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These days, getting sales proposals over the line is tough. We find ourselves bending over backwards to impress our potential clients, only to see a significant lag in their decision-making. Worse, though - they’ve started ghosting us entirely. 

Due to the ever-changing world of business we find ourselves in, those wonderful sales meetings we know all too well now require a different approach. 

Today, we’re exploring three key strategies that will help you convert your audience into clients and get them the results that have them coming back for more:  

1. Delivering Value: Identifying the Magic Pill

What are the challenges you’re hearing about from your potential clients? I talk about really tuning in and listening to their struggles, so you can find the "magic pill" – a simple, actionable strategy that can provide immediate value. 

2. Achieving Results: The Power of Immediate Action

Our potential clients are cautious right now, and they’re questioning whether we can deliver the results they desire. Rather than just telling them what we can offer, we need to showcase our ability to achieve quick wins. I take you through examples of simple,  effective actions that your clients can take to see immediate benefits. 

3. Building Confidence: Empowering Potential Clients

The third challenge potential clients face is questioning their own confidence in making decisions. To overcome this, it’s crucial to provide them with the tools and support they need to feel empowered. By giving them a sense of possibility and instilling confidence in their abilities, you can help them overcome their doubts and move forward with their decision-making process.

I encourage you to have a think: what magic pills do you have in your business that you could get curious about and implement in your sales process? I bet you’re sitting on even more gems than you think!

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So last week I hosted a full day mastermind for my inner circle clients. These are my VIP community of seven figure business owners that are planning the next phase in their businesses and professions.

But as you hit send, you can't help but feel a twinge of frustration. Your clients, don't you know, the ones that you've been bending over backwards to impress, they seem to be taking longer than ever before to make decisions. Worse still, some may have started ghosting you entirely. Does this sound familiar for you right now?

Well, if my inner circle clients and the conversation we were having is anything to go by, you're definitely not alone. The business world is no doubt changing right now. And the way in which it is changing as a result of everything that is going on in the world is seriously impacting our potential clients.

They may be that their diaries are jammed, that actually, the current time that they have available is currently being stretched. What I'm also seeing here is that decision times are dragging on, you know, it seems to take forever to get a yes, to get a no, or to even get a maybe, can you answer these questions?

So we're being challenged in terms of time, in terms of decision making and in terms of confidence. And I think how this is then showing itself up is our potential new clients are questioning our value. They're questioning our results, the results that they think that we can generate for them. And I think they're also questioning themselves.

And so what do we do? Well, I see two extremes happening right now. One is in our desire to prove our worth, we actually end up chasing really hard. We bombard our clients with more information, more detail, more stuff. We overwhelm them with options. So it's like they're at the end of this, fire hose.

And, and the result is our potential clients, get confused. They got overwhelmed. It's hard for them to actually see the offer, the value, the benefits, the results that we can get. And so it makes it hard for them to buy us. On the other extreme, we keep our cards close to our chest out of our fear of maybe giving away IP or giving away too much IP of, sharing stuff that other people could copy that they could take our ideas being picked up by the competition.

What we're actually doing is we're fueling, our potential clients and their questioning of our value. They're questioning of our results and within this tension and within this challenge right now, there exists some incredible opportunity. I think this is a chance to really rethink how we sell, how we present our offers to maximize the chances of buying and sign off. And I think what we've got to do is we've got to work that little bit harder at being in partnership with our clients, we've got to replace the questioning of our value with, our clients seeing the evidence of the [00:06:00] value that we bring.

We've got to replace the questioning of results with giving them results of showing them immediately how they can get results. And we've got to replace this curiosity, this concern Around their confidence with giving them something that they can immediately put into place that gives them that immediate confidence that they can do this.

So first of all, let's talk about giving value. So I want you to remember that, that your potential new clients are questioning the value that you bring. They're questioning whether you're talking the truth, whether it's real, whether you can really do this, whether actually working with you is going to give them the value that they're wanting, that they're seeking, they're questioning value from the get go.

What is the thing that they are currently talking to each other about right now? And I want you to get really curious about what's the sprinkle of genius, the thing that I call the magic pill, the sprinkle of genius, the magic pill that you already possess, that you already do, that [00:09:00] you already can offer them, that's going to address that particular issue head on.

So step number one, the first thing we've got to do is we've got to identify The value that we can give immediately. And that comes from you tuning in your ears, listening very, very carefully to what are the very things that they are concerned about right now, that are their biggest challenges right now.

And what is the little sprinkle, the little magic pill that you know, that if you give them to them in that moment, it's going to give amazing value. So step number one, you've got to identify the value piece. Now, this leads me onto the second part, onto the next part, which is about getting results.

Do you really get the results that I want? And so what you've got to now do is think about what is that something, what is that value piece that you can share that you know will give them immediate value. give them immediate results, sorry, not value. This may be something that you already do in a phone call.

It may be something that you do when you meet them for coffee. It may be something that you do in the very first 30 minutes of working with a new client. For example, we know that our clients generally are feeling invisible. They feel like the world's best kept secret. They're frustrated because they've got significant amounts of experience.

So we find that many of our clients come to us because they're feeling invisible. The second thing that they talk about is they're struggling to get leads. And it may actually be that they're working harder than ever before. That in their desire to build something of their own and the freedom that comes with that.

Instead, it's almost like they've bought themselves a job and they're working harder than ever before. So what we've thought about in our business is, Thinking about what are the magic pills? What are the little easy to implement strategies that I know will create immediate visibility for my clients that will immediately get them some leads coming in and that will immediately give them some time to be able to both work on their business as well as in their business without their business becoming shackles around their ankles or negatively impacting their lifestyle.

a spinning plates framework. If you read, Be Brilliant, I share it in that book. And essentially it's on a simple piece of paper. I encourage people to get curious about what plates they're spinning. And I think about this as three key plates. I tell my clients to imagine that they're working at the fair or at the, you know, they're spinning those three plates.

And I ask them to mark themselves for each plate. You could do this right now, if you're listening in out of five, how you're doing. So your first plate is business or your career out of five. How do you feel you are going with that? I'm getting them to imagine spinning it. And I'll go now throw in the relationships, thinking about those important people in your life.

Out of five, how are you doing there? Are you spending the time that you want? And then that third plate is you. How are you feeling? How are you feeling in yourself out of five? So immediately they are marking themselves across those three pillars, those three plates of career, business growth, fulfillment, whatever you want to call it, their relationships and themselves.

It would help that plate spin a little higher. And the person I'm talking to will immediately come up with the three things that make them feel better. Now the final piece here, so I've delivered some value. We've already got some immediate results for them in terms of awareness, understanding, an idea about some of the strategies that they could put in place to get better balance, happening in their worlds and integration between career and life.

I have replaced their questioning around results by giving them some immediate results. And I've replaced their question about themselves by doing the exercise with them that builds their confidence. Now we have in our business, we've identified the three key problems and we've identified two magic pills per problem, those magic pills relating to market positioning, and, and visibility relating to a lack of leads and clients and relating to this balance piece is piece about feeling burnt out and overwhelmed, and how do I get some structure into my business? So I want you to think about that because by doing those things, you're going to build their confidence.

You've given me a little spark of confidence that I can do this. So I want you to remember this, that the challenges that we're experiencing right now in business, these challenges of ghosting or long decision making, Often what they do is they give us clues that we need to think differently. That there's opportunities to refine our approach, to stand out, to build deeper and more meaningful relationships with your clients.

You don't want to be just another service provider. We want to offer actionable advice in that moment that they can implement straight away. And finally, we want to build the confidence in our potential clients that they can do this. We want to create that possibility, the confidence, the hope that things can change.

I want you to get curious about what are their problems right now. Try and find three, three problems that they're telling you. Not what you think their problems are. And I want you to think about what is it that you currently do. What are the simple things that you currently do, that you have up your sleeve, that you already teach, that you could give them in that moment.

We don't have to sign a contract to give this one very simple idea. Immediately actionable that will get results quickly. I want you to identify your magic pills. I'd love to hear your thoughts on this. Please comment below. If you love this podcast, please give me an awesome review. Share it with anyone that you think would find this useful and any questions you have, send them to me below so that I can answer them in a future podcast.