Stop Wasting Your Time
Some People Won’t Hire You.
Begin Saying Yes To Your Ideal Client
I played and sang in party bands for several years. I was usually subbing for another player or singer and often was asked back over and over by the same bands. The bands played in nightclubs, and although the clubs paid, it ended up costing time and gas to get to the gig. When all was said and done, I didn't clear much cash at the end of the night.
But the band leaders never said no.
Even when the gig ended at 2 a.m. and the band members only cleared around 60 dollars each. I got tired of playing those clubs and finally declined when they offered me a lead singing role.
I realized...performing solo, or with a piano player, I could triple my income with one gig.
So I hired a piano player, recorded a bunch of tracks and started making 600% more per performance. I booked out and bought a high-end sound system, then cherry-picked my gigs.
But I had to say no to the sure bet; the lead in the band.
You will spend a certain amount of time on clients who will never pay you. You will play those seedy clubs until 2 a.m. even though they won't pay you right.
Website designers quote jobs that never come through.
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.
It's frustrating, I know. And it’s a drain on time and energy.
But you can avoid the seediness! Just by eliminating people who won't ever become clients. And you can prequalify your leads...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 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, just state, “Coaching packages start at $XXX.”
A starting at price allows you to keep your prices flexible.
Before you get on the phone with anyone, require 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.
If a client isn't willing to fill out a questionaire, they're not going to make any effort when you work with them. A freebie only seeking person just wants something quick and fast. So the form puts up the first barrier.
Filling a form also makes the call more likely to hold. They've given information and committed to a time. Every step they take is a step taken toward working with you!
Include a question about pricing, give a multiple choice answer with things like "Yes, I have the financial ability to invest fully in my business," and "I don't have the funds right now, but I am willing to invest if it benefits my business."
Change Your Language
Words have power. Don't just address people starting their business if you want to attract seasoned business owners! Instead of using words like “step by step plan,” say, “advanced techniques.” Rather than talking about “easy systems,” mention the name of the high-end, complex, software.
You automatically attract the right audience with the right language.
There will always be folks who drain your time and energy. People looking for freebies who ultimately won't end up hiring you. Avoid the clients prone to say no, and attract more high-end clients, simply by making edits to your website and marketing materials.
Ready to get serious about your business? Book a free coaching strategy call.