So you met with this wonderful potential client. They “get” what you do and they understand how you could help them. You’ve talked about working together, the number of sessions it’s going to take and the fee for your services.
And then .. NOTHING. Or one of those “it’s not the right time” or “I just don’t have the money” emails.
What do you do when they’re not ready to buy yet?
Remember Your Center
This can be quite hard on your ego. It’s easy to question yourself or the viability of your business. Negative money feelings can creep in. There’s often a vibrational plunge.
(Maybe I’ve been down this path once or twice? ;))
As a person on a conscious path, now is the time to remember that you are more than your ego. And, it’s time to open up your spiritual toolkit, find a centering tool that feels like a good fit and USE it.
Look at Your Follow-up System
After recentering, many clients facing this situation ask: “Should I contact them?”
If you’re asking this question, it probably means you’re not clear about your follow-up system. Give yourself the gift of not having to go through this soul searching ever time someone doesn’t sign up.
Instead, be proactive. For instance, I developed a simple process for my free chats. First, someone contacts me via email with a “short summary” of their situation. If it feels like a potential fit, we set up a chat. If not, I refer them on.
In the free chat, I have several questions I’ve developed that help me quickly get a sense of their situation. Being asked insightful questions also increases the feeling of trust that your potential clients have for you.
Then, within 48 hours after the chat, I send a 2-3 paragraph email that does 3 things:
- Appreciate them for making the time to chat
- Summarize their current situation and what they want to change
- Remind them of specific action I recommend (i.e. sign up for coaching group)
This simple system raised my conversation rate by more than 20%.
Give Them Something to Climb
Lastly, it’s important to recognize that many spiritual entrepreneurs don’t have enough steps between “stranger” and “paying client”.
For instance, imagine a beautiful 2 story office building. On the first floor are a waiting room, some bathrooms and the cafeteria. All the important stuff is on the second floor.
Now imagine there was no elevator or stairs to help someone get from the first floor to the second. In this situation, very few people would get to the good stuff.
Instead, give your prospects enough steps to make getting to the next floor easy. I do this through blogging, my newsletter, social media and free presentations.
Through “try before you buy” strategies like these, you can relax into the knowledge that you will grow the relationships with people who aren’t quite ready to buy yet. Many of these people will become paying clients – if they get a better view of your great offerings.
What have you found to be helpful when someone isn’t ready to buy from you yet? What questions do you still have? I’d love to hear your thoughts on this in the form of a comment below.