Have you ever found yourself in this situation? You’re working with a client and suddenly they come up with an additional request.
“Okay”, you say. This shouldn’t take long…
But when you’re done, they have another request, and this one is bigger. What do you do?
When I ask this question, a lot of people answer that they would NOT say yes to the request, however, by observing their past behaviour, the people I talked to, admit that they have actually said YES many, many times to such requests.
Why is that?
Well, there are two things at play here. The first one is that when I asked if they would accept, they were free of all types of judgment, and they gave the answer that’s true to them. But when confronted with the actual situation, saying NO was much harder. We don’t want to be rude, or sound money-minded so we take the easy path. We just say YES.
The second thing at play, and it’s kinda related to the first in a certain way, is that we are always trying to prevent losses. Again, when confronted with the situation we start thinking about what would happen if we lose the client? What would happen if they give us a bad review? What would happen if they refuse to pay?
These thoughts are quite normal, but they can be very destructive as well. Especially if you don’t have the right systems in place to counter all the arguments that come up.
Let me tell you what happens when you say YES to every client request. The first thing that will happen is that the client will lose respect for you, sure they might be saying that you’re such a nice guy etc, but internally, you’ve lost their respect. Secondly, they start taking you for granted, and thirdly they can even get aggressive when you’re not able to say YES to one of their requests. And, it pains me to say this, but you’re the one who created this situation.
So, what should you do?
Well, I mentioned it above partially. You need to have systems in place to counter any of the fears that might arise. And one of the biggest fear is usually about losing the client. Now, let me ask you, if you absolutely knew, like guaranteed, that you could get another client if this one goes away, would be saying YES to every single request? What if you had a waiting list of people wanting to work with you? Would you still live in the fear of losing a client? Would you still have a mindset of lack, or would it be abundance?
A simple sales funnel can give you this kind of assurance and guarantee. How does it work? I try to keep things simple but at the end of the day, it would depend on your business. For an accountant, it could simply be a list of people who follow and who sees you as a trusted advisor. The sales funnel take them from being complete strangers to people who know, like and trust you. And when you have a spot available for new clients, you can just notify them and you know that some of them have been waiting to work with you.
Again, sales funnels do not have to be complex. I’ve created group funnels for coaches, lead magnet funnels for authors, and book funnels for consultants. If you’d like to have an idea of what type of funnels will work best for your business, message me today. We’ll set an appointment and we can go over your business together and see what can be improved.
On the other hand, if you want to check out my signature system for generating clients on autopilot, you should grab a copy of the Service Business Blueprint. It’s available when you join my free Facebook group. Click on the link below to request your free access.