2 Questions I Recommend Asking Every Potential Client

There are at least 2 question that I ask every potential client who wants to learn about working with me.  

You may want to ask similar questions to people who are interested in hiring you, mainly because of this: You want to be speaking with highly ideal clients as often as possible, and it’s great to be sure that they are seriously ready to work with you. If you aren’t attracting motivated potential clients yet, it can be really frustrating (you may be getting a lot of price-shoppers who complain about your prices, or you’ll hear “no” so often that it drags your confidence down.)

 

Question 1

What are some of the challenges that you are ready to heal in your business and finances?

(You would insert whatever it is that you help clients with in this question – it could be helping them with their challenges in health, relationships, etc.)

People aren’t often ready to change (and to work with you) until they experience the discomfort of their challenges. This question gets them in touch with their pain, in hopes that they will be ready for change.

I used to ask potential clients which challenges they were ready to “fix,” but have recently come to realize that many clients comes to us for healing, even if it is not physical healing.

 

Question 2

Ava has digital programs and private coaching packages to fit a variety of levels, and the current investment for these ranges from $480 to $20,000. If you and Ava determine that she can support you, are you ready and able to invest in yourself?    

I used to think that a question like this was too forward, and too direct. I even had a fear that it would turn people off because it was about money. But if someone is asking to talk about working with you, there will most likely be an opportunity to exchange money through a sale (as long as they are a good fit for your services). Asking them this question even before you meet for an intake session/strategy session/health history consultation can help you differentiate between the people who are really serious about working with you, and the people who aren’t quite ready. The question will help you save time, because you can choose to talk to only the ideal clients who are willing to invest in themselves through the exchange of money.

What I also LOVE about this question is that it gives a potential client a peek into your prices, so they have an idea of what it will take to invest in the work you provide (this is especially helpful if you don’t list all of your prices on your website). A conversation with you is definitely the next step, and at that conversation, you can determine which one of your services, products, programs or groups will be best for your new client. You can also talk about prices more specifically when you meet.

 

If a potential client says that they are “not ready” to make an investment in themselves through working with you, there are a few options:

~ You could choose to meet with them anyway, and use the conversation to talk about ways they could create the money to work with you.

~ You can kindly suggest meeting with them at a later time, when they are ready to invest in themselves and make some changes.

~ If you are at a point in your business where you have an affiliate program, you could refer them to that, so they can create extra income to put toward working with you.

~ If you have smaller products for sale, you can suggest they purchase a product (or a one-time class with you).

 

One more thing: If you happen to be uncomfortable with this question that asks potential clients if they are ready to invest in themselves, I encourage you to wonder why it makes you uncomfortable. Could it be old wounds around money? Do you have fears that you aren’t worth being paid? Does the money conversation scare you? (If the money conversation still scares you, I’m going to be doing a whole class around learning to LOVE the money conversation in the new Build A Richer Business group. It will be a great place for you to start, and the first step in being confident and proud of your prices.)

 

Feel free to shift these 2 questions into your own voice and use them the next time you speak with a potential client. 

Enjoy! 

 

© 2014 Ava Waits