How to respond to “I can’t afford it” without being pushy – Part 2

 

Holistic health practitioners:  how do you respond to a patient/client saying “I can’t afford it”?  If you haven’t yet, take the poll and see what other chiropractors, acupuncturists, massage therapists, health/spiritual coaches say.

One common mistake discussed in Part I of this article is that most holistic health practitioners let their patients/clients off the hook and just say “ok, let me know if you want to do it later.”   Many practitioners also don’t end up following up.

Even if you do follow up, the problem is that it puts you in the pursuit mode.  That’s not attractive.

You don’t serve the person by leaving them with indecision.  My business mentor has a great analogy she brings up.  She says when you’re dancing and someone asks you if want to dance.  If you say “yes”, they dance with you.  If they say “no”, there is closure and the person can move on.  But if you say “maybe”, you lead them on.  There’s no closure for both people.  That’s what happens when you don’t give your potential client the gift of closure.  Just think of all the energy leaks from having different indecisions in your life.

What can you say to a potential client’s “I can’t afford it”, so you don’t come across as pushy?  Here’s  my 4-step Non-Pushy”Answering Concerns” formula:

Step 1:  Ask the person:  “What’s coming up for you?” Let them talk about their concerns.

Step 2:  Acknowledge it:  “What I’m hearing is that you XXXX”. “Tell me more about it…”

Step 3:  Answer their concerns and give them things to think about in their highest good.  This is the step that many holistic health practitioners skip over.  It’s because of not knowing what to say. Something you can ask is “How long are you going to let this go on for?”, or “What else do you need to know to make this decision?” Answer their concerns and provide alternative payment options if they’ve decided they really want what you have to offer.  For example, if they can’t afford paying you in full at once, offer a payment plan.

Step 4:  Remind them of their problem, the solution, and ask for a decision either way.
“Yo
came to me because you XXXX.  I know that [your solution] can really help you.  But it’s something only you can decide on.  What have you decided to do? 

This gives them closure, whether they decide to work with you or not.

If you want to start to master this non-pushy formula, don’t miss the next FREE Teleseminar:  3 Steps to Fill Your Practice Fast in 3 Months or Less  It will show you exactly what to say when a potential patient or client gives you an excuse about why they don’t want to move forward now.  Plus, you’ll also learn the most underused strategy to fill your practice fast AND the one thing you must do so clients find you & just show up.

RSVP for the teleseminar, then comment below on one insight you have had from reading this article and what you will start to do differently.

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