Where my coaches at? This one's for you.
And it's a bit controversial...
I'm going to tell you a truth that's going to change the way you sell your services.
𝓢𝓸𝓶𝓮𝓽𝓲𝓶𝓮𝓼, 𝓲𝓽𝓲𝓼𝓪𝓫𝓸𝓾𝓽𝓽𝓱𝓮𝓶𝓸𝓷𝓮𝔂.
Read that again.
Those coaches that have told you it's never about the money? Wrong.
When you've been told it's your fault if you can't close your discovery calls? Nope.
It's not because you've not articulated the change clearly, sold the benefits well enough or showed up confidently enough.
Sometimes people just don't have the money.
See, most of us have worked with coaches. We know the value of coaching and we know how much it costs.
But most coaches don't advertise their prices. Can you imagine how surprised someone who's never had a coach before could be when they're on a call and get told a price?
Maybe you're £75 an hour coach. More likely, you're a £6k for six months or maybe even a £25k+ a year coach.
That's not pocket change for people. Reality check, a huge percentage of your audience won't have that money available to spend on coaching.
Especially if they're use to slapping plasters on their problem and it's not become a bleeding neck issue yet.
Keep your money stories to yourself
We're told to stand firm and state our charges confidently, to not put our money stories on our audience.
Well, that works both ways.
You don't know how much debt someone is carrying. You don't know what other financial obligations they've got - school fees, elderly parents that need carers, a divorce lawyer, a partner with the threat of redundancy looming.
If it was never about the money, we'd all be driving Ferraris, living in mansions and holidaying in the Maldives non-stop.
We are selling a service. Yes, that service can completely transform someone's life. But if you're daydreaming about that Ferrari, you won't catch the salesperson telling you that you could borrow the money from a relative or start selling stuff you don't really need!
How to fix a low conversion rate
Stop beating yourself up if your conversion rate is low.
There are things you can do to help improve that:
💥 Create a really good pre-qualification form that needs to be filled in when a call is booked.
💥 Be transparent about your prices, advertise them, put them up on your website. Yes it will put some people off but unless you can sell ice to Eskimos they were going to say no on the call.
💥 Practice your pitch so you can clearly define the benefits to working with you in a way that resonates with your audience.
💥 Remember, sales is a numbers game. Up to 95% of your audience will never buy from you so start growing your tribe!
💥 Detach yourself from the outcome. People say no for many reasons.
Even, sometimes, because it is about the money.
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