Why They’re Not Buying From You (And What To Do About It)

There’s probably nothing more frustrating than pouring your heart and soul into creating a program, putting it out there into the world and… nobody buys. It’s like planning an incredible party and then nobody comes. Not fresh!

The great news is, the reason why nobody’s buying usually comes down to one of just a few things. Once you get a feel for what makes an offer fizzle or fly-off-the-shelves, you can design your programs and offerings to be irresistible.

Here are 4 questions to ask yourself the next time you’ve made a great offer and are still wondering, “Why won’t they buy?”

1. Is there a demand for what you’re offering? (In other words, do they really want it?)

I often hear my clients say they need to “drum up interest” in their latest product or program. Straight up: drumming up interest is not only exhausting, it’s a losing battle. It’s much, much easier to find a demand and fill it.

Now before you start groaning or pulling your hair out in frustration here… this is easier than you think! I’m willing to bet that at least one of your offerings provides an outcome that your clients already want. What do they say they want solved, in their own words? Which of your products or programs provides that outcome?

Your job is to position that offering so that it meets your clients where they are. Which leads me to…

2. Are the benefits and outcomes stated clearly?

We transformation pros loooove our process. For example, I heart coaching. However, nobody really pays me for coaching. People invest with me to build their business, to create fabulous income for the work they’re meant to do, and to create freedom in their lives.

Your clients are not paying you for your process, either. They want a very specific transformation… and they must value that transformation enough to invest in it. When you show them that what you do will provide what they want, they’ll happily invest.

Bonus tip: One tool to powerfully communicate the value of your work is a Signature System. Packaging your process into a step-by-step system positions you as the go-to expert and makes it easy for clients to “get” what you do.

3. Do you have payment plans to make it easy?

One of my mentors loves to say, “Don’t make it hard for people to give you money!”

Payment plans are a great way to support your clients in saying yes to your offerings AND they help even out your cash flow. Always offer a full pay option and at least one other payment plan. (Important tip: make sure to structure your plan so that you’re NOT giving away a ton of service before your program is complete!)

4. How’s your energy?

Whatever your doubts, fears and insecurities around your offerings are, they’ll be mirrored back to you in your clients – guaranteed. So if you’re wondering, “Will they pay for that?” don’t be surprised when you attract a lot of people who can’t – or won’t – invest in your program.

Make sure you’re crystal-clear-certain on the value of what you’re offering first. Also, remember that you don’t have the right to decide what people will or will not pay. (This is a biggie!)

While there will always be people who truly can’t pay, 99% of the time “I can’t afford it” is an excuse. When you’re passionate about helping your clients, design your offer to be a no-brainer AND refuse to accept excuses, the clients you attract will match your energy with their energy… and their commitment and their money.

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.

Want more word-for-word scripts on what to say during sticky enrollment situations, and a proven template for providing massive value during the conversation?  The Get Clients In 30 Days! Homestudy Course is available NOW (woot!), complete with all the training, tools, scripts, templates and examples you’ll need to authentically enroll clients fast. HURRY: when you reserve your copy by Tuesday, FEBRUARY 22 at 11:59pm PT, you’ll get a 90-day bonus coaching program, my treat! http://www.GetClientsIn30Days.com

How To Create More Income (And Client Success!) While Working Less

In a recent article, I wrote about a common mistake that soul-based business owners make when creating their packages: Not creating packages or programs that solve a specific problem.

There’s another mistake that soul-based business owners make that’s just as damaging: giving too much away in their programs and packages.

Believe me, I know how tempting it is to stuff, stuff, stuff your packages full of “stuff.”  (It’s one of my personal bugaboos as a coach and copywriter.)  Trouble is, all that stuff is overwhelming for your clients… and it’s actually a form of discounting in disguise.

Instead, select ONE problem to solve. Not 2 problems, not 3 problems – just one problem.  Selecting one problem to start is being of service to your clients AND you.  Here’s why…

1. Focusing on one problem helps your clients get into action. When clients get into action, they get results.  That small success is going to create momentum for them.  They’ll get excited when they see progress, which will help them create more progress.  And (ta da!) they’re going to want to continue working with you, because you helped create that success for them.

One of my mentors likes to say, “Success leads to more success.” There is almost nothing that builds your business faster than the success stories of your previous clients.

2. Focusing on one problem allows you to streamline your solution, which takes up less of your time. It may make you roll your eyes, but the truth is, your clients want their problems solved quickly and easily.  Remember, one of the biggest problems for people today is overwhelm.  Instead of bogging down your clients with a lot of “stuff” – also known as “giving away the farm” – focus on the first step.  When they’ve got that handled, you can (and should!) invite them to take the next step.

A streamlined, quick solution is highly valuable to your clients.  When you provide massive value in a shorter period of time, you’re serving more… and you can ethically charge more.

3. A shorter, more focused package is easier for your new clients to say YES to. Let’s face it – big problems are intimidating.  They also require a higher level of commitment, both in time and money, on the part of your clients.

Often, your clients perceive these big leaps as risky, especially if they’ve never worked with you before.  When you help them get momentum with a single problem, they become ready for the next step.  (Success leads to more success!)

I know you might be thinking, “Okay, well, what if I solve a HUGE problem that requires a lot of time, commitment and resources?” Answer: chunk it down to a smaller problem that is easy for your clients to say yes to.

For example, a wellness coach might work with her clients over a period of 6 months, 12 months or more to change a lifetime of bad habits.  That’s a big commitment!  So what’s an easy way for someone to get started?

Here’s one possibility: a personalized fridge makeover.  In just a few sessions, a wellness coach could support me in making over my fridge so that I always have healthy food on hand.  She could help me create shopping lists tailored to my tastes, full of food I can easily find at the grocery store, so I’m not running all over town to a zillion stores.

Believe me, once I had the fridge thing handled, it’s very likely I’d be eager to take the next step with that coach. (Can you tell that this example comes right out of my own experience? *grin*)

Will you offer longer, more intensive packages and programs?  Of course!  Will these packages and programs solve more than one problem?  Entirely likely.  But not everyone is going to be ready to commit to the big solution.  Your “one problem” packages make it easy for clients to get started, get results, and experience your brand of transformation.

So what’s ONE problem that you can help your clients with today? I’m willing to bet a milkshake (my favorite wager – you can see why the fridge thing is a problem!) that you have at least one or two people in your tribe who could use your support with that problem.  My coach’s challenge to you: give them the opportunity to say yes to getting that problem handled.

Ready to learn how to create irresistible programs that your clients can’t wait to sign up for? I reveal all in my  ”Clients And Cash Flow Secrets” teleseminar series, beginning on October 27.  Reserve your space here: http://www.ClientsAndCashFlowSecrets.com.

© 2009 Elizabeth Genco Purvis.  All Rights Reserved.

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Elizabeth Genco Purvis, “The Marketing Goddess” teaches spirited solo business owners and conscious entrepreneurs how to attract an abundance of clients, income, freedom and satisfaction in their business while staying true to their values.  Visit MarketingGoddess.com to claim your copy of “Grow Your Business With Spirit And Soul,” a 7-part audio workshop with everything you need to begin attracting more clients right away.