An Advanced Technique to Turn an Ideal Prospect Into a Client (Even If They’re “Broke”)
Money, payments and pricing.
These are challenging topics for most heart-centered entrepreneurs.
It can make even the most unstoppable woman shudder — especially when she hears these dreaded words:
“I just can’t afford you!”
Thing is: When people say this, it’s RARELY true.
Why, just the other day a woman vowed she had 0 money to her name — and 24 hours later had paid-in-full for my 6-month program.
(Go figure.)
When you have your own heart-centered business, having solid, confident skills when sharing your services with the world are CRITICAL for your long-term success.
So when people say they can’t afford your services, the worst thing you can do is believe them.
In fact, the #1 biggest objection people give when saying no to any offer is:
“I don’t have enough money. “
That’s why it’s important to understand the 4 core reasons BEHIND this “Got-No-Money” mindset — and what to do to turn a conversation around (even when someone professes to being flat broke).
Because if you let a person walk out the door (or get off the phone) without getting underneath these limiting beliefs, you letting a whole lot of wonderful prospects stay stuck in their mental muck — and are likely missing out on the best clients you’ve ever had!
So the better you get at talking about money, the more confident you become, the more money you attract, and the more people you serve.
Mmmmm…. Mmmmm…. GOOD!
So let’s explore the 4 REAL reasons people object to your services — so you know what to look for, what to say, and what to do:
OBJECTION #1:
“I can’t afford it” = “I’m not sure I dig you.”
People often use this excuse as a nice way of backing out of a conversation.
Some folks will love you. Some won’t. Don’t sweat it. And definitely don’t take it personally.
But . . . how do you know if this is the case?
Just ask a prospect Magic Question #1:
“If money were no object, how would you feel about working with me?”
If they glaze over, or give an awkward pause, you’ve got your answer. You two just aren’t a match made in heaven. . . . Move on!
(And if they jump for joy? — Move on to Magic Question #2 below.)
OBJECTION #2:
“I can’t afford it” = “I HAVE the money, but it’s not budgeted for this expense.”
When people use objection #2, what they REALLY mean is they (technically) have the money, but didn’t intend to spend it on YOU.
How do you find out for sure?
After asking magic question #1 above, roll into Magic Question #2:
“Is it that these services aren’t a priority right now — or is the price feeling too high (for what you’d receive)?”
If they say it’s just not a priority, you have 2 options:
- Earlier in the conversation they express pain, stress or struggle around the particular problem you solve? If so, gently remind them of their earlier statements. (Quite likely they’ve simply gotten sticker shock, and you’ll need to follow the steps in Objection #3 below. )
- If you conclude that the problem you solve truly isn’t a priority right now, send them on their way with a hug, and your blessings! (Just make sure to stay in touch with them over time, as these priorities may shift in the future.)
. . . And if they say that your program sounds great – but is just too expensive? Simply go on to the steps in Objection #3 below:
OBJECTION #3:
“I can’t afford it” = “I don’t see the value.”
This is similar to objection #2, with a slight distinction. These prospects DO have the money, and it could go toward your program — but they just don’t get the value of what you do.
(YET.)
Once you’ve ask the Magic questions #1 and #2 above, and they still can’t wrap their brain around your price (vs. the payoff), continue the conversation and:
• answer any questions they still have about your program
• explain how you’ve solved this problem for other people
• Help them see what life will be like if they DON’T make a change
• paint a picture of life AFTER they’ve solved this problem!!!
By learning how to address these issues well, and becoming confident around your services and the life-changing benefits you provide, you’ll discover that you’re able to shift people’s limited thinking, and lift your services to the very tippy-top of life’s priority pyramid.
Hip, Hip, Hoorah!!!!!!!!!!!!!
OBJECTION #4:
“I can’t afford it” = “I honest-to-God don’t have the cash.”
This is the only scenario when their statement is, in fact, TRUE.
(Well, almost…)
But unfortunately, this is often when unstoppable entrepreneurs back off, hang up the phone, and end a conversation WAY too soon!
If you’ve already asked Magic Question #1:
“If money were no object, how would you feel about working with me?”
…And their eyes light up, saying: “I’d work with you in a HEARTBEAT!!!!” — then you have a money issue on the table.
Here are 3 ways to address this unique situation:
1. If they don’t have the money, ask them if they’d like some coaching or support around this situation.
If they agree, make sure they realize that you truly want to help them be able to afford your services — and by asking some questions, you might be able to do just that!
Probe around their finances — do they have any savings accounts? 401k’s? Stocks? Bonds? Family they could ask for a loan? Or ways they could find a few more clients in the weeks or months to come?
2. Do you have a payment plan available for your services? Or do you enjoy this person’s energy enough to create a special payment option… just for them?
3. Also, don’t be afraid to review their current budget for any extraneous expenses — with the energy and intention to help them uncover “hidden” money so they can get the results they so deeply desire by working with you.
Most women that I work with, even when they would SWEAR they are flat-broke almost always have hundreds, thousands, or TENS of thousands + of wasted dollars that they literally didn’t know where right under their lil’ round noses . . .
I kid you not. (Just go probe around yourself if you don’t believe me.)
BEWARE: If you don’t clean up your own money mindset, you may not be brave enough to broach these types of topics.
(Make sure to take my Unstoppable Money program if you have any lingering limitations lurking here: www.UnstoppableMoney.com)
Because if you DON’T clean up your own money baggage, you BOTH will miss out.
You will miss out on making a difference in this person’s life. And they will miss out on getting their world rocked by lil’ ol’ you.
So there’s your Beginner’s Overview of how to begin to address financial objections.
If you have questions about this often-challenging subject, or want more juicy tidbits on how to have Soulful sales conversations with YOUR prospects, just leave your questions and comments below!
And if you’re a more advanced entrepreneur — but are hungry to get booked-solid with ideal, high paying clients — just apply here for an opportunity to speak with me personally about how to double+ your current income in the next 6 months: http://www.UnStoppableApplication.com
Until next week — Be Unstoppable!
© Stephanie McWilliams LLC
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