I know how frustrating it can be when people are downloading your free stuff but won't take any action on your paid offers. It's a common thing that in business, you’ll spend time on clients who will more than likely never pay you.

  • Website designers quote projects that never start.
  • Car dealers spend hours answering questions for customers who will never buy.
  • Book agents read many manuscripts they will never be able to sell.
  • And consultants and coaches spend time giving out advice to clients who can't or won't hire them.

Truthfully, it’s definitely a drain on your time and energy. But there are some things you can do to attract your ideal client to your paid offers without spending a ton of time wooing them with freebies.

Share Pricing for Paid Offers

One of the most controversial topics among coaches and service providers is whether or not you should share pricing on your website. There are reasons; good and bad, on why you should or shouldn't. One of the most important advantages to sharing your prices is that it immediately eliminates those who can't afford you.

Of course, you don’t have to list prices for everything to get the same result. If you offer private coaching and DIY training packages, having a price tag of $997 on your starter program makes it pretty clear that your private coaching is going to be at the high end.

If you prefer to list packages individually, a line that states, “Coaching programs start at $XXX” is another way to list pricing while still giving you some flexibility.

Implement Intake Forms

Before you met with anyone, insist that they put a little skin in the game first.  A client intake form in your scheduling system or CRM should gather all the information you need to know about a potential client before you connect with them one on one. More importantly, it tells you how much work they’re willing to do. Prospects interested in freebies aren’t likely to do the work required to answer even a simple questionnaire, so those who do fill out your form are better prospects.

Not only that, but you can include a qualifier in your form about pricing, such as “What’s your budget for this service?” Use a pre-determined list of answers that start with “$500 and up” rather than letting your potential client fill in their own amount. Those with smaller budgets won’t bother to complete it.

Change Your Messaging

Words have power, and if the words you use are speaking to those in the beginning stages of business, you’ll never attract the clients you’re seeking. Instead of using words like “7 steps to…,” say, “advanced techniques.” Rather than talking about “simple systems,” mention high-end, automation software by name. Simple changes can help you to automatically attract the right clients.

You’ll still spend some time and energy on those who ultimately won’t hire you, but by making these simple changes to your landing pages, website, marketing materials, and other business systems, you’ll begin to see more intentional, motivated and high-end clients and fewer of those you don't want to work with.