Think of a time when you said no to something because of money. Now, think about a time when you said yes to something, despite the money. What was the difference? Let’s face it, people use money as an excuse all the time, but the thing is, money is rarely at the root of the hesitation to say yes. If a strong and clear desire is there, we find a way. We find or borrow the money we need. We do what we have to do to make it happen.
“It’s very rarely about the money because we’ve seen people, you know, find the money, borrow the money, take out the money, max out credit cards, and actually make it happen because the desire is there. So, oftentimes, it’s them not trusting themselves. Trusting that they’re actually going to go all in. Trusting that they are going to get that ROI. And it comes down to fear and insecurity and doubt.” -Emily Williams
So, yes, this can be understandably confusing when it comes to sales calls. I mean, wouldn’t booking a call indicate desire in the first place? I know, it can be frustrating working with clients who can’t confidently commit to your offer. That’s why I wanted to invite you to listen to this recording of a recent coaching call I had with one of my IHML Mastermind students, Suzie Flynn. Suzie is a coach to virtual assistants who want to start their own business and she came to me looking for advice and support when it comes to dealing with the “I don’t have the money” excuse from her clients.
Like Suzie, you deserve to work with clients who are ready to commit to you and all you have to offer. That’s why I am so excited to share this episode that will help you sift through the excuses that are standing in the way of hearing that confident “yes” you are looking for (and also help you recognize when the client isn’t quite ready).
So, join us as I walk her through the steps needed to help clients move through what it is that’s really holding them back: fear and uncertainty. I explain just why clarifying a client’s desire is an imperative first step on any sales call, how to have honest conversations with them about money, and what needs to shift within you in order to show up more bold and confident on those calls. We talk about everything from process to marketing (and how celebrating client success publicly helps plant the seed for yes in others).
While I may be coaching Suzie on this particular call, this episode is filled with tangible takeaways that you can apply to sales calls with your own clients. You will walk away from this episode with tools that can help support them in knowing that they’re making the right decision (and make it with confidence). From specific questions you can ask to processes you can implement, you can learn so much simply by pressing play.
In this episode…
[02:28] Welcome, Suzie! Hear her goals for the session.
[03:15] Suzie’s experience with client excuses (including how she handles it).
[05:21] Helping clients getting clear on their desires.
[08:18] Asking them, what would getting to a yes look like?
[09:58] The benefit of explaining the psychology behind the decision.
[11:45] How long should you stay on the call? (And what to have clients do before the call)
[14:02] Listen as we work through what’s holding Suzie back when the money objection arises.
[17:49] The importance of showing up bold and confident (not perfect)
[20:23] Detaching yourself from the result of the call.
[23:02] Identifying your ideal client (including being ready to receive your service).
[24:33] Using marketing as social proof.
Quotes:
“It’s very rarely about the money because we’ve seen people, you know, find the money, borrow the money, take out the money, max out credit cards, and actually make it happen because the desire is there. So, oftentimes, it’s them not trusting themselves. Trusting that they’re actually going to go all in. Trusting that they are going to get that ROI. And it comes down to fear and insecurity and doubt.” -Emily Williams
“Ultimately we want to bring them back to the desire. Bring them back to the thing that they really want to create and have them see that this is possible for them. They might not know the how, but that’s where you come in because you’re here to support them in the steps to take right here on this call.” -Emily Williams
“I guess maybe there’s a link to feeling perhaps a little bit guilty about pushing them, but it’s not about pushing them. And I think that’s the mindset shift, Isn’t it? Knowing that I’m not pushing them, I’m supporting them and I’m coming from a place of service.” -Suzie
“Remind yourself on a regular basis you can only help people if they’re in your program because I know that you really want to help. I know that you have a service, you know, a heart-based service and you want to support people, but that can only really happen to the level that you want it to if you’re working with them privately.” -Emily
Links & Resources:
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I Heart My Life Website
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I Heart My Life on LinkedIn
Email: info@iheartmylife.com
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