What To Do When Clients Back Out - By Fabienne Fredrickson

It can be demoralising when clients decide not to proceed with coaching but client attraction expert Fabienne Fredrickson says the situation is not always  as hopeless as it may seem. 'It is important to examine what is really going on and get down to the real reason why they're not going forward with working with you.

In my experience, it often boils down to the following:

• He or she may simply not be your ideal client. Admit it, you knew this deep down inside, but you decided to take them on anyway, just because you needed the money.

• They're not convinced of the value of what they'll get from working with you.

• They bring up money as an issue (I'm sure you've heard this one).

• Sometimes clients have limiting fears that keep them from moving forward, even though they really need your help.
  
  So what can you do differently?

Lets look at the different scenarios and talk about solutions for each:

1. He or she may simply not be your ideal client: In this case, let them walk away. Trying to convince someone who isn't right for you in the first place is only going to create problems later.  

2. They're not convinced of the value of what they'll get: You're probably talking too much about processes rather than about the results they'll get from working with you. Remember, it's always about results, results and results. If your prospect isn't clear they'll  get solutions to the problems that keep them up at night, they won't be willing to invest in working with you. Change how you talk about what they'll get and it will make all the difference.

3. They bring up money as an issue: This is usually the excuse hiding the real reason, probably that they aren't convinced of the value you'll bring. Let's face it, we've all met people who really want to work with you but for whom money is an issue, and the difference in their approach is a big one.You can tell right away because they will try to find the money. They'll ask about payment plans, they'll start to save, etc. If the prospect isn't scrambling to find a way to afford your services, then it is usually a case of not seeing the value. In that case refer back to #2.

4. Sometimes clients have limiting fears that keep them from moving forward: Sometimes it's a fear of failure, sometimes fear of success, and it's happened to me too.I'm sharing this with you because I know I'm not the only one but few people will let themselves be vulnerable enough to talk about it. Well here's the scoop. It's been my experience, many times, that I've limited myself and gotten in my own way, just when I was starting to take a fantastic step towards the goals i so wanted to achieve. I stopped myself and essentially got in the way of my own success, and I've seen this happen over and over again. Spend some time thinking about what clients have said when they've backed out from your programme. Look at the real reason they had (spoken or unspoken) about backing out. List these on a piece of paper. If you suspect it's a limiting belief, then talk to them about it gently and show them they might be standing in the way of their own success. Remember to be super gentle about this and ask permission, as some people will be open to this and some might not be.

If it's a value issue, then it's time to change your way of speaking to prospects and your marketing materials. It's also time to change the way you close the sale. You've worked hard to get that client to sign up. Don't let him (or her) walk away unnecessarily.

Use these techniques and you'll be back to celebrating clients signing up. Again.