Saying NO to Business

When is a good time to say no to a prospect who wants to pay you money?

Recently I seem to have attracted quite a few consultants doing something similar to me

Some of them do lead generation slightly differently - for example SEO or paid ads - and have not yet cracked cold outreach.

Some of them are already using LinkedIn but for a B2C offer like career coaching which is not earning them much money.

I get it, I am constantly following others in the sector and I've signed up to one or two programmes of my peers to learn their system and improve my own.

However, when someone asks me what my hourly rate is whether I can give them one or two hours to teach them my method, I firmly tell them no.

If you have spent time identifying the type of business or decision maker that you can best help, and creating a solution that is best tailored to their needs, then clients who do not fit this avatar will not see the need for your whole solution.

It’s easy for them to say - well can I pay you one third of your full fee ? or pay you for one or two hours?

However, if we were to begin to work together for an hour, the work would frustrate both them and me because

(a) it’s likely that more details will emerge that need solving and

(b) the methods I offer may not end up helping that much

Back when I started my business and was working with dating coaches, family coaches, personal finance coaches and more.

The methods I have just frustrated them and we end up having to work together longer to find a solution that does.

I now focus exclusively on B2B consultants who are looking to get high ticket clients organically on LinkedIn and email,

Because of this, I am able to say NO to a bunch of interested prospects and not waste my or their time.

I am able to help the ones who qualify, much faster and more efficiently because of the bespoke system I have devised which helps them:

• Nail their offer and value proposition so it resonates with business decision makers
• Identify who the key decision makers are in their ideal company and create lists and lists of them
• Set up outbound organic campaigns across LinkedIn and email to these lists
• Convert replies of interest into conversations that can turn into sales calls
• Follow up with leads and nurture a full pipeline of oftentimes multiple 6 figure conversations
• Automate this process for scale and conversion

Most significantly I can charge higher prices because we can win higher contracts and with these margins I’m able to invest money back into my own business, systems and learning so that I can improve all of the above.

If I were to take on every person who is interested in an hour of my time here or there I would not be able to see the results for my clients

Saying no is powerful and I encourage you to say no more often too.