READY TO USE YOUR WORDS TO ATTRACT YOUR DREAM CLIENT?I'M IN!
READY TO USE YOUR WORDS TO ATTRACT YOUR DREAM CLIENT?

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CLIENT HESITATIONS: 3 REASONS THEY'RE GREAT NEWS FOR YOUR BUSINESS

TRUSTED BY
DrMichaela Michaela Bucchianeri health and wellness copywriting with heart client hesitations bottle with greenery

Client hesitations.

They strike fear in the hearts of business owners everywhere.

But here’s the super-cool, counter-intuitive truth:

These questions, concerns, and even outright objections from your dream client?

They’re signals, spotlights, and invitations in disguise. 

Don’t miss the message they’re sending you, friend.

Read on for 3 reasons why client hesitations are actually great news(!) for your business:

1) Client hesitations signal engagement.

It’s a noisy world out there.

Your dream client is constantly bombarded with sales pitches and other tactics, designed to elicit an emotional response (often fear) and secure their attention.

Simply put, your dream client doesn’t have to give you the time of day.

So when they DO take the time to voice their questions, concerns, and objections to your offerings… treat it like the gift it is.

Your dream client is engaging with you. This is HUGE, friend.

TRY THIS:

  • Shift your perspective from viewing questions, objections, and other signs of client hesitations as a negative thing, and start appreciating them for what they are: Opportunities to engage further with the people you’re trying to reach!
  • Set up a system for tracking client hesitations. For instance, you can use a simple spreadsheet or Trello board to keep track of the questions and objections you hear on consultation calls, at events, on social media, etc.

want a schedule filled with dream clients?

YES, PLEASE!


2) Client hesitations highlight opportunities to polarize.

The word “polarizing” carries a negative connotation for most of us.

And yet, there are certain instances when it’s beneficial to polarize.

Take the words on your site, for instance.

An essential part of their job is to communicate (with supreme clarity) who you serve + who you don’t.

You’re not a jack of all trades. You, my friend, are a specialist. Operating in your own unique sweet spot, serving your own unique population of dream clients.

Everything you write should point pack to the simple question of WHO you serve (+ who you don’t serve).

Find yourself getting questions and/or objections from folks who clearly aren’t your dream clients? (Or dream clients who aren’t sure if they are?)

That’s a neon, blinking sign that it’s time to make your website copy (+ your content) more polarizing.

TRY THIS:

  • Take inventory of the client hesitations you hear most often.
  • Look at each one and ask yourself: Does this reveal a mismatch between this client + my offering?
  • If it does, ask yourself: How can I clarify, sharpen, or otherwise revise my website + marketing materials to repel clients like this (and attract clients who are more aligned with what I offer)?

3) Client hesitations invite you to sell.

Selling is vulnerable.

Even the most seasoned business owner struggles with occasional insecurities that arise on a consultation or discovery call, or even sitting down to craft sales page copy.

And when we sense reluctance in the person we’re offering our products/services to… those insecurities often escalate to fear, worry, and old scarcity narratives we carry with us.

But here’s the thing:

It’s your dream client’s job to have questions. To share concerns. Raise objections.

Your job? To meet them there.

TRY THIS:

Revisit your list of common questions, concerns, and hesitations you hear from clients. Integrate these into your writing, to proactively address the same hesitations in new dream clients. A few places to start:

    • on your website’s About and Services/Work with Me pages (e.g., “Clients often tell me… Maybe you’re feeling this, too…”)
    • in an FAQ section of your sales pages
    • in a dedicated “FAQ” blog post, social media series, podcast episode, YouTube video, etc.

Let’s take action!

OK, here’s your action step for today:

  • Choose 1 of the ideas above to implement, so you can leverage your dream client hesitations to improve your business! 

Cheering you on!


ready to attract more of the right people to your business?

YES! TELL ME HOW


HI!  I’M MICHAELA. 

I help health + wellness professionals connect with their dream clients through genuine, engaging communication. After spending over a decade studying, researching, and teaching psychology + communication principles, I started this business to empower health + wellness professionals like me to “preach what you practice”. I share practical guidance so you can get clear on your unique value, communicate it with heart, attract + serve the people you love working with most… and actually have fun along the way.

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