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
Guess what? It’s okay to be frustrated!
Talk to any experienced coach and they’ll tell you: with big changes come the phenomenon known as “hitting a wall” or “running up against your stuff.” It goes something like this.
You make a decision to get more clients, increase your fees, grow your list, create a six-figure business, design the life you love. At first, you’re zipping along. You experience some success, you’re finally starting to feel like you have some momentum… and all of a sudden, out comes the “stuff” that has tripped you up in the past.
Guess what! It’s totally OKAY to be frustrated with this annoying pattern. Let’s face it: it’s freakin’ annoying!
It’s okay to be frustrated. No matter what the so-called gurus say, building a six-figure solo business is neither quick nor easy. It takes sustained focus, problem-solving and consistent action to make it happen. Balancing these masculine elements with the Feminine is a challenge. And none of it is easy in the face of all of the internal emotional shenanigans that come up in the process.
It’s okay to be frustrated. But here’s the thing: like everything else in our lives, wallowing in the frustration is a choice.
Personally, I’m okay with being frustrated. I have come to really accept that frustration is part of this process. I am NOT okay with keeping myself stuck in the frustration. It takes me out of the game, disconnects me from the Goddess, keeps me from helping others, and feels like crap.
(It’s also financially costly. Whatever you’re tolerating can be measured in lost dollars and cents in your business – I guarantee it.)
Each and every one of us is responsible for our own experience. In my programs, I challenge my clients to show up and get the outcome they invested in. My coach’s request to you this week is the following exercise.
Take a look at whatever is frustrating you right now. Acknowledge that it’s OKAY to be frustrated. Acknowledge that your frustration is an opportunity for a breakthrough to real, lasting change.
Ask yourself, “What do I want instead?”
Then ask yourself, “What do I need to let go of in order to create what I want?”
Then ask, “What deliberate, inspired action do I want to take right now?”
Remember, what you want is on the OTHER side of whatever frustration you feel right now. I invite you to move through it quickly.
Bright blessings and massive success to you….
Next Free Training Call: February 15 at 8pm Eastern
Would You Like To Learn My BEST Strategies To Get 3, 5 or even 10 Clients THIS Month?
Over the past year, I’ve become known as the “go-to” gal for spiritual women entrepreneurs who are ready to stop struggling and and get a flood of clients NOW.
Why? Because I know the path all too well! Back when I was first starting out, I spent 2 YEARS floundering and nearly quit!
Then I made the decision to focus on the shortest, simplest and fastest path to enrolling clients who truly valued me and were ready to change their lives.
Result? 9 clients (and $20k in biz!) in 30 days… a 6-figure business within the year… and thousands of women transformed through my work.
That experience is the “big why” behind my work with so many Divine Feminine Entrepreneurs… and my latest brand new NO-COST training call:
“Your 5 Best Strategies For Effortlessly Enrolling
3… 5… Or Even 10 Clients In The Next 30 Days”
(Even if you’ve tried everything, or are just starting out!)
Happening TUESDAY, FEBRUARY 15 at 8pm ET / 5pm PT
In this no-cost, content-RICH training call, you’ll learn:
- The #1 mistake both new and seasoned spiritual solopreneurs make that cost them tens of thousands of dollars in lost time and income
- The 3 limiting beliefs that keep most spiritual solopreneurs stuck at frustratingly LOW income levels (I practically guarantee you’re telling yourself at least one of these)
- The #1 reason why most spiritual solopreneurs can’t “close the deal” (this one will surprise you!)
- A powerful OVERLOOKED tool for quickly filling your programs (do this and you’ll hang up the “SOLD OUT” sign in half the time – did I mention that it’s completely free?)
- How to eliminate frustrating client excuses like “I can’t afford it” and “I don’t have time” – without saying a word (forget pushy or sales-y – you don’t have to say anything to use this simple yet powerful secret)
- My 5 best strategies for enrolling 3… 5… even 10 clients in 30 days – even if you’re starting from scratch
I’m known for giving away a TON of actionable content, especially on this important topic. Many of my clients BECAME clients because they took action on something I taught them in a complimentary resource like this one, got clients, and created money. (How cool is that?!)
That’s why I urge you to reserve your spot on this call NOW while it’s fresh in your mind:
If for some reason you can’t make it, don’t worry – I’ll send you the recording. 
bright blessings, massive success and LOVE
How To Consistently Increase Your Fees (Without Feeling Guilty)
“Give every man more in use value than you take from him in cash value; then you are adding to the life of the world by every business transaction.” -Wallace Wattles, The Science Of Getting Rich
If you’ve been struggling to create abundance in your life and business you can solve the problem once and for all by doing just one thing: add more value.
If you’ve experienced my coaching or teaching on pricing, you’ve heard me say that the key to increasing your fees authentically and consistently is to focus on the value your clients get from working with you. Well, the same is true across the board for your business as a whole!
The amount of money you make in your business is directly related to the amount of value you provide. The sooner you embrace the concept of adding value and implement it consistently, the sooner you break the “feast or famine” cycle, forever.
This link between income and value is very important. It means YOU decide how much money you make. If you want to create more money in your business, add more value!
So what does it mean to add value? Quite simply, it means: give people what they want.
To create incredible value, give people what they want and then some. Exceed their expectations. Be exceptionally generous, without depleting yourself.
“But if I’m adding all this value, doesn’t that mean I’ll be exhausted?” It’s a great question. The answer is no. (In fact, there’s a lot of value to be given that you can’t give on your own – you’ll need help from others.) You can also provide lots of value in ways that are very inexpensive to you.
Here are 3 strategies to add exceptional value to what you offer:
1. Add high value packages and programs to your business model. So what are they?
- Packages: Offering your services as a package, instead of one-on-one. Example: package of 10 or more sessions @ $795 instead of just 1 @ $100
- Programs: A group of services, classes, information products, etc that provide your clients with a specific result or outcome.
Adding packages and programs to your business model is one of the best ways to add more value for both your clients AND you. Here’s why…
- Your clients will work with you longer and get better results (providing more value to them!)
- You’ll work with them for longer periods of time, which means more income stability for you
- Because you’re providing more value, you can (and should) charge more
- Because you’re providing more value, your clients will take it more seriously and say yes far more often
- With programs, you create it once, then sell it over and over and over again. (You can provide your program to a group and get even MORE leverage.)
High value programs and packages allow you to leverage your resources and create a lot more income in far less time. That’s why I recommend moving away from strictly 1-on-1 services to packages and programs as quickly as possible. (Best part? You can implement this strategy in just minutes!)
2. Adding high-value extras. One of the easiest ways to set yourself apart is to add extra value with client extras. Everyone likes to get a little something extra. It makes your clients feel good and it makes you memorable. Best of all, extras inspire your clients to tell their friends about you.
To give you some ideas, I’ve created a special report for you, which you can download here:
http://marketinggoddess.com/downloads/20-ways-to-add-value.pdf
3. Creating experiences. People who are willing to pay high prices – affluent and mass affluent consumers – and believe me, there are more of them than you might think – are paying for an experience.
One very easy way to receive more for what you do is to look very closely at the EXPERIENCE you’re providing. What’s it like to work with you? What kind of experience do you provide?
For example, my mentor Kendall SummerHawk works her horses into her coaching programs. Her clients pay well into five figures to spend a day or two with her and the horses in a retreat-like atmosphere. She also provides pampering, goodie bags, spa-like catering, and a limo ride to and from the airport. All of these sound very high overhead, but she keeps her costs low.
You want to create experiences that people can’t find anywhere else. When you provide these experiences, people start TALKING. They are unique. They set you apart.
Experience includes everything, from how quickly you return calls to the information, caring and support you provide. Are you true to your word? Do you do what you say you will when you say you will?
As you create your packages and programs, ask yourself, “How can I create an even better experience?”
Want a complete, step-by-step system for getting your marketing ducks in a row so that you attract a steady stream of clients all year ’round? Keep your peepers peeped for a very SPECIAL deal on my signature information product, The Abundant Business Homestudy System. The AbizHSS (for short!) is a complete marketing and business-building system for your spirit-rich business, so you can create wild abundance while living your purpose. And it’ll be going on sale NEXT WEEK, so watch your inbox!
© 2009-2010 Elizabeth Genco Purvis. All Rights Reserved.
Want to use this article on your website, blog or in your own ezine? No problem! But here’s what you MUST include:
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.
Next Up in NYC: “10+ Cash Flow Opportunities For Service-Based Entrepreneurs”
Next LIVE Workshop in NYC….
“10+ Cash Flow Opportunities For Service-Based Entrepreneurs”
*** THIS workshop is canceled! (Yes, it WILL be rescheduled, just not sure when) ***
Strapped for cash in your business right now? Getting burnt out on 1-on-1 work and want more leveraged ways to bring in extra income (and quickly)? Opportunities to increase your cash flow are all around you! Elizabeth will share over 10 proven strategies for creating more cash in your business. Here’s just some of what you’ll learn…
- The easiest, quickest and most highly leveraged way to create cash possible (even if you’re just starting out)
- The hidden opportunities that exist in your business right now that you’re probably not using
- Tips on creating “passive cash” with teleseminars and information products
Elizabeth will also talk about the other side of the cash flow coin that most entrepreneurs neglect: plugging your cash flow leaks! Marketing, operations, and yes, your own “inner game” are all places where cash flow leaks can occur. You’ll get practical tips in all 3 areas so you can keep more of what you make. Pre-registration is only $25; register here: http://budurl.com/b8zd
WHEN: Canceled
WHERE: In Good Company Workplaces, 16 W. 23rd Street 4th Floor, NYC
COST: $25 pre-registration, $35 at the door
HOST: Elizabeth Genco Purvis
REGISTER: http://budurl.com/b8zd
Elizabeth Purvis, a.k.a. “The Marketing Goddess” mentors extraordinary spiritual women entrepreneurs to 6-figures and beyond.
