As business owners working to get new clients, we've all heard it. You're in the closing part of the conversation and your client says those fateful words, "I can't afford it." For some owners, this is the worst case scenario because you feel stuck when your potential customer uses this reason not to work with you.
There are many variations of this excuse which may include:
-That's a lot of money
-My sister needs my help
-I have a mortgage to pay
-My son needs new tires
-Let me look over my finances, etc.
I'm going to share four methods to help you overcome the money objection and get clients.
1. Write down the excuses. Pay close attention to exactly what the potential client offers as reasons why she cannot start working with you. Write the reasons down so you can address each one with the person. Often these things are said quickly, so when you write them down, you'll be able to see the list in front of you.
2. Get underneath the surface. Many people have a hard to spending money on themselves. The idea of investing in their life seems foreign. When a person talks about giving money to someone else because they need the help more, you want to show her that she is putting herself at the bottom of the list. Tie this into self-worth and self-value because that is exactly what is going on. Your potential client doesn't think she is worth the investment.
3. Point out how money can be found. If a potential client's TV was broken, there would be no question about finding the money to purchase a new one. Most of the time, people go out and buy one right away rather than be without their favorite TV shows. This analogy can be very helpful showing a person how they view priorities and how money is available for what they deem important and valuable. When people really want to do something, they find a way. That is the mindset you want to tap into in this conversation to help the prospect sign up. You can also help brainstorm ideas about how she can find the money.
4. Stand in your integrity. Sometimes, you have to recognize the prospect is not one of your ideal clients. She might not be ready or not fit your client profile, but in either case she is being honest with you. If your gut feeling says the person is not a good client, listen to that. Massively stand in your integrity with the knowledge of who your ideal client is and that this person does not fit the description. Then, let go.
What is your closing rate like? If you want to get more clients to say yes, print this post out and keep it handy. The next time you are in a "Get Acquainted" conversation and money comes up, refer to these suggestions to help you close or move on.