Once you invite your potential client to work with you, they’ll have one of four responses.

These are:

1. Yes! — If they say yes, celebrate! Then, move on to the steps I outline in “After They Say Yes.”

2. No. — If they say no, thank them for having the clarity to say no and for your time together. (Getting a “no” is far less likely than you’d think.)

3. Not now. — In this case, they’re interested in working with you but now’s not the time. Thank them for their time and let them know that the door’s still open when they’re ready to reach back out. You may also want to set up a time to check in at a later date.

4. Not ready yet. — They may be moving towards yes but need more information. This module is for these conversations.

Try not to take it personally.

Keep in mind that even if you’ve done everything right up until this moment, you’re still going to hear peoples’ doubts and fears come up at this point. Stay connected to yourself, and focus on helping them follow their intuition and act in their highest good.

Address their questions

Usually, when people say they’re not ready to make a decision, it’s because they have questions. Invite them to share their questions. You might say—
Are there any questions you have that maybe you’re hesitant to ask? I’m happy to hear whatever questions you have.

If after answering their questions for a while, they share that they’re still not clear, you can ask them—

If you don’t mind, can you let me know what’s still unclear? I’m not expecting to have the answer now; I just want to understand what the question is.

If they say that they don’t know if they can pay for the work—

It’s important to identify how big an obstacle money is. You can do this by asking— If spending money to work with me would mean not putting food on the table, then I do not think that’s a risk worth taking. Is this that kind of situation?

If they say they’re leaning towards yes, but they never make split-second decision—

Honor this, and set up a fifteen-minute phone call to talk within the week. Make sure to ask if they have any additional questions at the moment.

There are two critical questions for helping them make a decision that’s in their highest good.

First—What is their intuition is saying?

You might say something like this—

“On a journey towards the life we truly want, fear is often a sign that we’re moving in the right direction. Anyone who is truly successful in business will tell you that part of becoming successful is to have the courage to listen to your inner guidance and move forward, even in the face of fear. Are you willing to take a little time to look at this for a moment with me?” 

If they say yes, ask them— What does your intuition tell you about working together?

If their intuition says yes, ask them— What would it take for you to follow your intuition around this decision?

The second question is—What is the cost of not signing up?

You might say something like—

“I know you have doubts and fears, which is completely normal. The investment can seem scary, and deciding to invest in support can require a leap of faith. When I’m making big decisions like this, it often helps me to think about what would happen if nothing changes. There’s often a cost that’s equal to or greater than the investment of money or energy or time. Would you be willing to explore that for a moment?”

If they say yes, ask them— What do you think your life will be like if you don’t do this and your life stays the same for the next year?”

Remember: This is not about convincing them of anything.

This conversation is not about explaining or trying to convince them of the value of your work. It’s also not about convincing them that their concerns aren’t real or that they have enough money. It’s not about fighting for them to work with you.

Your one job is to support them in making a decision aligned with their truth.

Schedule a follow-up call.

Once you answer their questions, help them listen to their intuition, and explore the cost of inaction, they may be ready to say yes. If they still need time to make a decision, invite them to set up a fifteen-minute call within the week to check back in.

If they say that they’d rather not set up this call at this point, take this as a polite no, and invite them to reach out when they feel ready.

If they say yes, schedule the call. You’ll be able to breathe some relief that you didn’t leave the conversation hanging and that you’ll both get clarity soon about your path forward.

Once you get off the phone, send them an email to thank them for your time together on the call.

Recap the areas in which you’d be able to support them. Keep this email short and sweet, yet supportive and affirming.

To find out what to do when they say yes, click here. And, if you’re wanting to explore the possibility of receiving business coaching support, click here.

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