Today was an unusual day for Laura while following up on a few prospects that had asked us to contact them about our coaching program.
The prospects that contacted us were through our Pro-Seminars Presentations where they “checked off” a form that says; Yes! Contact me to discuss working with Simon.
Laura said to me over dinner, what do I say when a prospect asks how much does it cost? I don’t know what to say and I have never been asked this before. Usually they receive so much value from your presentation they just jump at the chance for an appointment.
you know, I am going to have to talk to her about boundaries and work related conversations after hours – I mean I NEVER do this 🙂 )
I replied with the following script if you will –
Laura: Thanks for asking. I don’t get into that. I leave that to Simon to discuss with you as it depends upon what you are looking for.
Laura: I can help to answer that question by asking you, if you were going to invest in a coaching program, what are three results, three improvements that you would absolutely want to come away with.
Prospective Client: How much does it cost?
Laura: I don’t think that our program is for you and here is why. We are about helping clients identifying and getting over the blocks that are in the way of them building their business. If you are too focused on cost rather than the results that you want to create, you may not be ready for our program. Then again, you likely are because your emphasis on cost rather than the return is exactly why you need to take our program. Your focus is on scarcity rather than abundance and it likely relates to the beliefs that you are carrying about your business that are affecting your results. Beliefs like; I don’t have enough clients, energy, money, time etc. all add up to your continued lack of success.
Laura: We are looking for clients that are not going to have to struggle to come up with the money to invest in themselves and our program. Thanks for understanding.