouse will talk them out of it”
“They’re probably not a great fit anyway”
And then, once they got on the call with me, I’d be sitting there, psychoanalysing their responses to confirm my suspicions that they wouldn’t go ahead, before we even got to the money part.
As a result, by the time I got around to asking for the sale (that is, if I could even muster the courage to ask for it at all), can you guess what happened?
Yup, you got it! They trotted out every excuse in the book for why they couldn’t go ahead.
And you know why?
Because right from the get-go, I was treating them AS IF THEY COULDN’T.
And that is one of the biggest mistakes you can ever make when it comes to selling anything, and especially your coaching programmes.
As soon as I dropped the ego-fuelled chatter, that was designed to make myself feel better by predicting the ‘inevitable’ rejection, I started to treat every client AS IF THEY COULD, and WOULD, go ahead.
If they started talking about money issues, I would acknowledge them, certainly, but I no longer tried to pacify them nor made internal judgements that their financial situation would prevent them from going ahead.
And, as a result of doing just that, and nothing else, my conversion rate doubled.
Because let’s be honest…
Lots of clients go ahead, despite the fact that it might be more than they want to spend, even if that means borrowing money, using credit, or breaking into their household budget, and sometimes just because they decide that what they want is important enough to take their money out of a low interest savings account, and invest it in themselves.
JO DAVIDSON IS THE CLIENT CREATION COACH, A FIERCE AND DYNAMIC FORCE FOR WOMEN WHO ARE READY TO CHANGE THE WORLD WITH THEIR COACHING AND PROSPER IN THEIR BUSINESSES.
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