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

More Business Is Yours For The Asking (But You Have To Ask!)

So you talk about your biz with anyone who will listen, Tweet up a storm about your stuff and “get out there” all the time. But the results aren’t showing up for you (yet!). What gives?

If you were a client in one of my programs, I’d gently ask, “So are you asking for the business?”

More clients are yours for the asking, but you have to ask! You have to be very explicit about what the next step is, and yes, you have to ask your peeps to take it. In copywriting, it’s called a call to action: click here to order, sign up, book a session, or whatever your offer may be.

Now if this feels weird or pushy to you, let me assure you… asking them doesn’t mean chasing them! It just means you’re making it easy.

Take a minute now and put yourself in your client’s well-worn shoes. Maybe she’s looking at your website after a long day. She’s exhausted but the client magnet copy on your site catches her interest and she thinks, “Hrm.” She glances around for a way to contact you…. but the link is buried away somewhere. She really is interested but… it all seems like too much effort right now. (Sound familiar?) There goes someone you might have been able to help. Tragic!

Asking also makes it easy for your clients because follow-up is YOUR job, not theirs. If they’ve worked with you before and gotten great results (and even better, had a great experience in the process), chances are very good they’ll want to come back for more. But it’s not their job to be checking back with you to see if you have something new. Instead, it’s YOUR job to make life easy by checking in with them from time to time to say, “Don’t know if you’ll be interested, but I just wanted to let you know about [X].”

Several months ago now, I got a funny reminder of this myself when I was on the phone with MY coach. I reported that I’d just put together some brand spankin’ new coaching packages that I was VERY excited about, and within a few days, I’d had conversations about them with 2 potential clients who had come to ME after seeing some of my recent marketing.

He said, “You have a list of past clients and students who have taken classes with you, right?”

Me: “Right.”

Him: “So have you picked up the phone and started inviting people?”

I had to laugh. (This right here is a great example of why it’s so important to have a coach, by the way.)

Here are 5 places to boldly ask for the next step:

1. On your website. You should have a call to action on EVERY page. Yes, every page! If it’s not a page where your clients order a specific product or service, your call to action should be, “Here’s how to contact me.”

2. In your newsletter. Your newsletter is a value exchange. In exchange for providing great content, you get to let your readers know about your products and services. Always promote something in your newsletter, and include an explicit call to action to invite your readers to go to a page where they can find out more.

3. In your promotions. Double-check that your order links work and that it’s very clear what action you wish your readers to take.

4. At the end of a conversation. If you’ve connected with someone, be sure to ask “May I get your card and follow up with you?” If you’re talking to a client about signing up for your service, an authentic way to boldly ask for the business without pushing is to ask, “So is this something you’d like to move forward with?” (I LOVE this question!)

5. In a follow-up. If they’re not ready to move forward now, ask, “When would be a good time to check in again?” If you’re still in the “getting to know you” stage and business isn’t on the table yet, a great invitation is “May I invite you to receive my newsletter?” (Compare this to “Can I add you to my newsletter?”)

The more often you ask for business, the more business you’ll receive. (Another way to think of it: “If you never ask, the answer is always no.”) Train yourself to boldly and authentically ask for business as a matter of course, and soon you’ll have more than you can handle.

Need more help on boldly asking for the business, especially in a potential client conversation? Make sure you’re on my next f’r'ee training call on November 16 with my friend Helen Graves, where she will share simple, practical tips on how to transform interested potential clients into happily invested, high-paying clients. Few coaches teach this sensitive and important topic as well as Helen, which is why I can’t wait to share her wisdom with you! Register here (yes, the call will be recorded if you can’t make it): http://www.marketinggoddess.com/helen.html

© 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.