We’ve all been there… that moment when someone says, “I love what you do and I REALLY need what you offer, but I don’t think I have the money to work with you right now.”
Or they say that they need to talk to their husband first.
Grrrrrrr, right? Especially if you KNOW it would be an amazing fit and create a lot of transformation for them.
How do you deal with the disappointment or make sure it doesn’t happen in the first place and is there a way to turn it around?
It’s a situation that any entrepreneur will be familiar with, and I’ve got lots of tips for you to deal with it.
Plus, I’ve got a great free resource for you, a way to identify your money blocks based on your industry.
Let’s unpack it now, Lucky Bee.
Listen below or download here.
Pretty much any business owner has heard this from potential customers – so, how do you avoid the situation in the first place?
Make it clear upfront
First, look at how you screen your clients, and what you’re telling them (or not!) upfront about how much it costs to work with you.
You need to work on this if you’re constantly getting clients who seem to expect freebies, or maybe they express surprise when you ask them for money.
Screening is all part of the marketing process, but if you’re unclear or blocked in some way, it’s an easy one to overlook.
Check that you’ve made it clear:
- Who you work with (your ideal client) and who you don’t work with.
- What stage it’s appropriate for them to hire you.
- That there is an investment involved to go further with you.
I’m always amazed at how often these three things aren’t done, and when they’re not it always leads to confusion.
When I was selling 1:1 business coaching packages, I started out very unclear on all three points. I’d often get mismatched clients who came to a “discovery session” with me and then revealed that they had zero money to work with me.
Telling your potential clients that they need to make a financial commitment to work with you further might sound obvious, but you’d be surprised how often it’s missed. This could be as simple as showcasing your prices on your website, or, if you have variable pricing, you could give a range.
Sometimes potential clients get on a call and can be surprised that they have to pay money to work with you deeper. Amazing, but true!
Another tip to deal with this is not to pitch your clients a “free coaching session” but framing it as a “get to know you,” so it’s clear that it’s a taster or a discovery call, rather than completely free work.
Always check yourself for money blocks
Once you’ve made sure that your screening process is working well, you need to check for money blocks – both your own and your potential clients’.
If you’ve got money blocks that are stopping you from working with people who can actually pay you then you need to clear them so that you can move forward in your business.
For example – you might think you want more clients, but you might have an underlying block around giving yourself permission to earn money out of your passions. Many women have conflicting feelings around making money out of helping others transform their lives – particularly if you’re in a profession like the health industry.
If your potential client has money blocks, then you might need to help them with their mindset holding them back from working with you. This could be helping them to see the value, reassuring them that they’re worth investing in and challenging them gently on their resistance to getting to the next level in their lives.
Sometimes “I don’t have the money to work with you right now” is a BS excuse that they’re using because they’re scared. It’s their block, but it’s one that you need to address in your marketing so that your potential client feels safe to go further with you.
Use your powers of persuasion for good
You know what you sell, you believe in what you do, you offer great value, and you’re getting better at the sales part.
But if you know that your potential client really doesn’t have the money to work with you… then it’s super important that you don’t force people into an investment that will possibly screw up their lives.
That just creates stress and pressure all round.
Stress for your client, who will be wondering how to pay for your services and their basic living expenses, and for you, because you’ll feel extra-obligated to perform over and above their expectations.
This one’s a bit of a balancing act, because how do you know if it’s an excuse or really real?
The good news is that the more experienced you get, the more you’ll be able to tell when your potential client is just saying they can’t work with you out of fear, and when they really don’t have the cash.
It’s important to be okay with asking for the business and making the sale if you know you can help people.
You need to take responsibility for your money mindset, and help them to take responsibility for theirs.
Depending on your industry, you might have some specific money blocks that you need to deal with. I’ve identified some really interesting commonalities in professions like health professionals, business coaches, artists, MLM-ers and more.
I’ve got a free workshop that goes through the money blocks and exactly what you can do for your industry.
Watch now at www.LuckyBitch.com/industry
And remember: it’s your time, and you’re ready for the next step!
Did you miss last weeks post? Check it out here: Denise Interviews Ann Wilson on Money and Debt