The Real Reason Clients Say I Want To Think About It

Show Notes

Not many people like to say no. We make excuses. It’s too expensive. We can’t afford it. We don’t have the money. I need to talk to somebody. I’d like to think about it. But what is the real reason that people are saying this? And do they really want to think about it? And if they do, why?

Unclear Pricing

So the number one reason that people will say, I like to think about it is that your price is unclear. You might have kept changing your prices, you might have put it at one price and then another, and you are not saying it with a great lot of conviction.

If you are not in love with your price and you are not convinced about your price, and you are not giving it to them confidently, they are not going to be convinced about your price either.

Value For Money

Clients are going to be worried whether they say it or not about the value match. Are you going to deliver the value for the money that they have paid? And as we know in coaching, we love to overdeliver, but we need to let the client know that. We need to let them know that, yes, they will get great results.

So if you ae explaining your program, your offering, and it’s too complex and they can’t understand it or it’s too simple, they need some more details and you are just glossing over it. Oh yes, we are going to do a 12 week course and it’s going to be fantastic. Yes. But what’s in it? What do I get for my money? So you need to be judging your client and saying not judging in a judging way, but assessing them and saying, are they the type of person that needs a lot of detail? Do they go in too long answers about things, or are they the type of person that needs a lot less detail? So if they are a highly detail orientated person, if you decide the 12 week course, that’s not going to be enough for them. But if they are not a highly detailed, answer orientated person and you go on to say it’s a 12 week course and we are going to have these modules, then we are going to do this and we’re going to have 15 classes and, you’ve lost me already.

So you need to be assessing the person to see what kind of information they are. So give them a little bit to start and then they might want some more. And remember ask them. So if you are not clear on what it is you are offering and what your price is, then that’s quite often when people will say, I want to think about it.

Make Your Message Clear

If you are getting interest but you are not getting people over the line. You are not getting people saying, yes, I’d love to do that. So it is likely that you have been too vague or you have been too complex. So making sure that that is a clear thing and making sure that you are articulating it in a way that they can understand.

Because if you are using a lot of coach jargon, then they are not going to understand you for most parts. So therefore they are going to say, you are not for me. Or if you are in a real specific niche, it might be case you actually need to use the jargon, or they are going to think that you don’t understand them. So making sure that you are matching your offering to the people that you are trying to offer it to so that they do feel like you get me.

Because yes, it’s great to do general coaching, but we still need to nail down to a certain degree. Don’t we need to make sure that we’re offering it to a certain kind of people? Because if you are offering a whole pile of different programs to a whole pile of different people, one you are going to get confused. And I wonder you are feeling overwhelmed and burnt out before you even started.

Attract The Right Clients

Are you attracting that audience? Are you attracting your right people or are you attracting people from all sorts of different areas? So one minute you are doing weight loss, the next minute you are doing money, then you are doing business, you are doing all sorts of different things, or you’] are just being really vague about what you are doing.

So making sure that you are thinking about who your ideal person is, targeting that ideal person, getting your language and your messaging exactly to them. Make sure that you are targeting and setting your packages to the right sort of people. For example, if they are looking for groups and you are only doing one on one at the moment, then it’s no point trying to band around and have one and get a group together. It might be a case of letting that person go for now.

Change When Necessary

Some people that you think that you wanted to attract might need to change. For example, I decided that I was going to help ladies in transition and it was great. We had a lovely time, but it wasn’t where I wanted to stay. And the universe said, no, you want to help coaches and you want to help coaches create thriving businesses. So I pivoted and that’s what I did. So you can too, if you’ve gone down one route and it’s just not quite for you, then there’s nothing to stop you from pivoting and change your course.

But remember, don’t do it every five minutes. In my Coaches Marketing Roadmap book, I actually say stick with it for six months and then see how you feel. If it’s a real train wreck, six months might be too long, but that’s another thing that’s going to stop people from actually committing and not saying I need to think about it.

Links

Coaches Marketing Roadmap
Cathy Smith Coaching

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