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The I Can't Afford It Excuse!

Stop selling. Start helping.--Zig Ziglar

Over the past few weeks, I've been participating in a group discussion on LinkedIn. The question that prompted the discussion was: How do you respond when a potential client says “I can’t afford it”? Do you let them off the hook?

What I found most interesting is the way some coaches responded to this question. Some of them were way too eager to take no for an answer. And, others seemed appalled at the idea charging for their services. It amazes me how many entrepreneurs in the fields of coaching and healing don't see themselves as business owners first.

Turn Excuses into Commitments

In my coaching experience, most people use “I can't afford it” as an excuse for being afraid to step up and work on their challenge or challenges. I've also come to understand that those who let this type of client “off the hook” so easily seem to have some sort of “money story” or “lack mentality” of their own. So they get drawn into the whole I can't afford it story.

Rarely (but it does happen) you'll run across someone who really doesn't have the money or the access to any additional resources. Those are the people who you may decide to take case by case if you feel you really can help them solve their challenge.

Or you simply keep on your lists and keep nurturing value-based relationships with until they can afford it or they eventually drop off your list.

But, if you're dealing with someone who is a part of your inner circle, meaning they resonate with your mission statement, see the value in what you're offering to them, have bought something from you before, and know that you have the “soulution” or lasting change their actively seeking, then with the right amount of “HELP” they'll find a way to afford it. No matter how much it costs.

As socially purpose-driven coaches and consultants we need to see our services as a business. And, the objective of any business is to make money. Whether or not you're motivated to make millions or just a living wage is up to you. But if you're not at least making enough money to live the lifestyle you want then you're not treating your services as a business.

I'm a Business Owner First

When someone asks me what I do, the first thing I say is, “I own my own business.” Then, when they ask what kind of business, I tell them that, “I mentor purpose-driven entrepreneurs who want to take their business to the next level, make more money and change more lives...including their own.”

But I'm a business owner first, then a mentor. And, this way of looking at it creates an entirely different mindset when it comes to serving my inner circle.

I see service as my responsibility. If I know I have the “soulution” my inner-circle is actively seeking to solve their challenge then it's my responsibility (yes there's that evil R word) to do everything in my power to get them to see the value in the “soulution” I can provide for them. That way it's win-win for both of us.

Your Action Step

Stop believing the “I can't afford it,” story. As long as you know for a fact that you have the “soulution” or transformative lasting change that your client is seeking to help them solve their challenge then don't let them off the hook so easily.

And, this not a pushy sales tactic. It's nothing more than standing up for your inner-circle and helping them to solve their challenges.

It's your responsibility to get them to see the value in what you're offering. It's up to you to get them to understand that what you're offering is an investment in their future and their families future as well.

If they say, “I can't afford it” don't let your money story get in the way. Be empowered enough to ask them if you can explore that.

Begin by saying something like-I agree that you believe--you can't afford it, don't have the funds right now, or the price is too much-whatever they're excuse is. Always begin with agreeing that they believe-this will create a sense of “they do understand” from your client. Do you mind if we take a moment to chat about, talk about or explore that belief?

Then begin by reminding them of their goals and dreams and have them equate that with the price. You shared earlier that you're -repeat to them whatever their challenge is-and you're ready to move forward and-then repeat to them whatever their dream is.

If you've offered enough value and you have the soulution they're actively seeking then money will no longer be the excuse.

If I help support you in figuring out how to overcome the “I can't afford it” excuse, just contact me at Together I know we can come up a “soulution.”

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