One of the main frustrations I often hear in the consulting and coaching communities is:
“I tried X niche but it didn’t work out. I found out that they just don’t have money to pay for the solution of their problem – even when then SAY it’s their biggest pain point!”
This is actually what most coaches feel when they start their business and most often they simply haven’t learned how to make their offer attractive to their ideal client.
The problem here is very often not that the prospect doesn’t have any money, it’s that the offer hasn’t been communicated in a way that clearly demonstrated the rewards or the “return on investment” of the program.
So if you hear “I don’t have the money” from the prospect, it is very often just a polite way of telling you off because they are not convinced that your program will
1) Get them the promised result or
2) They are not even sure what the result of the program IS exactly.
When you dial in on the details of your program or you develop it into something that has a very clear and extremely likely outcome for the right person, then your prospects will, in turn, recognize your offer as an investment that will likely bring them way more benefit than the cost of working with you.
In that case, your prospects are less likely to say they can’t afford it and more likely to start thinking creatively on how they can find the funds to invest.
If that is not what you’re hearing now, I invite you to do a little journaling session on the prompts below. Uncovering your perfect high-value offer is a key part of my 1:1 coaching program, so drop me a message if you’re interested in my help .
– to help you get clarity on your niche and what results you deliver to your clients
- Who would you love to work with?
- Who did you work with before, that you loved working with?
- What type of person has money?
- What results do they have money for?
- Do they think they can figure out the solution themselves?
- What problem do they think they need help to solve?
- How can you quantify the value of the result? In terms of money, time, happiness.
- What would they lose if they don’t get the result – how would the lack of a solution to their problem influence their life in terms of missed time, missed opportunities, missed profit?
- Can you structure a program – based on your skills and experience – that will most likely achieve the result for the exact right person?
- What can you add to your program, that will make the result even more likely?
When you have your answers and have written out the details of your offer, ask other people if they have any questions about what any of it means. That can point you to confusing parts, you didn’t realize could be confusing.