Are Time Concerns Stopping Your Clients from Buying?
Tuesday February 7, 2023
When you’re discussing your offer with a potential client, it’s important to remember that it isn’t just your product or program they’re evaluating.
They also need to think about how it fits with the rest of their life, and whether they have the time and desire to implement it.
All too often, people buy coaching or training programs, only to fail to set aside the time to actually USE those programs to get results. I've been guilty of that a few times myself, and it's certainly made me more selective about what I invest in!
Whether you're dealing with an impulse purchaser who spends money on programs they might not use, or a savvy client who's trying to avoid that trap by making sure they can fit your program in and prioritize it, here are a few ways help them ensure that they're making the right decision, and that they'll actually use your program and get results:
1. Help them determine how much time it will take to learn and implement your strategies.
When your clients are evaluating whether they have time to study and implement your material, you can help them make an informed decision by letting them know approximately how many hours per day, or per week, they will need to spend on your program.
This should include all the steps they'll need to take, such as...
- Attending your coaching sessions
- Perusing any written or recorded material, and taking notes
- Making any preparations they need to make
- Implementing your action steps
...as well as any additional time expenditures, such as increased time spent talking with potential clients, that could result from them using your methods.
2. Let them know how quickly they can get results.
What is the fastest you've seen someone get results by using your methods?
And what is the typical amount of time it takes?
By providing both of these figures, you can help your clients see the best of what's possible for them, and get an idea of the average client's experience.
3. Help them see how much time they’ll save by using your methods instead of their current ones.
Is your client currently spending a lot of time using strategies that don't get results? If so, you can help them stop doing that, and use the time they just freed up to implement more effective strategies instead, so they get more results without spending more time.
If your methods require LESS time to implement, then not only are your clients increasing their results without increasing their workload, but they're actually REDUCING their workload by working with you.
Are they spending a lot of time on things they simply won't have to do anymore, like medical procedures they'll be able to quit doing once you help them get healthy, or time-consuming steps in their lead generation or sales strategies that they can discontinue once they're using your methods?
Do you help them delegate some of their workload, so not every task has to consume some of their personal time?
Whatever method you use to save them time, compare the amount of time they're currently spending on the results they're getting now with the amount of time they'll spend getting better results with you, and help them see the difference.
I recommend that you encourage your current clients to keep track of the difference as they go through your coaching program. When change happens gradually, it can be easy not to notice, so having a "before and after" picture can help to show both them and you what a big transformation you've made in their lives.
What transformations they can expect in other areas, and why is it worth it?
I just covered some of the ways you can change your clients' lives in the area of time. But that's probably not the only area in which you're making their lives better.
I encourage you to take a moment to write down the transformations you help your clients create in the areas of:
Even if you don't directly focus on helping people in those areas, you probably help them indirectly. For example, if you empower your clients to become financially secure, they'll probably have more time for their relationships, and they'll have less stress to distract them, so they can be fully present with their loved ones. They'll probably also be able to afford healthier food and better healthcare, so by improving their finances, you can improve their health as well.
To help them fully realize how big a difference you can make in their lives, I recommend discussing:
- The immediate, obvious benefits of your coaching. (E.g. you help them make more money.)
- The side benefits. (E.g. if they have more money, they can spend more time with their family, have a better lifestyle, and afford better healthcare.)
- The best and highest benefits. (This is the best-case scenario your coaching can create. Be clear about the fact that not everyone will get this maximum benefit, but use examples of clients who DID get it to show your future and current clients what's possible.)
By discussing all of these factors that contribute to the value of your coaching, you can help your clients see why working with you is more than worth the time they'll spend learning and implementing your methods.
If you want to learn more about how to show your potential clients why your offer is more than worth the time they’ll spend on it, I encourage you to check out my ebook, Get More Referrals and Make More Sales: How to Get Your Referral Marketing Done For You, and Turn More Leads Into Paying Clients.