Here are a few prospects I’ve larned to avoid. See if you recognize these potential clients who don’t convert.
- Naïve Nettie—Prospects who genuinely have NO idea you’re going to present an offer at the end of the free strategy session or call. No matter how fantastic the strategy session has been, it ends with embarrassment; definitely on the prospect’s side; and even on yours, if closing sales is not your favorite or most comfortable activity.
- Hype Harriet—Prospects who praise you to the skies and give you every sign they’re going to work with you—in fact, they may even say things like “I’m going to enjoy working with you” or “I’m excited about us working together”, but who at the very last minute suddenly have to think about it. They promise to call you back. But they don’t. And you’re left wondering what the heck was going on.
- Microwave Mallory—Prospects who want you to “do it for them.” They really think you can wave some sort of magic wand, and in fifteen minutes, they’ll be ready to make thousands of dollars. (You can usually tell them because they try to cram six coaching sessions worth of questions into the strategy session; and won’t stay on the call’s single topic.
- Clueless Carrie—You can tell this type of prospect by his or her vagueness. They can’t answer one question you put to them definitively. It doesn’t take long for you to realize that they are really not ready for coaching at all. You may feel sorry for them, or you may not—but they’re definitely not yet client material.
- What Can I Get Wanda—They took your free strategy session because it was, guess what—free. That’s all there is to it. Oh, they try to get a good whack of value out of you, but often the moment you’ve answered their question, they’re saying goodbye (sometimes with excuses like, “Oops, gotta go. Someone at the door.”) They will also message you out of the blue and says “I just have one little question…” Which, of course, you’re expected to sit down and spend time answering for free.
You may find that one of these specific types is the bane of your existence, when it comes to free strategy sessions. Or you may have discovered a special category of tire-kickers all your own—in which case, share it in the comments.
There are three things you can do:
- Make sure you create a lead magnet that’s aligned to attract your ideal paying clients.
- Segment your leads so you are sending the right content and offers to the right people at the right time. A quiz is great for helping you get this right. Click here to learn more about how to use a quiz to segment your audience.
- Pre-qualify and sometimes disqualify prospects so your conversion rates are higher. Do you have a process in place for that? If not, I can help.