Tuesday December 11, 2018
When you're passionate about helping your clients to overcome their challenges and create the lives of their dreams, one of the most frustrating things you can encounter is a person who DEFINITELY needs your product... but still says "I'm not interested".
They said they have the problem you solve. They said they want the outcome you create.
And yet, they still said "no"!
When this happens, many business owners make a sale-killing mistake: they keep on talking about their product.
Even though the person they're talking to just said they aren't interested, they bulldoze ahead anyway, hoping that if they keep info-dumping benefit after benefit on their prospect's unwilling head, the sheer force of their offer's awesomeness will change said prospect's mind.
The problem with this strategy is, it makes the person you're talking to feel ignored and unheard. It disrespects their boundaries, and it tells them you care more about making a sale than you do about them - even if that isn't really the case.
It also creates a high risk that you'll leave the actual reason for their disinterest unaddressed, so even if you talk them into making a purchase, that unresolved problem might cause them to ask for a refund later.
Your clients need to know that you care about them, you understand them, and their well-being is a priority to you - especially if you're a coach or other professional whose service involves working closely with your client.
So instead of trying to make them understand why your product is awesome, start by understanding your client - including the reasons for their reluctance to work with you.
Here's a response you can use when potential clients say they aren't interested:
“Thank you for your honesty. To make sure I understand you: is (the problem/desire they mentioned) a priority for you at this time?”
What should you say if your prospect says it isn't a priority?
At this point, there are a couple things you can do.
One is to ask them if it's likely to become a priority in the future, and if so, when. Get their contact information, and make a note to follow up at that time.
If they're open to continuing the conversation, I recommend helping them to explore what their challenge is actually costing them. It mattered enough for them to bring it up, so it's clearly affecting their life in SOME way, but they might not realize how high a price they're truly paying for allowing this problem to continue.
For example, if they're having trouble with dating, the effects will probably spread to other areas of their life. The mindsets, feelings and habits that are driving away good romantic partners or attracting unhealthy ones might also be chasing off friends, family, potential clients, job opportunities, referral network members, and other people they need or want in their lives.
If their inability to find a partner is hurting their confidence or stressing them out, that stress and insecurity can harm their health and make them less appealing to the people around them - which, in turn, makes it harder to find a partner, so the vicious cycle continues.
When you're having this discussion, please remember that the goal isn't to pressure or frighten them into making a purchase. It's simply to help them get a realistic view of how their challenge is affecting their life, so they can make an informed decision about whether or not to make solving it a priority.
What should you say if they tell you it IS a priority?
Here's a response you can personalize and use: “Thanks for clarifying that. Solving (the problem) so you can (outcome you help them get) is the goal of (your offer), but it sounds like you aren’t sure it’s the right solution for you. Is that correct?”
If they say yes, tell them, "If you're willing to, I'd really appreciate it if you could tell me why you don't believe this solution is right for you. If it isn't a good fit, that's OK; I just want to make sure I'm explaining it effectively, and that there haven't been any miscommunications or misunderstandings between us."
This tells them you're listening to them, and it gives them an opportunity to explain why they're reluctant to make a purchase, so you can address the real reason for their hesitation instead of throwing spaghetti at the wall and hoping it sticks.
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