Are You Making It Safe for Clients to Ask?

Show Notes

What if the people reading your content need your help? They have the problem that you can solve, but they are nervous about reaching out to you. They are worried about getting into a high pressure sales call, being pushed into something that they do not want to do. How are you going to fix it?

Glad you asked. That is what we are going to talk about today. Creating that safety to ask so that people do not feel that the next step is too far, that it is not going to be what they want it to be.

Creating Safety for Potential Clients

We all know that the first step is to get our content out there, to get people to understand that we are the solution to their problem, that we can help them.

And then, of course, we need to make an offer and let people know that we have things that they can potentially buy, download or take that next step. But often that is as far as it gets, because people are just nervous about what it is the next step to do.

Do they have a unique problem that nobody else has? Is it a case of you are not going to be able to solve for them, or is it a case that they think that they are going to get railroaded into something that potentially is not where they want to go, or it is going to cost too much money, or it is going to take too much time or just is not going to suit them.

These are all the things that our clients and potential clients have in their mind before they reach out to you. So what we are going to talk about today is making sure that you are giving them the opportunity to reach out and ask to have those conversations and to answer some of those objections in your marketing so people really feel like you get them.

You know what it is that they are going through. And no, they are not 100% unique. You have helped other people in similar situations, if not exactly the same situation.

Building Trust and Connection

So connection is really what we need to be doing, is it not? People will not buy and they definitely will not reach out to you if they do not feel that trust.

And sometimes that trust cannot be rushed. Sometimes it really can be condensed, but it is about the way that you do it. If you are not answering their objections in your marketing, if they are really thinking, you got me, you are in my head. You know exactly what it is that trust can be created much quicker.

But often we do not do that, do we? We do not answer all their questions. We worry that if we put objections out into the market, that it is something they had not thought of before, and suddenly they are going to.

It is just like trying to talk to everybody is counterintuitive. The more that we can put out there and let people know that we understand what their problems are, we understand what their potential objection is. The more they know that we are the right person.

Talk to One Person

And it is just the same as not talking to everybody. I have just been recording a panel with some amazing guests, so if you have not dropped in to see the Coaches Momentum Panel, make sure you do so. Coaches Momentum Panel is an amazing place that we are talking to lots of coaches.

So it is really important to narrow it down. As I say, it does sound counterintuitive, but it works so much better if you are aiming for the bullseye in the middle of the dartboard and you are a little bit out, you will still hit the dartboard.

But if you are aiming for the edge and you are trying to cover everything, nine times out of ten, you are going to miss it, and nobody is going to understand what it is that you are talking about.

I often say name that person so you know exactly who it is that you are talking about. When you are talking to your best friend, you go, oh, I wonder if you would like this or do the same when you are doing the marketing.

Is this a problem? Would Susie have helped? Would Susie resonate with this? Is this going to work for Susie? And then it becomes so much easier because you are just talking to that one person. You are talking to that one heart, as we were talking about on the panel.

Make Your Message Clear

So making sure you are really specific and what the first step we need to do is attract their attention, make sure that people can see that we are out there.

It is no point being the best kept secret. We all know this. We need them to know that we have got the solution. We need to help them understand that we are the right person, what we have to offer, who it is for, what the problem is that we are solving, what the solution is.

Because confused people will not ask questions.

They really do. You know what it is like when you walk into a shop and you really want to buy something, you cannot quite see where it is. You are looking around and suddenly you are trying to do things quick and you just see a mass of things.

Create Safety to Ask

How many times have you been on something and somebody says, oh, I just want to ask this, or there are no silly questions. There are just questions that are not answered, not asked.

So if you can get that out there and start getting people to understand that you understand them, that is where the magic really happens. So you need to create that safety to ask.

Will they be pressured into buying? Is their question sounding silly? What if they cannot afford it? What if you judge me? These are all the things that are going on in their head. So sometimes it is a case of putting the price out there so that people know exactly what they are getting. Making sure that you let them know that you have offers.

So making sure that you are answering these people’s questions so that they do feel the safety to ask because otherwise they will just slip through the net and they will go on to somebody else.

Three Doors for Your Potential Clients

There are three doors:

Door number one: Ask
Ask a question or send a message.

Door number two: Explore
Give them information, details, and answers.

Door number three: Book
Find out more and make the process clear.

If they need more answers, they can book a call. If they are ready to get started, give them options where they can buy your services. There are lots of different ways to make it happen. The important thing is to create enough safety for them to ask, explore, and buy without feeling confronted by a salesperson.

Look at What Is Working

See what is working and amplify it. Change the things that are not working. The first conversation somebody has with you gives them a glimpse of how working with you is going to feel. And these days, many of those conversations happen before you ever speak to them in person.

So be clear about what you are putting out there and make sure your message creates safety.

Are you simply saying, “Book a call”?
Are you giving them enough clarity?
Are you showing them what you can do and explaining your process?
Are you giving them the opportunity to ask questions and feel safe?

The goal is not just to get an invitation. The goal is to make them feel human and help them feel like you are the person who can help them.

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Cathy Smith Coaching

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