she didn't have money for coaching but she bought new furniture.
Published: Tue, 07/14/15
the recent survey about difficulty with
lead generation. In fact, many of you
told me that you'll be speaking with
a prospect and when you mention your
rate, they say they don't have any money.
(That's actually not necessarily
a lead generation issue, but
a conversion challenge.)
Here's the hitch, you are buying
their story.
Then you get uncomfortable, and you
hurry to get off the call.
I've been there and done that too, and
WOW was that not serving my prospect.
A key piece to truly being in service
is to call them on their story,
instead of buying it.
Some years ago, I was speaking with
a prospect and she complained that she
had no clients on board.
She was worried that she was going to
go through her savings and have to go
get a retail job to make ends meet.
I was listening to all of this and
feeling compassion for her.
After all, it sounded like she was
genuinely in a tough place.
As the conversation continued, and we
began to discuss working together,
the investment and scheduling coaching,
she mentioned that she wanted to wait
for her new dining room furniture
to arrive.
Huh? Didn't she say she had
no clients and no income?
Then she mentioned that she needed
to get landscaping done.
Huh? Now I was totally kicking myself
because I'd bought her, "I don't have
the money" story.
In actuality, she had money to invest,
she simply wasn't convinced that
coaching was a fit for her but she
knew new furniture and landscaping was.
Smack me upside the head!
I was so surprised that I didn't do
what I needed to which was to point out
that her new furniture and landscaping
was costing money that she said
she didn't have.
And that she was not prioritizing her business.
(Which, by the way, is totally okay.
Your prospects get to decide their
own priorities. You just don't want to
let them sell you on a story that
isn't true.
And you do want to point out the gap
between the truth and their story
because usually they have bought into
their story and aren't even aware
of the gap created.)
So here's the thing, when you are in
a conversation with a prospect and
they start to say they don't have any
money, it may be legitimate, but more
often than not, it is a story they are
selling themselves and you.
It is an excuse they are making to
avoid doing the work to move forward,
and it is a convenient way to stay
in their comfort zone.
(Remember your comfort zone isn't
usually very comfortable but it is
familiar and change can be scary.
YOUR GREATNESS IS ON THE OTHER
SIDE OF YOUR COMFORT ZONE.)
Also take a look at how you invest
your money in your own life and know
that if you are asking people to invest
far more than you'd ever in yourself,
you have created your own gap.
Lead by example and walk your talk.
Mega Hugs,
Melissa
PS. If you do want to PRIORITIZE
YOUR BUSINESS, come join me Thursday
1pm EST for a Free Training to Get
More Clients (the right fits for you
instead of the "I don't have money"
crowd.) Register here & I'll send details.
http://www.melissagalt.com/weeklyfreetraining
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