Why? They are making the decision based on price.

You want them to make the decision based on potential outcomes.

So How do you do this? Try this simple recipe…..

1. All potential clients need to book for a 15  minute “getting to know you” call. This must be booked through your assistant (if you don’t have one, they still need to book ahead even if they have rung and got you on the phone)

2. Send them to your website which has lots of beautiful testimonials, talks about who your ideal client is and may also have a questionnaire they need to fill out before your phone meeting

3. By the time the client has gone through this process they have self-selected to be your customer. They will not stay in the process if they are not interested. Your testimonials and website blurb have pre-sold them for you

4. On your call you then tell them the different options you have available for them to suit their budget and needs. Instead of selling to them you are now helping them choose which of your programs they will invest in.

This is a general outline of the system Fabienne has developed. Of course the words you use make or break the system and she has developed scripts that work every time. You can find out more here and while you are there, see if you can track how she uses this system on her own site.