3 Best Ways to Overcome
“I Can’t Afford It”
1) Offer to brainstorm
The first thing that you want to do is to make sure that their objection is really about money. Some people use the ‘I can’t afford it’ objection when they aren’t sure whether your offering is worth it. They’ll even say that when they don’t feel that THEY are worth investing in! It can take a little digging to discover these challenges.
One way to do this is to ask your prospective client if she’d like to ‘brainstorm on how this might be possible.’ Will you get into a conversation about finances? Possibly. But you’ll also be able to see if you have clearly articulated the value of what you offer, and if the prospect sees that this is a good choice for her. (If not, anything is too expensive!)
2) Offer a downsell
If you’re offering a Signature System that you’re charging several thousand dollars for, you’ll also want a downsell, which is a less expensive offer that allows people the opportunity to step into a smaller piece of your work.
My favorite easy-to-create downsell is a VIP Session, which is a 90-minute session that has great-sounding name, and is usually priced at $297 – $497. Be very clear on the transformation that’s possible in that session, and then, at the end of the session, offer to credit them that investment if they step into the Signature System at that time. You’ll be surprised how many people will find the money at that point!
3) Offer a longer payment plan
When all else fails, you may want to offer a payment plan that is longer than the term of the work that you would do with the client. For example, if your program is 90 days, you could offer a 4 month, or 6 month payment plan. Be aware that some people may choose to stop paying you after you’ve delivered services, but most will be honorable about it. Only do this if you’re sure you want to work with this client, and you’re OK knowing you might not get all your payments.
Now you’re equipped the next time you hear that phrase. Your gifts make a difference in the world, so you want to make sure that you give your clients every opportunity to say ‘yes!’