What The Prospect Can’t See, Is Why The Do Not Say Yes

Show Notes

Today we are going to talk about what your clients, what your prospects can’t see and why they are not saying yes. So if you’ve been around business for even a minute, and especially coaching, you all know about the iceberg effect.

The bit that we can see on the top and all the stuff underneath. So we can talk about it is conscious mind and subconscious mind, or we can just literally talk about it as the iceberg. And you may even use that when you are coaching. But have you ever thought about using it in your marketing? Because that’s where it really does come into play.

The Impact of Your Coaching

We can have these great conversations and we know that we can help the people and we are absolutely sure they are our perfect client. And then we get down to the money part and sometimes, we get a little bit wobbly. And then at the end they say, “I’ve got to think about it”.

Or they say, no, it’s not for me. And you are sitting there scratching your head. You can. I just don’t understand why that would perfect. I explained it well. They were going to get those amazing transformations, but that’s from your side of the fence. You didn’t quite paint that picture vividly enough. You didn’t show them the potential future, and you didn’t show them that they could do it. So what they couldn’t see is why they didn’t say yes.

So when we go and think about it, the iceberg, it’s just the top part. That’s what we are explaining. We are not getting down into a little bit more of the depths. And yes, you don’t have to explain the whole lot. It’s not a coaching conversation. It is a sales conversation. Although we do use coaching techniques in it.

Your Worth

If you are giving away free coaching, that’s a different thing. And that’s fine. Quite often we have to do that and sometimes we do that by choice is a give back. But that is not a sales conversation. And making sure that you are very clear about the two distinctions. Making sure that if you are having a sales conversation, everybody on the conversation knows.

I had a really good tip yesterday that said, when somebody asks you, what do you do? You say, I’m a business coach for new coaches. I help you to create a thriving business. And they go, tell me about that. And then you end up spending half an hour chatting to them about what you do. That’s not a sales conversation.

And at the end, they might know some more, but you really haven’t helped anybody. So when that situation happens, tell them a quick one line, couple of line things about what you do and then turn it around and ask them why. Oh, are you interested in that? Oh yeah. Yeah, that’d be great. That’s the situation I’m in. Or I know somebody.

Stop the conversation there and say, that’s amazing. Let’s book a sales conversation and have a chat. You don’t even have to call it a sales conversation. You could call it a discovery call, a meeting session, a strategy session, whatever your name is for it. But get it booked in as a sales conversation so that everybody is on the same page.

The Whole Picture

Then you can go through your process. You can ask those curious questions. You can see what it is that you could help them with. And then you can use their words to help them understand exactly what is under that level, under the iceberg, and make sure that it is in those emotive languages.

Those vivid language is painting the picture. So that people know exactly what it is that you offer and how you can help them. And as we know, one of the biggest things that why people don’t buy is they think that they can’t do it. So you can help them to borrow your belief. And we’ve got a whole podcast on that about how you can borrow belief, and particularly if you don’t believe it, 100% so you need to be believing that your program, your 101 sessions is exactly what that person needs.

Checkout SBT Episode 310: Borrowing Belief Until You Build Your Own

Lack Of Clarity

Another way to think about the iceberg is the messaging, making sure that you are using it in your messaging. What is the person’s pain point? What is it that they are out there searching to get fixed? And then what are the results that you are going to deliver? Or better still, what are the results you already have delivered? Do you have people that you have done this exact thing for?

So I had a client, Rachel. She was really confused about her messaging. She didn’t know what to do, where to go.

And one day she was talking about being so professional. That was full of jargon, and she couldn’t understand a word she was saying. The next day, she was talking to parents. The day after that, she was talking to somebody else. Instead of making herself look professional, it went the opposite way. It just made her sound like other coaches, spouting the same kind of thing. It didn’t work out well.

So what we did was we simplified that message. We talked to one particular area of her expertise. One client, the one pain point that they had. And by simplifying that message and making it much clearer, people stopped scrolling and they actually engage and speak to her, DM her. And out of that, she was able to get five inquiries to sign clients.

So in Episode 297: The Real Reason Clients Say I Want To Think About It, we did that. We did The Hidden Objections, the real reasons why clients want to say, “I think want to think about it”. So check that one out if you haven’t already. And in Episode 238: How People Decide to Buy, we talked about how people buy and what the methods are, the systems and a little bit of the psychology.

You Stayed Hidden

Years ago I had a lovely lady that wanted to hang out on Instagram. She loved it and I asked her where was her photos? She didn’t have any. So we organised a photo shoot but she didn’t like the outcome. So, I asked her about videos. She said she is not doing it. I asked her again about what she like about Instagram. She said she like how the photo is saying what people are doing. I said, that’s great, but how are we going to get you onto Instagram if you don’t do photos and you won’t do a video? Hence, she didn’t go onto Instagram.

So where are your people hanging out? And is it a medium that you can go on to? Doing videos is definitely the quickest way to cut through because that is all about you and your integrity. And people can see very quickly whether they like you or whether they don’t. And never be scared of people that don’t like you because that is okay. We are not everybody’s cup of tea. And the quicker you can get people out of your circle that are not interested and are never going to buy, the more space you’ve got for the ones that are going to buy.

Links

Coaches Marketing Roadmap
Cathy Smith Coaching

Contacts

Linkedin
Facebook
Instagram