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Top 3 Reasons You're On The Free Consultation Carousel

By Bonnie Bowles

Today we are diving into the top three reasons you’re still on the free consultation carousel without enough clients to show for it, and how to get off it right now. I know you are probably asking: What is this carousel? If you’re holding free consultations that more often than not, or more often than they should, end with your prospect saying, “Let me think about it and get back to you” – then that’s the carousel. You’re going in circles, not moving forward. Your prospects could be exclaiming “Let’s get started!” If they aren’t, then why not? Until they do, then round and round you go on the carousel – not gaining momentum, not getting any traction, not moving forward. In working with dozens of professionals, and in personally working with many hundreds of prospects who have turned into paying clients, I have pinpointed the top three reasons why your practice might be this way, and how you can get past each. Let’s dive in. [2:08] Reason No. 1: You are afraid that requiring a prospect to do any prep for the free consult means they’ll cancel or no-show. I get why you’d think this, and I used to think it myself. It can feel like a gamble to “jeopardize” a cancellation or no-show. But you also know that meetings with prospects who show up unprepared could end up anywhere, and most likely without a paying client. [8:12] Reason No. 2: You’re letting your prospect run the consultation (and ultimately the client relationship). You figure the prospect is the one who will be paying (hopefully), so they get to call the shots. And, if they don’t get to call the shots during the free consultation and ultimately the client relationship, they’ll be dissatisfied. But I promise you, you don’t want a prospect or client who runs the show. Your business should serve you, not the other way around. [11:16] Reason No. 3: You think your clients must spend personal time with YOU, personally, to be happy. When you got started, it might have been a major point of persuasion for your prospects that you committed to personally responding to every single one of their calls and emails. But when you do that, you struggle to get more free consultations on your calendar because you're stuck in “service” mode, responding to and serving all of your clients personally, all hours of the day and probably night, and then you wake up with a completely empty calendar… and empty bank account. You can charge past each of these reasons holding you back! Check out the podcast episode for the exact steps to do that.

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