The 3 Reasons Why People Are Not Taking You Up On Your Offer To Work With You

A big challenge many Coaches face is that during their initial conversation with potential customers, they tend to get more no’s then they get yes’s and they wonder why that is.

They know what they are offering is amazing and extremely valuable but for some reason those they have a initial conversation with, hesitate to sign up or they come up with all sort of objections why right now, is not the right time.

Now there are three reasons why people don't take you up on your offer to work with them, to help them make changes in their life, to help them make a difference in their life:

Reason #1: You sell the "stuff" and not the transformation!

Coaching is all about the transformation, the outcome someone will have by working with you. They don't care about all the steps you take them through, what exercise you have them complete or what other "stuff" is included in your coaching packages. All they care about is that you help them with their problem and get them to where they want to be.

For example, when I talk with potential clients, I paint the picture of how their life will be different when they have a consistent flow of their ideal clients they can work with, how they get to leverage their time better to help more people, and focus more on what they are most passionate about which is working with clients instead of constantly promoting their business. Or that they will become a leading expert in the industry where potential clients come to them instead of having to chase after anyone. I also focus on the pain that its causing them right now which could be the frustration of not having enough clients and not enough income to sustain their lifestyle or they spend too much time on the marketing and only little time on actually working with clients.

What is the transformation your potential clients will have by working with you?

Reason #2: You don’t charge enough!

This is a huge challenge many coaches have, is not charging enough. They might even consider lowering their prices because they think they can then get more clients but the opposite is happening. When it comes to pricing your services, it is all about perception and the perceived value of how your ideal client perceives your value. If you charge too little, they won’t value your services as much as if you charge a higher amount.

In order to be seen as the expert that you are, you have to charge expert rates! You are the expert no matter what stage you are in your business, if you are just two steps ahead of your ideal client then that right there makes you the expert and you get to charge expert rates. I give you a great example, lets say you want to go get a massage to loosen up your tight muscles because you have been working so much, and you look up two different massage therapists, one charges $100 an hour and the other only charges $40 an hour.

What if you don’t know anything about these two other than the price difference.

Which one do you think is a better quality and maybe even offers a better service and a better experience? I am guessing the one charging $100 would be the better option right?

Even if you have no idea how long they have been in business or how good their service is, but just by the higher price you perceived them at a higher value. It wouldn’t even matter if the one charging less is more experienced and gives a much better service.

It is the same with how much you charge for your services, if you charge too little your potential client would most likely go to someone charging more because they think that this other coach is better than you. Sadly but true!

Reason #3: You don’t feel comfortable asking for the money!

This is another challenge many coaches face, not feeling comfortable to ask for the money or ask potential clients to work with them. However, this is the most important part in your initial conversation, it is the ending or “closing” of your session. You can’t skip this step of you won’t get any clients. You need to ask them a clear question if they want to work with you and which option would be the better option for them.

Don’t rush through this part either, because if you rush through your offers, the potential client gets confused and a confused mind won’t buy. Talk clearly, at normal pace, ask for the sale and be quite! Wait for the client to give you an answer, or an objection. If they give you an objection you coach them through the objection, don’t just say ok and rush off the phone J be confident and simply coach them through whatever challenge or objection they come up with. Objections are good, it means that they have some interest but they may be not completely convinced yet or they have a hard time making a decision.

OK here you have it, the 3 biggest reasons why potential clients don’t jump on your offer, and why you might get more no’s than yes’s.

Did any of these hit a nerve or sound familiar? If it does, they can easily be fixed, just really think about the transformation you provide, tweak your initial conversation, raise your prices and change your packages, outline your closing part of your conversation, practice it in front of the mirror or with a friend and get really good at asking for the money.

I know how challenging things can be especially in the beginning stages of trying to grow your business, and this is why I am hosting a virtual workshop starting May 16th to help them build a strong foundation and get more of their dream clients. You can visit www.ClientGettingBootcamp.com to find out more about the Client Getting Workshop and to register.