Do you ever have a great idea, then get cold feet and talk yourself out of it?
I bet you have at least once. And do you know what? Your clients do too. Have you ever had a great conversation with a potential client and you get off the call or out of the meeting feeling that it’s a sure thing, but somehow it all goes cold?
What happens is that you help them to see the possibilities and how they could do that thing that they have always talked about, but never gotten round to. You help them to see that YES this is it! Then you make a plan to reconnect, sort out the paperwork and payment, but in that space between deciding and doing they talk themselves out of it.
And your natural reaction is to think it is something that you have done to turn them off. Maybe your prices are too high, so you think about dropping them. Maybe you haven’t offered enough, so you add more to your offer. Maybe you just think that they’ve seen through you, and you begin to doubt yourself.
But what’s really happening isn’t about you at all! It’s all about them.
You see our primal need to survive keeps us in our comfort zone, and that is the same for our clients too. So even if you have helped them to see the possibilities, the pull of the safe place can be so strong that they talk themselves out of the work with you.
What’s going on for them is very similar to what’s going on for you. They might feel that they are the one person you cannot help. Or that they are not worthy of the investment in themselves.
Once you realise that it’s not about you, you can begin to see ways to help your potential client take the steps they need to, without being salesy or pushy.
Here are some tips to get your potential clients past that cold feet barrier:
- Structure your offer so they can get started straightaway
- Take payment or a substantial deposit at the time of agreement
- Recognise that they are experiencing a shift and help them through it gently
- Remember that you are enough, and it’s about them not you
What are your challenges around getting clients to commit? Leave me a comment and I’ll respond.