Why Prospects Are Afraid To Talk To You (And How To Move Them Into Their Comfort Zone)
5 min readApr 29, 2020
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. Two increasingly common backstories are:
