What To Do If Your Clients Can’t Afford Your Services
By online business consultant, author and expert Biana Babinsky
Has this ever happened to you? You have a new prospective customer who you know you can help. The customer is a part of your target market. She is exactly the type of person you typically work with. It looks like she will greatly benefit from your one-on-one services. You spend time answering her questions, maybe even conduct a free initial consultation. Everything looks perfect – she needs your one-on-one services, and you are looking forward to working with her. Than, when the time comes for the customer to sign on the dotted line, she tells you that even though you are exactly the person she needs to hire, she can’t afford your one-on-one fees.
If this has happened to you, you are not alone. Many service providers report spending a lot of time on prospecting, answering prospective clients’ questions and delivering no charge consultations to members of their target market who are very interested in their one-on-one services. Then, when the time comes to turn the prospect into a customer, the prospect decides he can’t afford the fees and disappears. If you can’t turn a prospect into a customer, you are not getting paid on the time you have spent with the prospect. If you are spending time with the prospects without turning them into customers, you are not getting a single cent for the time you spend with them.
How can you turn this around and still earn money when your prospects can’t afford your one-on-one services? Offer them your products instead of your one-on-one services. Next time when someone tells you that they can’t afford your one-on-one services, instead of saying goodbye to them and not helping them at all, you can offer them your e-book or special report or invite them to your teleseminars. This way, your customers can still get help from you and you can still earn money.
So what should your first product be? I recommend creating a comprehensive product that answers your clients’ most frequently asked questions and that you can recommend instead of your one-on-one service. An e-book, a book or an audio program would work best here. For example, a business coach can create a Guide To Starting And Running A Success Business. A life coach can create an e-book on Getting Rid Of Non-Essential Things In Life, And Creating A Life You Want.
Even when a potential client tells you that he can’t afford your one-on-one services, you can still help him and still earn money. You can do that by offering them lower priced products that still offer them the help they need, and still help you earn money on the clients who would not have paid a cent otherwise.
About the author: Biana Babinsky is the online business coach, expert and author who teaches business owners how to make money with their ebooks and other products. Get her Complete Step By Step Information Products Guide at http://www.avocadoconsulting.com/rlinks/zinfo to learn how to create your own products.