3 Reasons Why Clients Aren’t Saying “YES” More Often
“People tell me all the time that they love my newsletter and find me so inspiring but I seem to have trouble getting them to say ‘yes’ to my programs.”
If you personally feel the pain from the statement above you’re going to love the information I’m sharing in this post.
The quote above actually was sent to me via an email a few weeks ago. It’s one version of an array of emails that I regularly receive all based around the same topic… “Why aren’t more people saying yes to me and my programs?”
Here’s the deal, it comes down to one of three reasons, (or maybe all three in some cases). Understanding each and making adjustments in your strategy will turn a ‘No’ into a ‘Yes’ almost every time!
Reason #1: They aren’t convinced that you understand their problem.
To make sales in any business you must do some type of marketing. The most important element to your marketing is demonstrating that you completely understand their problem.
When you speak, (or write), using the same language or phrases they use to describe their problem they will feel like you understand. More than that, they will trust you because you are displaying a knowledge base that proves you get where they are coming from.
Reason #2: They aren’t convinced that you have the solution.
Whether you have a one-on-one conversation or you have a sales page online you must be able to convince your potential client that you have the solution they’ve been looking for to solve their problem.
Again you do this through speaking their language but even more importantly you accomplish it by outlining the benefits they will receive by working with you.
Speaking in benefit statements can be a little tricky but here is a formula that will help you.
Ask yourself this question, “How will their life change/benefit from working with me?” Now make a list of all of the answers you can come up with.
Keep this list close by and always remind yourself to speak and write in benefit statements for every type of marketing you do.
Reason #3: They want to date you… not marry you.
Unfortunately this too often is the case with entrepreneurs that don’t have a marketing system in place. They rely on a take-it-or-leave-it sales pitch.
A potential new client comes into their world and instead of asking them for a date, they ask to marry them. They haven’t even had the chance to get to know one another yet and already they are promoting their highest priced program, product or services.
There will be a time and place for that, (as all great relationships have), but right away isn’t the answer.
Bridging the gap from someone being a new lead to a paying client calls for a time investment by you into the “Know, Like, Trust” factor.
You can easily do this through a series of automated emails, videos, audios, etc. that share your best tips and strategies with your new ideal client.
This gives them the opportunity to receive and implement what you are sharing so they have time to see the winning results. This strategy has been proven again and again to be the quickest way to get someone to say “YES” to what you are offering. (Although it does require some patience on your part.)
Reason #4: All of the above.
Yes, I’m being a little playful here but I’m going somewhere with this I promise.
I often work with business owners that struggle with each of the three reasons I described above. But in truth, it goes even deeper than what I’ve shared so far.
Each of the three reasons above will be completely eliminated if you get crystal clear on who your ideal client is. I mean super-duper, crystal clear on who your ideal client is and what their pain points are.
You need to know them inside and out, backward and front. It’s important to speak their language and understand their struggles.
When that becomes the case all of your messaging will become more influential. Your blog posts are more targeted, your social media posts get more engagement and your sales conversations, (whether in person or online), become more impactful.
Take the time necessary to build a solid ‘Know, Like, Trust’ campaign and before you know it you will have clients regularly saying “YES” to you.
Remember, it all starts with laser-focused, crystal clear identification of your ideal client.
Try it and I’m positive you’ll be amazed by the results.
To your success,
Great stuff Karen. I can see that is really all we need to get moving. So what tells me who my ideal clients will be? I as a health coach should be able to offer “good advice” to just about anyone right?Reply