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?
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.