Is this you?
I saw this post about coaches getting “I cannot afford your service” response from
“Hot Leads” and “Qualified” prospects...
...And If you’re like most coaches, you most likely have your share of similar stories.
You've probably done something to pre-qualify people you talk to and most think the best way to do it is...
To raise your price.
Display your fees on your website.
Put up forms to qualify prospects.
Or...
Outright state that your service is for a specific set of people who are willing to “Invest” in themselves…
I mean, it seems the logical thing to do, right?
...And yet, you don’t get inquiries, let alone a response from people you “intend” to work with.
Now, there’s nothing wrong with these strategies, they all work.
I’ve seen successful coaches and online marketers with the same strategies in place. Even local businessmen do it.
But is it the best strategy?
My thoughts in a sec.
Moments ago I was on youtube and this video caught my attention
It was about this old man wanting to play hoops with the local kids.
The guy looked like he’s in his 50s, receding hairline, thick glasses, white hair on top, and beard.
Though he looked lean for his age, increasing frailty is clear and the boys were hesitant to let him join the game.
They were unsure if he can match these kids twice his junior. Eventually, the boys caved-in out of respect, and maybe, to let the old man have a good time while he's out of the house.
When he stepped in, the audience had this weird look on their face.
Some even started laughing and someone shouted:
“Are you for real!?”
“Can you play?”
“Go home!”
When the game started, the boys kept handing him the ball so he can shoot but most, if not all, were airball.
It went on like that for a few exchanges. Some of his teammates, even the ladies in the audience started cheering for him.
“You can do it pops! Just a few more pumps!”
And then, something happened…
The old man got warmed up and started dropping dimes, swift moves and he kept on passing the ball like a pro.
Bystanders started lining up by the courtside and the crowd went nuts with every move and shot he makes.
The opposing team can’t believe it:
“What’s happening? he’s making it rain!”
He’s been killing it from the line and kept on scoring layups.
The ball handling was so good, as finalé, he wiggled his way to the ring and scored a big dunk!
That’s some story right? It actually made a big buzz for the company that advertised it.
The video was a Softdrink ad some years ago. Stories like are all around the internet, it's nothing new but I thought it had a great lesson worth sharing...
“Appearances can be deceiving, truth is, they nearly always are”
People have preconceived notions and biases that at times, cloud our judgment
The same is true with business…
For most coaches, apart from lacking clarity on how and who they serve... they set certain qualifications that, although it appears to work, it also screams:
“Are you for real!?”
“Can you play?”
“Go home!”
We tend to forget that we are looking to do business with humans and humans crave "connection".
With all that's happening now, I see it on my social media feed all day.
People are looking to connect... And to build that connection, for our prospects to like, know, and trust us, we have to talk to them. There's no way around it.
Doing that may help you get around the: "I cannot afford your service" excuse that your prospects use.
And who knows
Instead of an airball,
you might score a "Big dunk" on your next connection. :-)