When you Wobble your Client Wobbles

When you Wobble your Client Wobbles

Today I wanted to give you a quick reminder of how important it is to bring a solid, confident energy to your sales interactions because…

When YOU Wobble your Client Wobbles

What I mean by this is that in your interactions with potential clients you give off a certain energy, and it’s an energy that your client picks up on, often unconsciously. This happens whether you are face-to-face, on the phone, or on Zoom.

If your energy is solid, confident, and sure-footed your client feels that energy.  They respond by feeling safe and supported.  Trust builds and they have faith in you and what you offer.  They also have faith that when you recommend a way forward you are doing it from a place you are doing it with their best interests at heart, rather than your own.

But if your energy is needy, clingy or desperate because you really really need this sale your client feels that energy too.   Your energy feels “sticky” on them and can stay with then even after they get off the call. This has the effect of repelling them, even if they are not conscious that’s what is happening.   Because that sense of solidity isn’t there they are also less likely to be convinced that whatever you recommend for them really is right for them.

And if your energy is wobbly your client feels that energy and they feel wobbly too.  They won’t necessarily know what is going on, but they will feel it and they won’t be convinced.    The closest they’ll come to articulating it might be: “I’m not sure, I need to go away and think about it”

Wobble

There are lots of things that cause your energy to be wobbly

This can include a lack of confidence in what you do, uncertainty about your pricing and payment options, not being clear about the different options for working with you, feeling intimidated by the client, especially if they have a stronger personality than you and seem to want to lead the conversation, or simply not feeling sure what you “should” be doing or saying in a sales type of conversation

But there is really no need to feel wobbly while in conversation with a potential client.

By preparing in advance you can provide a safe, supportive space for the client – AND for yourself!

  1.  Get solid in your value so you feel confident about the difference you can make to people
  2.  Get clear on your pricing in advance – decide what it is and stick to it, without getting swayed in the moment by “assumptions” about what the client can afford.
  3.  Know what your packages and programmes are and the different ways people can pay for them
  4.  Know how things work – be clear how you work, and what all the logistical details like where and when the work takes place, what additional support there is, how people can contact you between sessions.
  5.  Plan your answers to common concerns in advance so you don’t get caught out and end up stumbling and mumbling right when your client needs to experience you as solid and capable
  6.  And of course, learn a structure to use as the framework to your conversation, so you can be the one who guides the conversation and stays in control

All of these things give your client a sense of solidness when they speak to you.  A feeling of yes, you really do know what you are doing and you do this every day of the week.   There’s nothing in this conversation you haven’t seen or heard many times before.   They can relax and trust you.

You see, you could be the most brilliant person on the planet at the thing that you do but if you can’t hold a solid energetic space for your potential client they just won’t feel it, they might not even no quite why but they won’t feel that “internal Yes!” and they won’t be a resounding “Yes!”.

So do the work, be prepared and your conversation will feel solid and supportive to your potential client and they will be much more likely to trust you enough to say “Yes please! When can we start?”

Learn The 7 Steps to ‘Yes!’ for Authentic Sales

If you’d like to learn a sales process that feels much more comfortable for both you and your future potential clients, sign up for my 7 Steps to Yes! FREE video training. In less than 35 minutes, you’ll learn a 7-step structure for your sales conversation, and the sort of questions to ask to guide your clients to an excited ‘Yes please!’

Sign up here

And do let me know your thoughts around this subject by commenting below – I always love to read how what I share lands with you.

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5 Comments

  1. Linda Anderson on February 7, 2024 at 1:32 pm

    I love this perspective, Catherine – it was certainly a lightbulb moment for me when you challenged me on a call all those years ago ☺️.

    The Get More Clients Saying Yes course has made a huge difference to the way I show up now on sales calls, and in general. Highly recommended for anyone still experiencing the wobbles!

  2. Jessica on May 24, 2016 at 4:03 pm

    Great article Catherine, thanks.

    For anyone who’s thinking about it, I can highly recommend the course that Catherine mentions. Excellent content from an excellent teacher!

    • Catherine on May 26, 2016 at 12:09 pm

      Oh, thank you for the endorsement Jessica, that means a lot 🙂

  3. Caroline Day on May 24, 2016 at 10:09 am

    Fabulous article Catherine – and you’re so right. We all gravitate to someone who appears to know what they’re doing. And ‘appears’ is the word. It’s all about how you show up.

    Great learnings.

    • Catherine on May 24, 2016 at 10:55 am

      Good point Caroline, I didn’t mention that in the article but I should have – that sometimes we DO feel wobbly on the inside, but for the sake of the client we need to “pretend” a bit and appear solid to them on the outside, or they may not feel safe enough to get the help they need.

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