Skeptics: How To Overcome Them
When you read or hear about a new program that is promising never before seen results like, “Make Six Figures in Six Weeks” or “Lose 50 lbs. in 5 days,” do you believe it?
Many of us know when it sounds too good to be true, it’s too good to be true. The result of these “over-promise and under-deliver” campaigns is they have created a society of skeptics. It’s often challenging for people to find what’s right for them and who’s the real deal, delivering tangible results.
With this in mind, how are your clients able to determine if what you’re offering is legitimate and will solve their problem and meet their needs?
The answer most people give when I ask this question is “I offer a free 30 minute consultation call.” My follow-up questions to this response is, “How many people are signing up for this free consultation?” Turns out, very few if any at all.
Let’s be honest, most of us skeptics equate a Free Consultation to really meaning a Sales Pitch. Do people really want to sign up for a sales pitch? When I visit someone’s website and see an offer for a free consultation call, I never sign up. Do you? The only time I sign up for a free consultation is after having been exposed to a person’s work in some way other than on their website. It feels too risky otherwise. I want to know what I’m getting myself into before blocking out 30 minutes in my very busy schedule.
Chances are your prospects feel the same way. This means you need to have additional ways for people to be exposed to your work other than relying solely on your website and the offer for a free consultation.
Consider offering prospects multiple ways to be exposed to your work. The skeptics want to be able to check you out and make sure you’re the real deal before they hire you.
I met a woman 2 years ago and she recently scheduled a call to discuss us working together. She mentioned that she had seen me speak two times in the last year. It wasn’t until after the second time of hearing me speak that she decided I might be the right coach for her. She said she’d been burned by other coaches and wanted to make sure I was the real deal before hiring me. As a result of putting myself out there for her to be exposed to my work, I now get to work with an ideal client doing amazing things to change the world.
This week consider taking a look at how many ways a potential client can be exposed to your work. A free consultation call may not be enough for them.
Here’s the list of “low risk” offers I currently have to expose people to my work:
- weekly blog with one sales tip anyone can implement into their business
- weekly newsletter with one sales tip anyone can implement into their business
- multiple videos offering sales tips on my YouTube channel so people get a sense of my style
- guest appearances on Podcasts
- free webinar events offered regularly
- speaking gigs at conferences and to networking groups
- active social media presence on Facebook, Instagram, Twitter & LinkedIn
- complimentary ebook on Closing The Sale
In conclusion, take a look at your own offering and see what else is needed. When you make it easy for clients to determine if what you offer meets their needs or solves their problems, they’ll hire you.
Wishing you continued success in all you’re doing this week.
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