What to Say When They Want to Think About It
It’s so frustrating to hear “I want to think about it,” after you’ve just explained your fabulous, holistic program to a potential client. How do you get them to say “Yes!” instead?
In this article, I’ll give you exact scripts to use so you can stop wasting time and effort and start transforming lives. I’ll also help you understand what’s going on in their head when they hesitate so you can handle multiple scenarios.
If you’ve spent any amount of time trying to get health coaching clients, I know you’ve heard “I want to think about it” more than once. It ranks right up there with “I can’t afford it,” which is another variation on that phrase.
The problem with settling for “I want to think about it” is that you’re really accepting a no, but you’re still hoping it will turn into a yes. It may sound like a maybe, but it’s really a no – or at least a no for now.
And while you’re waiting for someone to think about it, you’re not bringing income into your business, and the person you’ve talked to stays stuck with their current health problem. It’s a lose-lose scenario.
On the other hand, it’s reasonable that someone might want to think things over before making a decision, especially if you’re promoting high-end coaching programs. Not everyone will be able to say yes immediately.
Let’s take a look at how to turn this around into a win-win for you and your clients.
First, learn exactly why they want to think about it. Then ask pointed questions to help them make a buying decision, whether that decision is yes or no.
The last thing you want to hear is a maybe or “I want to think about it.” If someone is an ideal client, you want to understand what they are thinking and try to get a yes. If they aren’t an ideal client, then graciously accept a no.
Overcoming the Objection “I Want to Think About It”
The next time someone says, “I want to think about it” or something similar, say this:
“If you’re willing to make this decision a priority and take a couple of days to think about it, I’m happy to let you do that, and we can chat again in about 48 hours from now. And if your decision is a yes, then we’ll get you scheduled on my calendar and started right away.
“So far, we’ve explored what’s possible for you, and I think you agree that you’re truly ready for this. May I ask what it is you want to think about?”
Then pause and wait for their answer. Here is why: once your call with them is over, fear will likely creep up. It happens to all of us. The voices in the back of their head will get louder and tell them all the reasons why they shouldn’t do it, in essence sabotaging themselves. You can’t help them address those fears unless you know what they are.
Here are some common fears that stop them from saying yes:
§ Fear they won’t be able to do the work
§ Fear they won’t get the results they want
§ Fear they’ll waste their time and/or money
§ Fear what their spouse, child, or someone else will say if they work with you
§ Fear you’ll disappoint them
Ask them about their fears and concerns to help them move beyond their doubt so they can have the transformation they desire. Based on their answer, explore further and see if you can come up with a solution for them.
Other reasons why they need to think about it:
They aren’t an ideal client. This is probably the most common reason you’ll come across. You’re talking to someone who simply isn’t that interested in what you offer. It doesn’t matter how great your program is or how wonderful you are to work with if your program isn’t a great fit for them.
By asking the question above – “May I ask what it is you want to think about?” – you’ll be able to determine if they are someone who is desperate for results and committed to making the changes necessary to getting them.
They don’t see how your program will help them. This can be because you focused on your program’s features instead of the amazing results they would get. Or maybe you didn’t address their #1 concern. For example, you focused on helping them lose weight when what they really want is to lower their blood sugar.
Don’t assume you know what they want. Ask them.
They want to work with you, but don’t have the full investment right now.
“I can’t afford it” usually doesn’t mean someone doesn’t have the funds to work with you. It’s often an excuse people use because they don’t want to appear rude by saying no.
But occasionally, someone will be in a position where they really want to work with you, but don’t have the financial means to do so. In that case, help them find a solution. Can you offer them a payment plan or get them started with a shorter quick-start program, a group program, or a VIP Day? Perhaps they can sell something or borrow from a credit card or relative.
If they truly want to work with you, help them to find a solution so they can start seeing amazing results right away. Then they’ll look forward to upgrading to your higher-end programs when they are ready.
There are many ways to turn “I want to think about it” into “Yes!” The important thing is to remember to ask questions, dig deeper into their reasons WHY they need to think about it, and then help them make the decision that’s right for them.
Help them to overcome their fears so they can transform their health and their lives. You’ll be so glad you did, and they’ll love you for it!
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