Potential Client Wants to Postpone Starting the Program

This is a common scenario. You aren't the first and you won't be the last. This is the underlying reason for some specifics in the details of our process.

How to prevent this in future:

1. When sharing the price you FIRST let them know that the price will be ($3k) higher ... but for right now, it is just ($1500). This way as they delay the price is going up and up and up. You disincentivize procrastination.

2. Follow the objection handler for "no time"/ money etc - ie. if they can only be successful when everything is great in their life, then we know the results will be short-lived. But if we can get them great results in the craziest, busiest, season of their life then we know their results will last no matter what. Now is always the best time.

3. You let them know, they can enrol now and start later. People are much more likely to actually start if they paid.   

4. If finances are the reason for the delay, after outlining the value, etc. .. you can let them know they can hold their spot and the current price point with a non-refundable deposit of just ... ($200) and find out when they intend to start and you can reach back out. Again, they are more likely to start if they paid a deposit. (But I have way too many people's deposits)

5. Book the tentative orientation call for when they expect to start. This follow up call is an opportunity to resuscitate a call 2 and a dead lead.

For the record, I have NEVER had anyone start (out of the thousands of calls I've done) of people who swore up and down that they would be starting ...unless they at least put down a deposit. 😕

So basically this is a lost cause.

If they can wait for months with the problem ... the problem is just not that bad.

The time for them to start is on Call #2. They will never be more clear than they are on a call 2. Every hour after call 2 the. likelihood of them ever joining decreases dramatically.

The only reason someone like this comes around is if they problem gets significantly worse, then the pain of change is less than the pain of staying the same and then they move.

You are the prize and the prize never chases. But learn from this one. Implement the 5 options/steps above in that order and that will dramatically decrease the likelihood of a dropped egg.

But if they leave wishy washy ... they get to keep their problem.

Your job is to help them come to one of 2 right answers:

1. A clear YES! and they get started.
2. A clear NO and you bless and release.

Anything other than a clear yes or no, your job is to answer questions to clarify whether they are a yes or a no.

Someday is code for never.

All good.

Also - for your initial follow up ... do not follow up by text or email. Super easy to brush you off. Instead BOOK THAT ORIENTATION CALL ... and then if they are starting to forget why they want this ... you have this actual follow up call that you can check in and see how they are doing and redo a call 2.

You can now let her know.

All good. Just thought I'd check in. It seemed like this was really something you wanted to address, but I get that you have other things that may be more of a priority. I certainly do not want to intrude if this is no longer an issue or not something you want to focus on.  Let me know if things get worse at all though (name) and if this becomes more of a priority for you. I'm happy to help if this is something that you want to work on. You know where to find me. Wishing you all the best.

Take care,

[your name]