What,When,Client,Backs,Out,Tod marketing What to do When a Client Backs Out

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Today’s article is about why clients sometimes back out and what todo about it. Sometimes for whatever reason, a brand new client decidesto back out and not go forward in working with you even before you’ve startedto work together. So, here you’ve spent time marketing to that client,following up, cultivating the lead, successfully going through the wholeclosing of the sale process, and you’ve gotten a brand new client who suddenlybacks out. I think there’s nothing more frustrating than that. So, what do you? What is the right thing to do? Do you letthem just walk away, or do you actually do something about it? Well, in myopinion, how you respond to the situation is directly related to the reasonthat they’re backing out. See, once you know why they’re backing out, you canrespond accordingly. It’s important to examine what’s really going on with their situationand get them to the real reason why they’re not moving forward in working withyou. In my experience, it boils down to four different reasons. 1. Theysimply may not be your ideal client. Admit it. Whenever that’s thesituation, you knew it deep down inside, but you decided to take them on anywayjust because you needed the money. We’ve all been there. What I’ve experiencedis that that usually comes back to get you. So, in that case, if they’re notyour ideal client, I believe you should let them walk away. When you try toconvince someone who isn’t right for you in the first place to continue workingwith you, that is only going to create problems later. I’ve done it. You’veprobably done it. Trust me, it comes back to bite you. It comes back to hauntyou because a client who isn’t your ideal client is just not going to get theright results. They won’t refer others, and they’ll just be an energy drain foryou. So, be in integrity. Let that person lovingly go. 2. Theyjust don’t get the value. If they’re not convinced of the value ofwhat they’ll get from working with you, you’re probably talking too much aboutprocesses when you’re talking to them about your work, rather than about theresults that they’ll get from working with you. People don’t buy processes.They buy results. Let this be your mantra. People want results, results,results, results. So when describing your work and when describing yourprograms, you want to talk about results. If your prospect isn’t clear thatthey’ll get the solutions to the problems that keep them up at night, then theyjust simply won’t plunk down their credit card to work with you. The solutionto this is change how you talk about what they’ll get and it’ll make all thedifference. 3. Theyclaim that money is an issue. I’m sure you’ve heard this before, “Ican’t afford it. My husband, my accountant, my this, my that…” This is usuallyan excuse hiding the real reason. I know that there are people who genuinelydon’t have the money, but someone – I’ve found this to often be true in mymany, many years—someone will change their mind the very next day and use moneyas an excuse. What I’ve found is it’s probably because they aren’t convinced ofthe value that you’ll bring. So, let’s face it. We’ve all met people who really want towork with you, but for some money can be an issue. There is a difference in theapproach. Let’s say you have a person who genuinely does not have the money,and a person who does have the money but is using money as an excuse.You can tell right away because the prospect who doesn’t have the money butreally, really wants to do the program will try to find a way to find themoney. They’ll ask about payment plans. They’ll start to save up. They’ll say,“I will start in January,” and they’ll put down a deposit. That is the personwho will do anything to make it happen. But, if the prospect that you’ve just signed who just backed outisn’t scrambling to find a way to afford your services or yourproducts, then it’s usually a question of not seeing the value. In that case,you have to go back to talking to them about the results that they really want. 4. Sometimesclients have limiting fears that keep them from moving forward, even thoughthey really need your help. They make the decision and will moveforward in doing something good for themselves, and then limiting fears creepin and stop them from moving forward. Here’s what I’ve learned. So, the person says, “I reallywant to work with you. Let’s do it,” and then they go home and they start havingfear of failure or fear of success. It’s happened to me, too. In my experience, many, many times especially in my early days, Ihave limited myself and gotten in my own way just when I was startingto take a big step towards my goals. I stopped myself and I essentially got inmy own way by backing out, by being wishy-washy and going back on a decisionthat I made. I’ve seen this happen over and over again with clients, too. What happens is we have our big dreams and we say to ourselves thatwe’ll do anything to make them happen, but then when given anopportunity we sabotage our own success, and usually and ironically, it’sbecause of the fear of success or the fear of overwhelm. So, because it takes one to know one, if I sense that this is goingon, depending on the client, I will actually gently ask if thisfinancial discomfort that they’re experiencing could be a limiting belief. Itell them that I’ve had people go through the Client Attraction programs andrealize that the limitation that they had around getting to the next level wasactually rooted and created by their own mindset. Once we examine theirbusiness and their success mindset, most people find a way to make theinvestment. When you call it out and put words to their worry, people will thenrealize, “Oh, I am just getting in my own way,” and they will make theinvestment. I tell them this is what our coaching is about. It’s about reallylooking at that client’s perspective around business success and around makingmoney in their business and then taking massive action on it. It’s not just themarketing. Your Client Attraction Assignment So, your assignment this week is more of a complicated one, and it’smore of a ‘mindset-y’ one. I want you to spend some time thinkingabout what clients have said when they’ve backed out of your program. Look atthe real reason that they had whether it was something spoken or unspoken aboutbacking out, and then list these on a piece of paper. If you suspect it’s alimiting belief, then talk to them about it and gently show them that theymight be standing in their own way. This is about taking a stand for your client. If you reallylove that prospect whether you know them or not, if you really care about themand you want them to succeed, then take a stand for them. You’ve got to besuper gentle about this and I always ask permission to be direct because somepeople will be open to this kind of coaching and some people will not, butreally talk to them about their belief system around working with you. Now, if it’s a value issue, then it’s time to change the way thatyou speak to your prospects about how you work together, and it’s alsotime for you to change the way that you close the sale and especiallydouble-closing the sale. The bottom line is that you’ve worked really hard toget that client to sign up. Don’t let the client walk away unnecessarily. Use these techniques, and if all goes well, you’ll be back to celebratingthat client signing up again. Enjoy!