To Turn More Prospects Into Paying Clients, You Must Give Them Options - Small Business Coach, Women Business Coaching - Client Attraction

To Turn More Prospects Into Paying Clients, You Must Give Them Options

Fabienne Fredrickson
July 30, 2010

When I was first starting out trying to close the sale as an solo-entrepreneur, I would offer only one rate and the offer was basically “This is what I charge, take it or leave it.” So people would either take it or leave it.

Then I realized that clients work in a different way. Many people like options (I do too). They don’t want to be “forced” into taking something that doesn’t suit them. They want the option of small, medium or large.

There’s also some psychology to it. Some people naturally go for the biggest, fastest, “super sized” option, just because that’s their personality. Others are more cautious and like to take their time doing things. Sometimes, it’s simply a question of mo-ney and what they can afford.

I started making available an option for each of these types of people (and budgets). The result? I began signing on considerably more clients offering options than when I used just one rate.

Why? Probably a few reasons:

  1. There were options to fit different budget levels and it took care of the “Am I charging too little or too much?” syndrome.
  2. The client probably felt more in control and part of the decision-making process, which is less threatening.
  3. It gave me confidence that my rates, as a whole, were just right for my ideal clients.

Your Assignment:


Consider charging different rates for different programs. Create different price-points in your offerings. Use a Large-Medium-Small model for inspiration, and create different options that work for you.

Let there be an incentive to go for the higher option (more time with you or reduced cost-per-hour as frequency grows). Make it almost irresistible to go for the highest option, but recognize that some people may just not be able to afford it or may choose not to go that route. That’s OK.

Name your different options so that you can refer to them without actually using the dollar-amounts. I’ve used the terms “Fast Track,” “Basic” and “Maintenance” programs for my different options. What could you call yours?

Not only do you want to have different options to close the sale, but you’ve got to have a method that WORKS virtually 100% of the time, WITHOUT feeling slick, sleazy or sales-y. (Let’s face it, we all like to BUY, but we don’t like to be sold to; at least I don’t). Problem is, most people haven’t been taught HOW to script something that feels authentic and works practically every time. The Client Attraction Home Study System™ shows you EXACTLY how to do that.

It’s everything you need to know to fill your practice quickly; no matter how long you’ve been in business. All the tools, scripts, templates, and examples are handed to you on a silver platter (including how to close the sale 97% of the time). So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. So easy. That’s why hundreds of entrepreneurs who have used my entrepreneur strategies have gotten such great results from it. You can get yours at

2010 Client Attraction LLC. All Rights Reserved.


Want to use this article on your website or your own ezine?


No problem! But here is what you MUST include:


Fabienne Fredrickson, The Client Attraction Mentor, is founder of the Client Attraction System , the proven step-by-step program that shows you exactly how to attract more clients, in record time…guaranteed. To get your F.R.E.E. Audio CD by mail and receive her weekly marketing & success mindset articles on attracting more high-paying clients and dramatically increasing your in.come, visit

  • Nancy Oblea

    Hi Nancy Oblea here I just am starting to finish lessson ten on the boot camp that was a special offer. I just got the boot camp home study version which take me thourgh the boot camp again. I have learned so much .
    The Best
    Nancy Oblea

  • Fabienne Fredrickson

    I’m so glad you’re enjoying the Boot Camp and the Home Study, Nancy. Great job on implementing! Consider joining me for the Gold Mastermind program starting in October. 🙂

Get Started Today


Your mindset dictates your results.

Shifting your Mindset past subtle self-sabotage and procrastination and into confidence and consistent action is THE proven process for overcoming resistance. The moment you shift your mindset, you gain the momentum that increases your business (and income) to the next big level you’ve been asking for.

Join me for a LIVE Video Presentation where I will be teaching you my proven process to master your Inner Game.

Sign Up!

Next Live Event

Mindset Retreat™

November 14-16, 2016 • Ft. Lauderdale, FL

Next Webinar

How to Master Your Mindset

Live from your home or office


Sign me up for my audio CD!

Find out how to use my step-by-step Client Attraction methods so you can be a success.


Get in touch with us by filling out the information below and one of our caring Enrollment Coaches will be happy to contact you to set up a time to chat and see if we can help…