Today I'm sharing a guest post from Therese Skelly of Happy in Business. Therese is my coach and the "secret weapon" behind my progress over the last 6 months.
This may shock you….
There’s a little sliver in time when your prospect decides not to work with you…and it may be your fault!
Let me tell you why it can feel like you have them… and then they slip through your fingers.
Here you have done all the work to get a great prospect in front of you. Your marketing is working and you are at the stage when they ask about your fees.
Think about it. You’ve done all the prep work and you actually have a person who’s seriously inquiring about hiring you.
As a conscious entrepreneur, you are going to ask all about them and their challenges and start the conversation that will lead you down the path of selling.
Then they ask you what your fees are.
And it is right in this precise moment that you can let that sale slip away.
And 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. Sure…you can roll lower prices programs out all day, but try quoting the higher fees? Maybe you rock at this already, but if you are like most people…there is a little glitch! (Heck, even people who make $20k a month still suffer from this, so it’s not just a ‘start-up’ issue.)
Here are three reasons why you may be ‘going weak’ and backing down just a bit in that selling moment. (And don’t feel bad if you relate to these because we have all done them!)
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 what 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 have to be willing to let them go if they are not a good fit. The most powerful position to be in for the selling conversation is that of taking a stand for yourself, and NOT NEEDING them to become a client. This is critical. It may mean you have to say no a few times, or get some coaching or ‘butt-kicking’ colleagues who help you stay true to only serving the best/right clients for you.
Here’s what I know to be true…You can learn all the right techniques, from any famous sales guru–but if you don’t look at what’s transpiring between you and your prospect (and what’s happening in your head), none of that training will matter.
That’s why I’m offering a free call on Thursday 3/14 at noon PT/3pm ET. It’s called Serving Without Selling: Secrets to Enrolling Clients Without Pitch or Hype and you’ll learn more about what causes this break down as well as some solutions to it. I’d love you to feel more confident and have a better track record closing more sales, so please join me on the call. Click here to register. This might be one of the most important calls you listen to all year if you want to grow your business (and yourself.)
Therese Skelly is a psychotherapist turned business strategist/consultant who helps service based experts create businesses they love. You can learn more about Therese at www.HappyinBusiness.com.