Coaches, what do you say when they say “yes, but …”? In this week’s Friday guest post Elizabeth Purvis shares some valuable advice.
What to say when they say “Yes, but…”
So you’re sharing your fabulous program with a potential client. You both know it’s perfect and you can feel her getting excited about the transformation within her reach! You say your new higher fee (without choking – yeeha!) and…
… the next words you hear are “I’d love to, BUT…”
“… I can’t afford it…”
“… It’s not the right time right now…”
“… I need to check with my spouse…”
“… I need to check with my gut – can I get back to you?”
First things first: don’t freak out! The “yes, but” is a concern, or objection… and you’ll hear them around 80% of the time. (Remember, where there’s massive transformation afoot, there is also fear.)
Many spiritual solopreneurs get wiggy about objections, but they’re actually a great thing. They mean that your client is really interested. They know you’re offering them an opportunity to change their lives and they want to step into it. Problem is, they’re just a little afraid. And they need you to support them through it.
Now here’s the secret behind objections and what you MUST do when your client says “I’d love to, but…” (This is the key to smoothly sailing through concerns so that they can embrace the transformation they truly want…)
Their “Yes, BUT” is the real reason why they’re on the phone with you today, right now. That’s what they really and truly need support on, in this moment. Because no matter what “yes, but” may be… it has stopped them before, and it is showing up somewhere else in their life to stop them over and over again. That’s why coaching your potential clients on their “Yes, BUT”’s is actually a tremendous gift. Here’s how to sail smoothly through the top 3 (make that only 3) “I’d love to… but”s so they can say yes to the transformation they truly want…
1. “I’d love to, but… I don’t have the money.”
Most solopreneurs take the money objection at face value, without realizing that “I can’t afford it” is rarely, if ever, really about the money. Your job in that moment is to find out if it’s really about the money, or it’s about something else. (Again, 90% of the time, it’s the latter.)
Here’s the question that will instantly give you your answer:
“Assuming money wasn’t an issue, is this something that you’d like to do?” If they say “yes” hesitantly… then it really isn’t the money. You can just say, “You sound hesitant, is there something else?” This will open the door to discovering the real issue… and coaching them through it.
2. “I’d love to, but… I don’t have the time.”
We all have the same 24 hours in a day, so the time objection is really about priorities. You can find out if they’re truly swamped (or just a little scared) with this question:
“If I waved a magic wand and created all kinds of time in your schedule, is this something you’d want to move forward with?” If they say “Yes, absolutely,” then they only think they don’t have time. You’ll help them by exploring what’s eating all their time and get clear on what’s really important to them.
3. “I’d love to, but… I need to think about it.”
You need to be careful with this one, because without your love and support, because the fear your client is undoubtedly feeling can quickly take over during “thinking time.” And that would be tragic.
If your program is a fit for them, “I have to think about it” usually means “I’m afraid” or “I don’t know if I can do this.” To open the dialogue, simply say, “What is it that you need to think about?” That might sound a little blunt, but when delivered with sincerity and grace, your client will actually breathe a sigh of relief. They will know that you care and that they need not be alone with their fear as they take this powerful next step.
Bonus tip: don’t be afraid to say what you really think and feel.
Remember, your client’s “yeah, buts” are what they need healing on, in this moment, to move forward with their dream. Being fully present and pointing out what you see is blocking their success is a gift of caring, generosity and love.
Do you struggle to attract clients who are ready to pay your fees? When you talk about your programs, do you hear a lot of ‘Sounds great, BUT… I can’t afford it’ or ‘I have to think about it?’ Discover how to attract committed clients who are HAPPY to invest high fees for the transformation you provide at http://www.ClientEnrollmentSecrets.com .