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What to say after someone tells you they can’t afford you… right now.

I was at a conference the other week called Spark & Hustle. Ever heard of it?

I wasn’t too familiar with it when I stumbled across it, but I’m so glad that I ended up going (and even more thankful they brought it to Detroit, because that doesn’t happen very often).

At the end of Erika’s presentation, they opened the room up to questions related to sales & marketing. Naturally, there were questions.

One person asked,

I get stuck when people tell me they can’t afford my services right now. They tell me they’d love to work with me in the next 3-6 months. I’m not sure what to say to that.

Tory Johnson, the host & creator of Spark & Hustle, expertly chimed in with the best response to that situation.

When a prospective client says this to you, ask them, 

If you can’t afford it now, what will happen in the next 3-6 months that will enable you to be able to afford it then?

Brilliant.

I want to hear from you!

Leave a comment below and tell me what the most common rejections that you hear from clients are & how you respond to them. Also, think about how you can use those rejections to better serve your perfect clients.

For example, when I was doing a full wave of my free 15 min. Clarity Calls last Friday, the biggest rejection was that people wanted a more intro service – one that was more affordable and less time than my full-day intensive Sweet Spot Sessions. The reason for this was because most of them already had a business started, but were feeling stuck in one or two areas.

So, based on that feedback, I created the Clarity Sessions. (Replacing the Dream Customer Clarity Session, if you were wondering). A completely customized 90 min. session (with a 45 min. follow-up call) to talk about the 1-2 areas where you’re feeling the most stuck in your business.

You talk, I listen. I re-launched this service on Friday and have already had a handful of people sign up. Tiny change, big results.

Bringing in money doesn’t have to be so hard. Most of the time, the writing is on the wall.

  • Angela

    You are so right! Sometimes we forget to listen and marry what we can offer our clients and what they are asking for/willing to pay for. I think the best quality of an entrepreneur is to be about to tweak and change things as we go, entrepreneur = ever evolving. You are a great example!

    • Kayt Dowling

      “entrepreneur = ever evolving”

      AWESOME-SAUCE! I love it! My new mantra.

      • Angela

        Ha I am glad you like it!

  • Cathy Olson

    I don’t exactly get Tory’s response – because I feel like there’s an easy answer to that. In 3-6 months, they can have saved up more money, or have booked that bigger client, or it could be their busy month. I get this ALL the time.

    • Amanda Genther

      Her point was in relation to coaching & growing.

      If you are currently stuck and something is holding you back and you think that waiting 3-6 months will bring you the money that you need to work together, you’re probably wrong, because in 3-6 months you’ll still be in the same position you’re in now – stuck, and still be making the same amount of money.

      • Cathy Olson

        Gotcha!

  • This…”Bringing in money doesn’t have to be so hard. Most of the time, the writing is on the wall.” …is the TRUTH!! love.

  • This is a great response!