After you invite a potential client to work with you, they’ll have one of four responses. These are:

  1. Yes: If they say yes…. celebrate!
  2. No: If they say no, thank them for having the clarity to say no and for your time together.
  3. Not now: Occasionally, people will be excited to work with you, but not for a little while. Ask them when they think they’ll be ready and invite them to set up a fifteen-minute call to touch base then. If they’re enthusiastic, set up the call. If they’re not excited to set up the call, they might be having a hard time saying no. Thank them for the call, and let them know the door’s open when they’re ready to reach out.
  4. Not ready to say “yes” yet: They are leaning toward saying yes, but they need a bit more time. Read on to learn what to do in these instances.

Remember what’s most important.

Remember— This conversation is not about convincing them of the value of your work, that their concerns aren’t real, that they have enough money, or that they should work with you. As much as you might want them to become your client, your sole task is to help them make the decision that feels right for them.

Make a commitment to 1) staying connected to your heart/Self, 2) holding in mind the reason why you believe that it’s in their best interest to work with you, 3) supporting them to follow their intuition when making their decision, even if that decision is no.

Answer Their Questions

Even if you’ve done a great job with the call until now, people will still have doubts and fears about signing up at this point— it’s not personal. Usually, when people say they’re not ready yet to make a decision, it’s because they have questions. Their question might be whether they can really get the results you’re discussing, if they can afford the investment, or something else.

Invite them to share their questions. Ask— Are there any questions you have that maybe you’re hesitant to ask? I’m happy to hear whatever questions you have. If they share that they’re just not clear, ask gently— If you don’t mind, can you let me know what’s still unclear?

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

You can help them identify how big of an obstacle money is by sharing— If working with me would mean not putting food on the table, then I absolutely do not think this is a risk worth taking.

If they say that they’re leaning towards yes, but they need time to check about their finances or that they need a bit of time to think about it—

Honor the fact that they need more time. Then, set up a fifteen-minute phone call to talk within the week. Make sure to ask again if they have any additional questions and let them know that they can email you if any other questions come up.

Ask two key questions to help them make a decision that serves them.

First—What does your intuition say about us working together?

If it says yes, you can follow this question by asking— What would it take for you to follow your intuition around this decision?

Second—What is the cost of not signing up?

You might say— “I know that an investment like this can seem a bit scary, and deciding to invest in yourself can require a leap of faith. When I’m making big decisions like this, it often helps when I think about what would happen if nothing changes. It’s easy to focus on the cost of the work, but we sometimes forget about the cost of staying stuck. Would you be willing to explore that for a moment?

If they say yes— “What will happen if you stay stuck and things continues the way they are for another year?”

Schedule a follow-up call.

Once you take the steps listed above, if they still need time to think about their decision, ask if they’d like to set up a fifteen-minute call within the week to check in.

If they say that they’d rather not set up this call, take this as a polite no, and invite them to reach out when they feel ready. If they say yes, schedule the call. This way, you won’t leave the conversation hanging and you’ll both get clarity soon.

Once you get off the phone, send an email to share how much you enjoyed speaking with them and to let them know that it would be an honor to support them in the areas they’re struggling with. Keep this email short and sweet, yet supportive and affirming.

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