JASON DROHNniche.
If you have successful clients, you can mention some of their results (while
respecting their privacy) as one way of establishing your value.
This is also a good place to mention any testimonials you have from previous
clients.
Your goal here is to create excitement. Help the prospect create a vision of their
future from the results they will get from working with you. Get them to believe
in themselves and that they can achieve their goals.
Overcome Objections
Anytime you are selling something or trying to persuade someone to do
something, you can expect objections. These are reasons or excuses for not
buying.
Make a list of as many objections as you can think of and come up with replies
for each one.
Here are some common ones:
- I can't afford it
- I need to think about it
- I have to talk to my spouse/partner first
- I don't have time
“I can't afford it”
Sometimes this is true, but it's also commonly used by people who don't want to
buy.
If you're delivering a service over time, such as a three-month coaching
program, one way to address this objection is to offer a payment plan. Instead of
paying the full amount upfront, let the client make three monthly payments.
I would not offer a payment plan that lasts longer than it takes to deliver the
service. If you offer a six-month payment plan on a three-month program, the
client's incentive to keep making payments once the program ends drops
dramatically. If they stop paying part way through the program, you have the
option of putting future work with them on hold until they catch up with the
payments.
PayPal has a program that lets you offer six-month, no-interest financing to your
client. The great thing is that you get paid the full amount right away, and the
client makes the payments directly to PayPal, so you don't have to deal with it.
Check with PayPal for current details, but at this writing the client has to be a
US resident and the offer price must be at least $99.