Simple
Ways to Eliminate the Tire Kickers
In any business, you’ll spend a certain
amount of time on clients who will never pay you.
Website designers quote jobs that never come
to fruition.
Car dealers spend hours chatting up customers
who will never buy.
Book agents read countless manuscripts they
will never be able to sell.
And coaches spend time giving out free advice
to clients who cannot or will not hire them.
Truthfully, it can be frustrating, and it’s
definitely a drain on your time and energy. But there are some things you can
do to eliminate those who will never become clients without having to spend
time with them first.
Post Your Prices
One of the most hotly debated topics among
coaches and service providers is whether or not you should post your prices on
your website. There are pros and cons on both sides of the fence, but the
biggest advantage to posting your prices is that it immediately eliminates
those who cannot afford you.
Of course, you don’t have to list prices for
everything to achieve the same effect. If you offer private coaching and
self-directed training packages, having a price tag of $1000 on your “entry level”
course makes it pretty clear that your private coaching is going to be at the
high end.
If you prefer to quote packages individually,
a line that states, “Coaching packages start at $XXX” is a simple way to state
your prices while still giving you some flexibility.
Intake Forms
Before you get on the phone with anyone,
require that they do a little groundwork first. A client intake form should
tell you everything you need to know about a potential client long before you
pick up the phone. But what it tells you the most is how much work they’re
willing to do. Freebie seekers aren’t likely to do the work required to answer
even a simple questionnaire, so those who do fill out your form are better
prospects.
Not only that, but you can include in your form
a question about pricing, such as “What’s your budget for coaching?” Use a
pre-defined list of answers that start with “$1,000 and up” rather than letting
your potential client fill in her own amount, and those with smaller budgets
won’t bother to complete it.
Change Your Language
Words have power, and if the words you use on
your website and other marketing material are speaking to newbies or those just
getting started in business, you’ll never attract the audience you’re seeking.
Instead of using words like “step by step plan,” say, “advanced techniques.”
Rather than talking about “easy systems,” mention high-end, complex software by
name. Simple changes can help you to automatically attract the right audience.
You’ll still spend some time and energy on
those who ultimately won’t hire you, but by making these simple edits to your
website, marketing materials, and other business systems, you’ll begin to see
more high-end clients and fewer of those you no longer wish to work with.
No comments:
Post a Comment