Stop Failing Your Sales Calls

Does this happen to you?

A client gets on a sales call with you.  You show them the possibility.  They see the transformation that is possible.  Then, you tell them your rate.  The color instantly drains from their face and they fumble around for the word: “No”.  So what do you do next?

Let’s say you charge 5k a month for coaching (you are a great coach and your clients see ten times that amount in results).  A client comes to you and says they can pay you 3k/month.  Now if you accept this offer, you are valuing yourself at a 3k/month coach.  Your client thinks of you as a 3k/month coach and likely you do too.  But are you just supposed to leave money on the table?

Yes and no.  Let’s start with the yes: It’s OK to leave money on the table.  It’s actually good for you to know that you have the ability to pick and choose who you work with EVEN if it means the difference between a single and a double digit month.  You became a coach for the freedom, but most of the time you don’t even give yourself an ounce of that freedom you set out for. 

So let’s imagine this same client is almost perfect for you.  They check all your “ideal client” boxes and you really want to work with them, but they simply can’t afford you.  Instead of discounting yourself, you provide them with options that are within their budget.  They still get YOU, and you still keep your value.

This is why having multiple packages, offerings, and options is important.  You have to have a fallback for the “no” to become a “yes” and still not discount yourself.

So now as a 5k/month coach you still take in clients at 5k/month.  Those are your ideal clients.  Maybe you have a group coaching package that costs 3k/month.  And a course that’s 1k/month.  Maybe you even have a free e-book for the people that can barely afford to buy their next groceries.  The point is to be able to offer something at every price point without compromising your value or integrity.  THAT is how you consistently get an enthusiastic “YES!” from your sales calls.

If this feels a like I'm talking to you, it's because I am! If you’re interested in sales call coaching, please fill out a general application and include that you’re interested in sales call coaching.

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