Have you ever celebrated a new client signing up, only to get an email saying theyd now like to back out? Theres nothing like hearing news like that to make the celebrating end on the spot.

If youre like any (honest) self-employed service provider, youve experienced this before, probably many times. I know I have over years of signing on clients. Sometimes, for some reason, the brand new client decides to back out and not go forward with working with you, even BEFORE starting the work. Theres nothing more frustrating.

Do you let them just walk away, or do you DO something about it? In my opinion, how to respond is directly related to the reason theyre backing out. Once you know, you can respond accordingly.

Its important to examine whats REALLY going on and get down to the real reason why theyre not going forward with working with you. In my experience, it often boils down to the following:

1. They may simply not be your ideal client (admit it, you knew this deep down inside, but you decided to take them on anyway, just because you needed the money).
   
2. Theyre not convinced of the VALUE of what theyll get from working with you.
   
3. They bring up money as an issue (Im sure youve heard this one).
   
4. Sometimes, clients have limiting fears that keep them from moving forward, even though they really NEED your help.

1. They may simply not be your ideal client: In this case, let them walk away. Trying to CONVINCE someone who isnt right for you in the first place is only going to create problems later. Trust me, Ive done it. It comes back to haunt you.
   
2. Theyre not convinced of the VALUE of what theyll get: Youre probably talking too much about processes rather than about the results theyll get from working with you (remember, its always about RESULTS, RESULTS, RESULTS). If your prospect isnt clear theyll get solutions to the problems that keep them up at night, they wont plunk down their credit card to work with you. Change how you talk about what theyll get and itll make all the difference.
   
3. They bring up money as an issue: This is usually an excuse hiding the real reason, probably that they arent convinced of the value youll bring. Lets face it, weve all met people who really want to work with you, but for whom money can be an issue, and the difference in their approach is a big one. You can tell right away, because theyre the prospects who will TRY to find a way to find the money. Theyll ask about payment plans, theyll start to save, etc. If the prospect isnt scrambling to find a way to afford your services, then its usually a question of not seeing the value. In that case, refer back to #2.
   
4. Sometimes, clients have limiting fears that keep them from moving forward: Sometimes its fear of failure, sometimes fear of success, and its happened to me too.

We have our big dreams; say to ourselves that well do anything to make them happen, but then sabotage our own success, often (ironically) because of fear of success. Depending on the client, Ill gently ask if the financial discomfort theyre experiencing may be a limiting belief. I tell them that I've had people go through the Client Attraction program and realize that the limitation they had around getting to the next level in their business was really created by their own mindset.

Once we examine their business success mindset, most people find a way to make the investment. That is what our coaching is about: widening my clients perspective around business success and then taking massive action on it. Its not just marketing.

Your Assignment:

Spend some time thinking about what clients have said when theyve backed out from your program. Look at what REAL reason they had, spoken or unspoken, about backing out. List these on a piece of paper.

If you suspect its a limiting belief, then talk to them about it and gently show them they might be standing in the way of their own success. Remember to be super gentle about this and ask permission, as some people will be open to this and some might not be.

If its a VALUE issue, then its time to change your way of speaking to prospects and your marketing materials Its also time to change the way you close the sale, so that youre double closing all the time.

Youve worked hard to get that client to sign up. Dont let him (her) walk away unnecessarily. Use these techniques and youll be back to celebrating that client signing up. Again.

Need help tweaking your marketing materials so theyre RESULTS-focused? Need help closing the sale 97% of the time? You can get lots of help (with tons of assignments and worksheets, scripts and templates, etc.) on how to do todays assignment. Its all in the Client Attraction Home Study System and it includes lots of crucial stuff to help you fill your practice really quickly. You can get your copy at www.TheClientAttractionSystem.com. 2006 Client Attraction LLC. All Rights Reserved.

Fabienne Fredrickson

Using the very principles she teaches, Fabienne Fredrickson went from a mediocre private practice to a practice that was bursting at the seams, in less than 8 months! She then did it again with a second practice a year later, again filling it to capacity in less than 8 months.

Fabienne Fredrickson is the founder of ClientAttraction.com and creator of The Client Attraction System?, the most complete one-on-one Client Attraction training program for private practices and small businesses in North America.

Fabienne is also the celebrated author of the Client Attraction Home Study System? entitled ?How to attract ALL the clients you need? and ?The Secrets of Networkers".

Fabienne is known for combining a unique blend of innovative, straight-shooter, no-fluff strategies that really work, with an endless compassion for small businesses owners that are rarely seen together.

Her high-energy, cut-to-the-chase style keeps her audiences literally spellbound and taking copious notes. Fabienne?s motto about filling one?s practice quickly is, "If I can do it twice, you can do it too!" and her unique ability is getting people who?ve never had real success in attracting clients to take immediate action on a systematic basis to produce a full practice with more clients, in record time, every time.

She is a well known and respected expert on marketing for small businesses and speaks nationally to audiences whose members are looking for more clients, in record time, every time.