Most of us can do a reasonable job with marketing. So we have people in front of us, engaging in selling conversations. And that’s when it can seriously break down. Why?
They ask you what your fees are.
And you have a 50/50 chance of having them say no.
But if they leave, it won’t be because your fees are too high, or your credentials are lacking.
It will be because there is a part of you (the mindset piece) that may not fully be in alignment with the thing you are offering. There are places to look to see if you are unconsciously blocking the sale, which when you understand them will allow you to hear more ‘yesses’ from people who want to work with you.
Here are three reasons why you may be ‘going weak’ and backing down just a bit from being able to enroll the right clients.
1. You have not fully owned your value and understand just how much working with you will be life changing for them. It takes awhile to really land in a deep way just how valuable you are in the work you do. Many people struggle with this because there is a tendency to have the ‘brilliance in the blind spot’ problem, so while others may see the rock star you are…it may not come as powerfully to you. What to do? Get someone to work with you to discover just how amazing you are, ask clients for testimonials, and stop minimizing the work you do!
2. You are taking responsibility for their financial position. This is easy to do. You roll out your fees and your prospect launches into how they can’t afford it, or how things have been difficult because of the economy. So instead of coaching them to solutions, the “break down” here is to feel guilty that you want to charge them so much. We have all done this and it doesn’t serve. People find money for things they value. Period. Feeling bad that your rates may make them uncomfortable does not serve them! Work on boundaries around this because when there is skin in the game’ there are often better results.
3. You are not willing to let them go if they are not a good fit. The most powerful position to be in for the selling conversation is in NOT NEEDING them to become a client. This is critical. You aren’t here to serve everyone, even though you probably think you could! Find that sweet spot of who you love to work with, who can afford you, and then let the other folks be served by someone else.
Here’s what I know to be true…Much of selling is mindset. Following a script will likely lead to a big fat “no” while understanding what they desire, where they are stuck and why your service is the best will get you more people to help and more money in the bank.
So next time you have a prospect in front of you, pay really close attention to what’s going on internally. Are you “care-taking” them in any way? Feeling bad asking them to invest in themselves? The first step in changing anything is awareness, so be noticing what you are doing, how you are feeling, and then you can make the necessary changes. Because when you can master the art of getting clients to say yes, you have shifted to a much better level in your business!
For free training on how to sell your services in a way that feels authentic and not sleazy, go to Serving Without Selling where you’ll get to learn about “Guilt Free Selling” and have access to a workbook where Therese walks you through her five step process to grow your business by successfully selling your services.
About The Author:
Therese works with heart centered entrepreneurs who love what they do and are ready to grow their business in a much easier and more authentic way.
She blends her background as a psychotherapist, strategist, and business consultant and masterfully works both the inner game challenges and the outer game tactics.
From newer business owners who want to design a business that serves their life, to the already successful entrepreneurs who want to leverage their time and grow their income, Therese works with individuals like you who have a big desire to make a difference in the world.
Image From Niels Timmer