Episode 317
3 Common Sales Mistakes That Give Your Clients an Easy Out [Ep. 317]
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If you're a service provider, coach, consultant, freelancer, or creative professional offering done-for-you or done-with-you services, you might be unintentionally sabotaging your own sales process.
In this episode, I break down three small but common mistakes that can quietly derail your conversions:
- Sending a proposal without guidance or follow-up
- Leading with a small offer and hoping to upsell
- Giving too many options and overwhelming the buyer
These missteps often create space for second-guessing, overthinking, or avoidance, especially with neurodivergent clients or those prone to decision fatigue. If you’ve ever had a promising lead ghost you, or wondered why your bigger offers aren’t converting, this episode will help you identify and fix the cracks in your sales process.
This one’s all about tightening up your buyer journey, owning your expertise, and leading with clarity, so you stop giving people an easy out.
Transcript
Today, I want to talk about three small but very common mistakes I see that sabotage sales.
Speaker B:Right.
Speaker A:And the truth about it is, is that most service providers don't even realize that they're doing this, but they are accidentally giving their potential clients out, and they don't even know it.
Speaker B:Right?
Speaker A:And I see this all the time.
Speaker A:I've had this conversation multiple times.
Speaker A:And so when I have multiple conversations around something, it becomes a podcast episode, and that's what we're talking about today.
Speaker A:So if you have ever been on a call or you have a really excited prospect, and then all of a sudden they ghost you, or they don't respond or something happens, and you think, what the heck happened?
Speaker A:This one is for you.
Speaker B:All right?
Speaker A:This one is for you.
Speaker A:This also is going to cover the topic of perhaps an offer not selling.
Speaker A:This is something else I'm seeing a lot of is people saying that certain offers are not selling, and there's a lot to dissect there.
Speaker A:But there's one key thing that I think is happening, and it's just, again, these small, tiny little things that are sabotaging your sales that you don't even realize that you're doing.
Speaker A:Okay, so if you're ready, let's dive in.
Speaker A:Okay?
Speaker A:So first and foremost, you have to deal with my sinusy, cold voice.
Speaker A:So I'm sorry in advance for that, but I've delayed recording this episode as long as I can, hoping that my voice and this cold will give in, and it just doesn't.
Speaker A:And I need to get this recorded.
Speaker A:So here we are.
Speaker A:And actually, I'm super excited to talk about this because I've had this conversation a lot.
Speaker A:I mentioned that in the intro, and I see it happen all the time.
Speaker A:And so I've got, like, three scenarios that I want to kind of run by you today where I feel like people are giving their clients and.
Speaker A:And.
Speaker A:Or their prospects and out, and they don't even realize it.
Speaker A:Okay?
Speaker A:So one of them that I see and this is.
Speaker A:I'm seeing this a lot with one particular client, and so we were really talking about it is that when people ask her for to work with her and they say they're really excited, she puts together this, like, really beautiful proposal and then just sends them the link to the proposal.
Speaker B:Right?
Speaker A:There's no call, there's no walkthrough.
Speaker B:Right?
Speaker A:And so you just emailing.
Speaker A:You're just emailing off a proposal with no explanation.
Speaker A:And it feels super professional, right?
Speaker A:It feels like this is what they asked me to do.
Speaker A:They Asked me for a proposal.
Speaker A:I put all this time and effort into it.
Speaker A:But here's why I feel like this is a slight mistake in why this is costing you sales, okay?
Speaker A:Because it gives people space to overthink.
Speaker A:It gives people space to interpret it in their own way.
Speaker A:It gives people space to not even look at the proposal, right?
Speaker A:And so when that happens, they are either just looking at it and they're either overwhelmed by it, right?
Speaker A:Because sometimes we put together these big, beautiful proposals and it feels super overwhelming, and they don't really know what to do with it.
Speaker A:They don't know how to interpret it, they don't know what to think about, or it gives them something to shop around with, right?
Speaker A:Again, now there's this price comparison.
Speaker A:And so you got some of that situation that can kind of happen.
Speaker A:But at the end of the day, the what happens is that you're losing control of the sales process.
Speaker A:So a couple things that you can do if you really do still feel strongly about sending proposals.
Speaker A:I'm not a fan of proposals, I'll be honest, because to me, they're just that one more step.
Speaker A:They're that one more place that gives people an out.
Speaker A:It's like, let me send you a proposal, then you accept the proposal.
Speaker A:Then I send the contract.
Speaker A:Then when you sign the contract, then we send the invoice, right?
Speaker A:Like, there's just a lot of steps that go into that.
Speaker A:And every single step allows for life to come into play, allows for something to happen.
Speaker A:It just.
Speaker A:It just becomes this distraction.
Speaker A:And so every time you do that, it just creates what I call these little small outs.
Speaker A:Whether people intend to take them or not, it gives them these small outs.
Speaker A:So if you really still feel strongly about sending a proposal, one of the things that I would highly encourage if you want to, if you.
Speaker A:If you're struggling with this.
Speaker A:So again, if you're.
Speaker A:If you're sending proposals and it's working for you, again, we don't change what's not broken.
Speaker A:If it is working, it's working, working.
Speaker A:Remember that, right?
Speaker A:We always do more of what's working.
Speaker A:However, if you are sending proposals and you feel like it is not working, then this is what you can do.
Speaker A:You could one schedule a call and say, let you know, I will send you a proposal, but I want to make sure that we have a call to go over it, because the proposals can feel a little overwhelming or it can feel big, or you're going to have questions again, there's always room for customization.
Speaker A:And I just like to make sure that I go over it with people in real time so that we can have a look at it, we can ask questions, you can, you know, go through it together.
Speaker A:And so, so you're explaining all the deliverables, you're answering any objections in real time.
Speaker A:You're hearing, you can get a feel for them, they can see your face, you can see their face, especially if you're on zoom or something of that sort, right?
Speaker A:And so it removes a little bit of that uncertainty.
Speaker A:And also you know that they're opening it, you know that they're reading it, you know that they're looking at it.
Speaker A:And all of those things.
Speaker A:Like that makes a big, a big difference.
Speaker A:If they don't want to book a call.
Speaker A:One of the things that I would encourage you to do is to walk through, through it.
Speaker A:Whether like through a loom, video or a screen share of some kind, whatever software you use.
Speaker A:But walk them through it again.
Speaker A:Like, don't just send them words on a screen for them to interpret.
Speaker A:Like, talk about each line again, like reiterate it.
Speaker A:And here's this.
Speaker A:And, oh, this is kind of negotiable.
Speaker A:And if you don't really like this, we can add this in or we can take this piece out or something like that, right?
Speaker A:Like, I think that that is really important, especially when you're just.
Speaker A:Especially if they're new to you.
Speaker A:If they're new to you, they've never worked with you before.
Speaker A:They don't know your process, they don't know your deliverables, they don't know all of that.
Speaker A:Sending just a blank proposal is like sending them to a sales page, right?
Speaker A:Like they can read the words, but it doesn't necessarily mean that they're going to really understand and see the value in it.
Speaker A:And so I honestly, like, try to schedule, anytime you send a proposal, have either a call scheduled immediately right after it.
Speaker A:So like maybe say like I'll send you the proposal on by Friday, but let's get on a call on Monday, right?
Speaker A:And so you have that call already scheduled on Monday.
Speaker A:This still obviously gives them a reason to cancel the call.
Speaker A:Or there's always that possibility that they might cancel the call or they might reschedule it or something.
Speaker A:They might look at the proposal, but at least then they know, right?
Speaker A:Like, and you just, you have to set the tone.
Speaker A:Remember, anything to do with sales, it's up to you to set the tone of like, this is how this is going to work.
Speaker A:I'm going to send you the proposal and we're going to set up this call, we're going to go through it together.
Speaker A:You're more than welcome to look at it first if you want to have a little bit of a heads up.
Speaker A:You don't even have to.
Speaker A:You can open it on Monday when we look at it together.
Speaker A:Or would you even prefer if I just send it right before the call?
Speaker B:Right?
Speaker A:Like, set the tone, ask them what they're looking for because that puts you back in the driver's seat.
Speaker A:Okay?
Speaker A:You want to maintain that control when it comes to the sales process because the second you pass the ball or you know, then you're relying on them to pass.
Speaker A:And so there's a lot that can go.
Speaker A:Just, just so many outs, right?
Speaker A:And like I said before, if it's a smaller offer or if it's something that's not super customized and it's not needing like a bunch of.
Speaker A:It's just your standard package, honestly, skip the proposal.
Speaker A:Just go straight to the contract and invoice or book the call and say like, hey, let's schedule a call to talk about this and then we can move to the next step.
Speaker B:Right?
Speaker A:Like, I just am not a huge fan of proposals.
Speaker A:I feel like.
Speaker A:And I have seen enough people that send these proposals out and they have all these open proposals and they're not converting.
Speaker A:And so try, if you're, if you feel like your conversion rate is a little bit lower than you would like, try skipping the proposal and see if that increases your conversion.
Speaker A:Okay, Then this is the, the second one where I see people are giving away or like killing the sale is this constant trying to upsell.
Speaker A:So there's two trains of thought when it comes to offer suites, right?
Speaker A:You know me, I'm a big fan of like lead with your signature offer and then pull things out of your back pocket.
Speaker A:There are other strategies that say, sell them into like a really small offer first.
Speaker A:So whether that's a power hour or some type of intro style offer, right?
Speaker A:Like, and then upsell them into your bigger package.
Speaker A:But I've had this conversation so many times lately where people are saying to me, like, Michelle, my bigger package isn't selling, but these small little power hours are.
Speaker A:And the thing about it is, is because you're giving people the option, right?
Speaker A:Like the second you give them the option to, to pick a smaller package, most of the time people are going to start there, right?
Speaker A:And so I'm a bigger fan of starting with your bigger package first.
Speaker A:And then you, if for some reason there's a lot of Objection.
Speaker A:Or there's a price, you know, objection.
Speaker A:Or just an investment issue, then you can always lead with your lower offer again, pull it out of your back pocket.
Speaker A:But this constant, like, upsell, upsell, upsell.
Speaker A:What I have found in my experience, now, mind you, again, everybody's experience is different.
Speaker A:Some people this works very well for.
Speaker A:But from my experience personally and what I've seen with clients, when you start with that smaller offer.
Speaker A:So let's say a power hour.
Speaker A:This happens.
Speaker A:This is why I don't often offer power hours.
Speaker A:It's because you offer a power hour with the expectation of, like, okay, they're going to get this really great.
Speaker A:They're going to have this really great experience, they're going to love it, and then they're going to want to move into my bigger program.
Speaker A:Not really.
Speaker A:What happens is, is, like, you have this really great experience, and then they think I'm good.
Speaker A:Let me try this.
Speaker A:Let me see where I can go from here.
Speaker A:Let me take this and run with it, right?
Speaker A:And so they take the out.
Speaker A:They take the out.
Speaker A:I've even found this.
Speaker A:I did like, eight week, one to one, thinking, okay, eight week, one to one.
Speaker A:And then she'll shift into the group program for the fba, right?
Speaker A:Like, just because she's going to be really good in feeling really good, she's going to want continued support.
Speaker A:And same thing.
Speaker A:She was like, oh, I'm done with my eight weeks.
Speaker A:And I think I want to take a break.
Speaker A:Let me move back again.
Speaker A:I'm all for taking a break, but it's just that.
Speaker A:Upsell, upsell, upsell, upsell.
Speaker A:It doesn't usually work, right.
Speaker A:It's just people are.
Speaker A:When you give them that out, they're going to take it.
Speaker A:And so I just.
Speaker A:That's where I feel like, is every single time you've got an upsell or every single time there's a break in service, that gives them that clear path to say, let me take a break or let me see where I can go from here.
Speaker A:Or, let's.
Speaker A:Let me just.
Speaker A:I think I'm good.
Speaker B:Right?
Speaker A:Versus leading with your bigger package.
Speaker A:And again, this is about you taking control and putting yourself back into the driver's seat of the sales process and saying, like, I have this said package.
Speaker A:And if they start with all their objections, let's say, you know, again, like, I always lead with FBA, the Focus Visionary Accelerator.
Speaker A:It's my signature program.
Speaker A:It's six months long.
Speaker A:You know, $3,000 for six months.
Speaker A:I don't.
Speaker A:I'm Not, I don't sugarcoat that.
Speaker A:I don't hide it.
Speaker A:I'm very transparent about it.
Speaker A:Like, this is the program and here's all the pieces that you're going to get.
Speaker A:You get weekly call, yada, yada, yada, right?
Speaker A:Like, we go through, we talk about the whole thing, but sometimes people will give me like a price injection and say, well, do you offer anything smaller?
Speaker A:Do you have just like a power hour?
Speaker A:And here's the thing, and I always lead with, I do have a power hour.
Speaker A:Like, I, it's $297 for an hour of my time.
Speaker A:And we can do that.
Speaker A:But here's why I don't often suggest that, right.
Speaker A:And that comes from a place of integrity.
Speaker A:Could I sell power hours all day?
Speaker A:Yeah, I could.
Speaker A:But again, like, what I see is one, they fill up my calendar and it's not exactly like, it's not how I to coach.
Speaker A:It's not the way I love to create strategy because there's only so much you can get done in an hour and there's just not the full picture.
Speaker A:Right.
Speaker A:Like, to me, a strategy power hour is like a specific situation I'm coming up against.
Speaker A:Somebody might, I've used power hours for like a new opportunity.
Speaker A:People have like a new opportunity and they're not sure what to do with it.
Speaker A:Or a friend of a client of mine who's also a friend got asked to speak at an event and had to put together a signature talk.
Speaker A:And so we worked through that.
Speaker A:Like, those are power, like those are great opportunities, opportunities for power hours.
Speaker A:But I don't really feel like they're a good opportunity when it comes to like strategic growth and creating a plan because there's no follow through.
Speaker A:Right.
Speaker A:And so I just feel like that's what I always say, and that's what I want you to think about too is if you're leading with these small, like, let me experience type offers, there's other ways that people can experience you without giving them a smaller ticket offer that, you know, may or may not be converting.
Speaker A:And the reason, again, I'm saying this is you go with what works.
Speaker A:What I'm telling you is that when I have multiple people saying to me this is not working, is that they're not upgrading to my bigger offer.
Speaker B:Right?
Speaker A:Again, if people, if you lead with your power hour and then you get them to upsell into your bigger package, keep doing it again, we do not change what's working.
Speaker A:But if it is not working, I would challenge you to shift your thinking and to start leading with your bigger offer for at least 60 days.
Speaker A:Again, we do everything in 60 day periods.
Speaker A:You've got to give it at least 60 days to, to see if it works.
Speaker A:And you've got to have enough people to present it to, right?
Speaker A:So like if in 60 days you only present it to one person, well, that's not really like enough time to know whether or not it worked or not.
Speaker A:But lead with your bigger package because the bigger package sells the full transformation, right?
Speaker A:The full transformation is what people are after.
Speaker A:That's what they want, it's what they're really trying to achieve.
Speaker A:And so you've got to paint that picture again.
Speaker A:It's up to you.
Speaker A:You're the expert.
Speaker A:They don't know what they don't know.
Speaker A:They know what they want, but they don't necessarily know they need, okay?
Speaker A:So it's up to you to lead them to what they need and say, hey, I understand this is what you're looking for.
Speaker A:These are all the things you told me that you're looking for.
Speaker A:These are all the things that you want to achieve.
Speaker A:And I can't do that in this said offer.
Speaker A:And that's why I'm leading with this.
Speaker A:However, if you really want to work with them and if they have some trust issues or there's something that they're feeling like, I really just want to start with this, then, okay, then you say, you know what, let's do this.
Speaker A:Let's start here, however, with the impression, with the understanding that the next step then is to move into this program, right?
Speaker A:And then you can work out payment, you can figure out what that looks like, but you always give them that next step.
Speaker A:And so again, you lead them, you make your bigger package the more obvious best fit solution.
Speaker A:And if you have to go backwards, you go backwards and you say, okay, I have this other one.
Speaker A:But you make it very clear that this is only going to get you one piece of this, this, this offer.
Speaker A:If we go with this smaller ticket offer, you're only going to be able to solve this piece of the things that you came to me struggling with, right?
Speaker A:So again, like, I just feel like every time you try to upsell, it's that one, it's those small little outs.
Speaker A:It's like the proposal, right?
Speaker A:Like, where are you giving people outs in your business that you don't even realize you're doing it, Right?
Speaker A:Because it's just what we are trained to do.
Speaker A:It's the strategy.
Speaker A:Somebody else told us to imp what's working for other People.
Speaker A:But it's like really looking at the facts and really looking at.
Speaker A:And seeing like what is not working here, right?
Speaker A:Like, if the conversion rates are not where you want to go, like ask yourself, am I giving people an out?
Speaker A:And I don't even realize it, right?
Speaker A:And so this is what's happening.
Speaker A:This is what I'm seeing.
Speaker A:It's just these small, tiny, tiny little outs where it's like, you know, again with the proposal.
Speaker A:Great, let me think about it.
Speaker A:Well, I'm going to wait, you know, versus just getting them while getting them in while they're feeling excited or before they've got too many opinions.
Speaker A:That's the other thing.
Speaker A:When you, when you send a proposal, you know what happens is they start sending it off to all these different people and then you got a million opinions and then they're getting all these different opinions.
Speaker A:It just, again, it's all these little things that give them the out.
Speaker A:And then same with the upsell.
Speaker A:It's just this constant upsell.
Speaker A:Upsell.
Speaker A:Upsell is like, well, I think I'm good.
Speaker A:Let me see where I can go from here.
Speaker A:Oh, I think I did really.
Speaker A:I feel really good about this.
Speaker A:Let me, let me see where I can go from here.
Speaker A:There is a small percentage of people that work in that upsell.
Speaker A:I personally am not that person.
Speaker A:I'm the person that takes the out just because, like, again, like, I'd rather just be sold the package up front.
Speaker A:Like, if you give me the out, I'm going to take it because I don't know what more is to come, right?
Speaker A:And so that's what you got to think about too is like that if you give, like, say you have a smaller package.
Speaker A:So for example, I'm in working with somebody right now who's got like these three.
Speaker A:Three.
Speaker A:It's like a series of three calls.
Speaker A:I think it's three calls or something like that.
Speaker A:And each call you learn different things.
Speaker A:I'm working with somebody like an astrologer, but again, like, she has a bigger package.
Speaker A:But I don't see why I would take it because I don't see what the bigger package is going to get.
Speaker A:Get me.
Speaker A:Because in my world, because I'm so new to it, because I don't understand it, and because astrology is not my zone of genius, I'm going to feel like I got everything I was looking for.
Speaker A:I'm going to feel fulfilled by the end of these three sessions.
Speaker A:It doesn't necessarily mean it's a money issue.
Speaker A:It doesn't mean it's an investment issue.
Speaker A:It's going to be like, well, what more am I going to get from this?
Speaker B:Right?
Speaker A:Where when you lead with the bigger offer in the whole transformation, then it makes sense.
Speaker A:Like, oh, yeah, I missed out on this piece, this piece, this piece, this piece.
Speaker A:When they do pick that smaller offer, right?
Speaker A:So like you, you're selling that whole big picture of everything that can be included in this bigger.
Speaker A:In your bigger package versus, like, the individual transformation, like those individual pieces where people are going to feel, like, fulfilled because again, they don't know.
Speaker A:They don't know what they're missing.
Speaker A:So they're going to cherry pick it through and they're going to be like, yeah, I'm good.
Speaker A:I think I'm going to take it from here.
Speaker B:Right?
Speaker A:So again, I'm not.
Speaker A:I'm not opposed to having those smaller ticket offers.
Speaker A:I did a whole entire episode around Back pocket and cash injection offers.
Speaker A:I'm a big believer in them.
Speaker A:I think they're a great way to build trust.
Speaker A:I think they're a great way to increase conversion when used correctly.
Speaker A:But I do not believe in them as this upsell, upsell, upsell.
Speaker A:Like, I just, I see too many people that struggle with the upsell versus just leading with the bigger offer.
Speaker A:Okay, so that's number two.
Speaker A:And then number three again, the other way that I see, like, sales slowly sneaking out is when you give people too many options.
Speaker A:And we've talked about this before, but it feels like super generous, right?
Speaker A:Like, it feels like, well, I want to make sure that people know that they've got all these different options.
Speaker A:And it's like, well, we could do this and we could do this and we could do this and we could go, you know, you've got this choice and.
Speaker A:And this choice, and you could try this and you could try this, and, you know, that sounds really good.
Speaker A:Like, oh, I can meet people where they're at, and I can meet people at any given point.
Speaker A:And so they have all these different options and they get to choose.
Speaker A:But the thing about it is, is decision fatigue is real.
Speaker A:And too many choices just creates confusion.
Speaker A:It creates hesitation.
Speaker A:And for those of us that are neurodivergent and are overwhelmed and easily overwhelmed, it causes shutdown.
Speaker A:And once we shut down, it's very hard to bring it back.
Speaker B:Right?
Speaker A:Like, that is the thing.
Speaker A:It's like, I don't know.
Speaker A:I don't know, I don't know.
Speaker A:And that's just what it becomes.
Speaker A:Like, I don't know.
Speaker A:I have no idea what I feel like, I don't know, there's too many options, right?
Speaker A:Like, too many options just creates this confusion.
Speaker A:That creates confusion and so.
Speaker A:Or creates confusion, that creates shutdown is what I meant to say.
Speaker A:And it creates just hesitation, right?
Speaker A:Just because people are like, well, I don't know.
Speaker A:And you know, then you've got the perfectionists that are like, what if I make the wrong decision?
Speaker A:What if I pick this one?
Speaker A:Should I pick that one?
Speaker A:Well, if I pick this one, am I going to regret it?
Speaker A:What if I want to?
Speaker A:You know those people, like the overthinkers, the perfectionists, Like, I'm.
Speaker A:I hear you.
Speaker A:I see you.
Speaker A:I see you, I hear you.
Speaker A:I know that this happens, right?
Speaker A:And so when you give people those that like too many options, thinking this is exactly what they need, it actually is the exact opposite.
Speaker A:Okay, they want you to tell them again, it's you in the driver's seat.
Speaker A:It's you as the leader, it's you as the expert.
Speaker A:They are coming to you saying, I have these struggles and I have these desires.
Speaker A:This is where I'm at.
Speaker A:This is where I'm trying to go.
Speaker A:I heard you're the person that can help me bridge the gap.
Speaker A:It's on you to know what they need.
Speaker A:You can have all those offers, but it's not up to them to hear about them.
Speaker B:All right?
Speaker A:Like, I've got a lot of offers in my back pocket, but if you go on my website, there's one option, one.
Speaker A:I don't even have back pocket insights on my website.
Speaker A:Really.
Speaker A:It's like super hidden.
Speaker A:Because the Focus Visionary Accelerator is the option that for 90% of the people that I talk to, that is the option.
Speaker B:Right.
Speaker A:And so I can always recommend something different if it's not a good fit.
Speaker A:If somebody says to me, I really don't enjoy group programs, okay, let's talk about what we can do one to one.
Speaker A:I really don't want calls.
Speaker A:Okay, let's talk about asynchronous.
Speaker A:I really think I just need this.
Speaker A:Okay, let's talk about that.
Speaker A:Right?
Speaker A:Like, there's a lot of different options, but you don't always give them to people.
Speaker A:You give them to people when you see fit and when you feel like it is in their best interest, again, you are the expert.
Speaker A:You know what they need.
Speaker A:They're only telling you what they want.
Speaker A:Just because it's something that they want doesn't mean it's going to get them where they want to go.
Speaker B:Right?
Speaker A:So it's on you to give Them the option that fits the best.
Speaker A:Okay.
Speaker A:They want to know what do I need to do to solve this problem?
Speaker A:What do I need to do to move past this struggle.
Speaker B:Right.
Speaker A:If they knew the answer, they would have already done it by now.
Speaker A:Okay, so you need to recommend your best fit.
Speaker A:And then again, like to the point above is like, if that isn't within their budget or there's some objection you always have, like that.
Speaker A:Next, like, okay, well if this doesn't work, we could try this.
Speaker A:And some people don't even do that.
Speaker A:Some people are like, this is my offer.
Speaker A:This is what works.
Speaker A:If it doesn't work for you, come back when it does.
Speaker A:There's power in that too, right?
Speaker A:There's a lot of power in that, that it works.
Speaker A:We're just sticking with your offer.
Speaker A:I'm a bigger fan of like meeting people where they're at.
Speaker A:As long as it's mutual respect, like, mutually beneficial to both of you.
Speaker A:I think it's beneficial to try to meet people where they're at.
Speaker A:But again, but too many options is not the answer.
Speaker A:It's like most people can only handle like two choices.
Speaker A:This or that, yes or no, A or B.
Speaker B:Right?
Speaker A:Like, think about it.
Speaker A:We are, we are.
Speaker A:Like, so many decisions.
Speaker A:And the other thing is to think about it.
Speaker A:If they are interviewing more than one person, more than one service provider, then you've given them two options and the other person's given them two options and the another person's given them two options.
Speaker A:They're now no longer picking between two options, they're picking between six.
Speaker B:Right?
Speaker A:So they don't need six from you and six from somebody else.
Speaker A:So again, it's on you to be the expert.
Speaker A:And also, in my opinion, this sets you above, like, if they are shopping around and you say very clearly, this is what I think is best for you, here's why I think it's best.
Speaker A:And you can paint that picture for them.
Speaker A:And the next person's kind of like, well, we could do this or we could do this or we could do this or we could, yeah, you know, and they're kind of wishy washy.
Speaker A:Well, then that puts you at the expert status, right?
Speaker A:Like, to me, that increases your expert status to where it's like, well, she felt really confident in what she's doing, where this person's kind of all over wishy washy.
Speaker A:So again, frame it as that clear, tailored solution and make sure that it's coming from a place of leadership.
Speaker A:Right?
Speaker A:Like, I don't want to give you Too many options.
Speaker A:I don't want to overwhelm you.
Speaker A:There's always room for customization.
Speaker A:There's always other options.
Speaker A:But you asked me for my best, and these are what I feel is your best fit.
Speaker A:Okay.
Speaker A:It is your job to guide the client to the right decision.
Speaker A:And all three of these things that I talked about, again, puts you back in that driver's seat.
Speaker B:Right?
Speaker A:So if you want to send proposals, how can you make sure that you're going through that proposal to a place where they're actually hearing it, they're seeing it, they're understanding it beyond words on a paper, on a piece of paper, and a number on a screen.
Speaker B:Right.
Speaker A:Because sometimes that's what proposals turn into, is just a comparison of numbers and with no explanation behind it that could potentially be shooting you in the foot.
Speaker A:So I'm a huge fan of Just try to.
Speaker A:I would not send proposals, especially if you only have a couple offers and they're clearly laid out in your sales page.
Speaker A:What do you mean to send a proposal for?
Speaker A:It doesn't.
Speaker A:It doesn't need to be there.
Speaker A:And then, same thing, Lead with the bigger offer.
Speaker A:Stop trying to upsell and upsell and upsell.
Speaker A:Because also, too, like, I think what happens is, it gets defeating is like when you go in with this mindset of, like, I'm going to lead with this offer and then they're going to upsell and I'm going to lead with this offer, and then they're going to upgrade, and now they're going to upgrade and then they don't.
Speaker A:It, like, messes with your psyche and you think, well, what the hell's going on?
Speaker A:It's not really you.
Speaker A:It's not that you're doing anything wrong.
Speaker A:It's that the client's feeling fulfilled because again, they don't know what else there is out there to expect from you.
Speaker B:Right?
Speaker A:So lean with the full transformation and then draw back.
Speaker A:It's so much easier.
Speaker A:And then even if you draw back and you end up going with the smaller offer, then your upsell is easier because you've already painted the picture of the full transformation in your bigger offer.
Speaker A:So that upsell on the backside of that is much easier because you've already explained it to them.
Speaker A:So now if they are picking the smaller offer because it's a trust thing, they have that, they already know what is next.
Speaker A:They know what to expect.
Speaker A:Okay?
Speaker A:So I just want you to really take a look at and review your sales process and kind of, again, be honest with yourself, like, what is working.
Speaker A:What is not working?
Speaker A:If it's working, don't change it.
Speaker A:If it's not working, ask yourself, like, where am I unintentionally creating these outs for people where they can second guess things where they can.
Speaker A:Where it's causing overwhelm, where it's causing shutdown, Right?
Speaker A:Like, where are you creating these unintentional pieces where people just go, I'm good, right?
Speaker A:Like you again, it's like these tiny, tiny little things that you probably don't even realize you're doing.
Speaker A:But hopefully now, when you're listening, if you really look at it and you really take a better look at, like, your process, you're gonna see where maybe these little outs are that you just have to kind of fill them.
Speaker A:Just fill those little holes.
Speaker A:And I bet your conversion rates will massively increase.
Speaker A:Okay?
Speaker A:So that's what you're.
Speaker A:That's what you're working on.
Speaker A:That's your action step is to go back through your sales process and really look at the past.
Speaker A:However many people you've talked to, if you feel like they didn't convert and like, at what was the entire sales process?
Speaker A:And are you leading with this smaller offer?
Speaker A:Are you kind of mentioning your bigger offer?
Speaker A:But you're saying, but you know what, let's start here, right?
Speaker A:Like, if you say that then.
Speaker A:And then wondering why people pick it up, well, it's because that's what you told them to do, right?
Speaker A:Again, everything comes from you.
Speaker A:90% of the time, the sales are driven by you.
Speaker A:You are in the driver's seat.
Speaker A:It is up to you to lead them.
Speaker A:And I. I'm willing to bet, I don't want to say a guarantee, but I'm going to say I'm willing to bet that you are slowly, in little, like little ways, giving people these outs and not even realizing it.
Speaker A:Okay?
Speaker A:So just find the outs.
Speaker A:Find where you're giving these people the outs and just.
Speaker A:Just fill those little holes.
Speaker A:Just patch it up.
Speaker A:Patch it up and you'll start to see an increase in your.
Speaker A:In your conversions.
Speaker B:All right?
Speaker A:I love you.
Speaker A:I believe in you.
Speaker A:I'll talk to you soon.
