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Has this ever happened to you?
You’ve just signed on a new client. You’re excited, they’re excited.
And then you get the ‘back peddling’ email.
The one from your new client, filled with reasons why they can’t move forward as planned. They pull out every reason as to why their yes is now a no, but it all boils down to one overriding emotion: fear.
Now, before you spiral down into self-doubt ("What did I do wrong? Maybe I’m not cut out for this!") let me reassure you…this situation happens to ALL of us at some point.
And rather than taking it personally, you and your business will be better served by creating a system for getting each new client to "stick" so that situations like this quickly become a thing of the past for you.
Here are 5 of my favorite "stick strategies" that you can use to help cement your new client’s confidence in investing in themselves…and keep your new and exciting sales from slipping through your fingers.
Strategy #1 – Understand The Emotional Phases Your New Client Goes Through And Plan For Each Of Them
From initial elation to total terror, your new client is likely to have wild mood swings as they cycle through making a big shift. Your best bet is to be prepared and pro-active in being there for them…without letting them off the hook of what it is they really want.
The first step is to have them create a list of all the positive reasons, and yes, the painful ones too, of why they’re choosing to work with you. You can easily do this in your discovery/strategy session.
Here’s a bonus tip: Name this list with your client, so that you can both reference it again. Even something as simple as calling it their Big Why list gives it importance and anchors for them what it is that is pulling them forward.
Strategy #2 – Get Them Into Immediate Action
Getting your new client into immediate action keeps their focus on what they are moving towards, instead of what they might be afraid of. Once again, if you’re prepared by assigning a few simple tasks that they can accomplish quickly, they’ll already begin to see the value of their investment.
Bonus tip: Give the assignment right when they sign up with you, and ask them to report in to you within 24 hours. Short time frames work in their favor…and in yours!
Strategy #3 – Overwhelm Them With Awesomeness
I recently signed up for a new coaching program that involved making a significant financial investment. Immediately, I was welcomed into the program with a personal thank you call.
I also received an email from the program assistant, letting me know what materials would be coming, by when, and what my next steps were. I was also asked to begin scheduling my initial team VIP Day with our new coach.
I was so impressed by the prompt, highly professional and organized way that I was greeted into the program, that it immediately distracted me from going down the road of, "Hmmm…what have I just done?!" to thinking, "Wow! I signed up with the right company to help us grow!"
Strategy #4 – Reveal A Surprise
The moment your new client signs on, let them know you have a special surprise for them. It can be a book you love for your clients to read, or the gift of a special training or home study course. Whatever it is, tell them when they can expect it. They’ll be thrilled at your thoughtfulness, and they’ll feel special, which they are.
Strategy #5 – Stay Strong If They Have A Mini Meltdown
I remember the first time I signed up with a high end mentor. Within 24 hours of signing the agreement, my initial excitement turned into a full stage meltdown of epic proportions! Embarrassing now to think about it, but I’m glad it happened because it taught me first-hand what happens when someone step up and invests in themselves.
While they may be swept up into a story of fear and doubt (and pulling out excuses like, "my husband is unhappy", "I’m already over-committed", etc.) your role as their coach or mentor is to stay strong and committed to their Big Why list.
Your best bet is to get them on the phone and let them know that their fear is not unusual and is temporary. Remind them of their Big Why, then let them know clearly that you wouldn’t be the coach they expect you to be if you let them wiggle out of getting what they want.
Get The First 1 – 48 Hours Right With Your New Client And They Will Be Yours For Life
I recommend creating a checklist of the specific steps and actions you’ll take, beginning the moment your client says yes. This way, nothing gets forgotten or left to chance. You’ll feel confident and prepared…and your new client will benefit by staying your client!
