#237: Q&A: What to do when people say they can't afford to work with you - Tash Corbin, Heart-Centred Business Podcast

Show notes can be found at tashcorbin.com/237 Today I'm answering one of your listener questions, and this question comes from the fabulous Justine. We're going to be talking about what to do when people say they cannot afford to work with you, and addressing the value proposition of your work. Super juicy topic, amazing quality question. Let's dive on in. Today's listener question comes from the fabulous Justine Dean. You can find out more about her at justinedean.com or on Instagram at @justinedeanofficial. Justine writes in and says: "Tash, what do I do when people say they love what I'm writing and they need what I do, but they cannot afford it? I'm guessing my value proposition isn't clear?" This is such a great conversation for us to have, and thank you so much for writing in with your question. Quick note: If you also have a question you'd like me to answer here on the podcast (and I'll give you a shout out as well), then just go to tashcorbin.com/question, pop your question in there and all of your details, and I'll answer your question on a future episode. For Justine's question, there are two elements that we need to address here: 1. What to do when people say they cannot afford to work with you 2. Looking at your value proposition I've got three areas that I want us to explore in answering this question. 1. Effectively qualifying and confirming through your sales process the need your potential clients have If you are having a conversation with someone, and they love what you're writing about and your work, but then you start talking about how you can work together and they say that it sounds great but they can't afford it, first of all, always respect that 'no' when you get it, but also make sure that you don't pitch until you know it is a good fit and you have clarified the value proposition. This is where qualifying and confirmation come into play. In the sales call process, I'm not starting the process by straight-up saying how much it is to work with me. I am starting the conversation by clarifying and qualifying: Is this what the person actually wants? In the qualifying process, I ask lots of questions about: What the person is looking for What it would mean to them to be able to work through this If they've tried anything in the past What it was Why it didn't work Then before I go into any pitching, I use a confirmation statement. I will say something like 'It sounds to me that if we could do ..., then that would address ...', or 'What I'm hearing you say is if we could do ..., then you would feel .... Have I got that right?' For you Justine (Justine is a relationship specialist), you might say 'It sounds to me like if we could address all of the baggage and the stuff that you feel like you're carrying, then you would feel more confident to step back into the dating circles. Have a got that right?' Just get really clear and specific about what they are needing. By doing that qualifying - asking the questions and finding out what the priority is for the person individually - and then making that statement of confirmation and making sure that you're both on the same page before you prescribe what you think the solution would be for them and whether that is working with you or not, you've already confirmed the value proposition. 2. Create links in your value proposition toLet me know your thoughts via our Text FanMail!Join us in Noosa at the Heart-Centred Business Conference in September!Find out more and secure your ticket at: tashcorbin.com/conference