Storytelling helps you understand why prospects bring the “fear factor” to your stories.
When I started my first business on the Internet, some rockstar coaches were advising everyone to write a note on the back of their business cards: “Free 30-minute consultation.”
Today we’re seeing a backlash.
“I offer a free report on my business card,” says one business coach. “If I offer a free session, people think I’m selling.”
He’s probably right. We hear the word “free call” and our sales radar starts to ping. We are also seeing a backlash on low-end programs — the first step in some funnels — and offers that include free consultations.
To many people, a “free call” means a sales pitch. And they’re scared.
Prospects consider your consultation — free or paid — in the context of their backstory.
Their backstory creates the context for viewing your offer.
In my latest podcast episode on Strategic Storytelling, I talk about 3 increasingly common backstories that clients bring to our free consultation offers.
As you might expect, the most common backstory is, “Last time I did this I got a serious upsell…and I couldn’t make it stop.”
But an unexpected backstory is, “Been there, done that.” And that leads to a loss of credibility.
Listen to Episode #75 to discover the 3 stories your clients tell themselves when they hear your free consultation offer…and the strategies you use to calm their fears.
Get my FREE DOWNLOAD to discover how to find your client's backstories.
I’m Dr. Cathy Goodwin, a copywriter, storyteller, and strategist. My clients are small business owners, entrepreneurs, independent professionals, and solopreneurs. I help them get new clients through digital marketing, with a unique mix of copywriting and storytelling that lets them strut their stuff without being sales-y or obnoxious.
This article is based on some concepts presented in my video course, The Client Advantage.
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