Three steps to ensure payment from a new client

Fabienne Fredrickson
February 25, 2013

get-started-new-clientsDoes this happen to you? You talk to a prospect during your Get Acquainted Call and she says “Yes” to working with you. Yeah, that’s very exciting! But then, you send paperwork and wait for her first payment. Times passes and your cash flow suffers. So, how do you move new clients from saying, “Yes” to becoming a paying client?

1. Use Suggestology in Your Conversation. When you start to go over your programs with a prospect, use language that sounds like you already know she is going to sign up. Here’s a script you can adapt for your business, “Here are the different programs, and you’re going to let me know which one you like. Then if you decide you want to sign up today, fantastic. All I need is your name. email information, address, and which credit card you want to use. Do you want to pay to in full or pay in installments? I’ll run it through, and send your welcome packet, then we can get you started today.”

2. Don’t Send Anything Until You Receive a First Payment. A lot of entrepreneurs are excited by a prospect who wants to work with them, so they lean forward and share information prior to getting a payment. I learned early on in my practice that what works best is to hold off sending the welcome packet. Instead, don’t share anything until you get a full commitment, which is a payment.

3. Use a System for Taking Credit Card Payments Over the Phone. When you have a prospect on the phone, that is the best time to get their initial installment. Take control of payment processing to ensure more prospects become clients. I recommend PracticePaySolutions.com because I used them in my practice. Over the years, I’ve had hundreds of clients do their due diligence, talk to their banks, and many if not most of them ended up with Practice Pay Solutions. It’s just easier.

Don’t send invoices or use Paypal invoices because you lose control of processing and leave it up to the client to choose when to pay. If there is any wishy-washiness, they may waver on making that first installment.

Your Client Attraction Assignment
If you have clients in limbo who agreed to work with you, but have not yet made a first installment, try this to prod them along. Every five – ten days send them a message that says, “I’m looking forward to sending you the assessment” (or welcome packet). Or, “I’m looking forward to getting you started,” or, “Here’s a little thing that I found online”. Gently, lovingly nudge the person that it’s time to get started.

 

Now, if you’re just starting out and trying to fill your practice in the FIRST place, then follow a step-by-step system that feels easy and authentic to you. The Client Attraction Home Study System™ gives you the most important things to do to set up simple, solid systems, so that you consistently fill your pipeline and continually get new clients. It’s all step-by-step, not a big mishmash of things. So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. All the tools, scripts, templates, and examples are handed to you on a silver platter. Easy. You can get it at TheClientAttractionSystem.com.

  • http://www.facebook.com/dorit.sasson Dorit Sasson

    This is extremely timely information – thank you Dear Fabienne! I will be referring to this article as time goes on.

    Dorit Sasson

    http://www.GivingVoicetoVoicelessBook.com

    • http://www.clientattraction.com/ Fabienne Fredrickson

      Thank you for your note Dorit! I’m so glad this information found you at a time you needed it. Big hugs to you!

  • Alexandra Sheach

    hi Fabienne, I love the idea of getting a “payment over the phone” system – I’d totally overlooked this, but if course it’s a fundamental need! Thank you. x

    • http://www.clientattraction.com/ Fabienne Fredrickson

      Glad it’s helpful for you Alexandra! Thank you for your note.

  • http://cpconcept.ca/ Sylvie Cousineau

    Great strategy to have the first transaction done over the phone, there is no waiting that way for sure :)

    A question for you Fabienne, how can you ensure the monthly recurring payments to go smoothly and not get any decline transactions? Thanks!

    • http://www.clientattraction.com/ Fabienne Fredrickson

      This is something that I cover with my coaching students in detail.
      Although you simply can’t ensure that monthly recurring payments
      go though with all your customers, you can put systems in place that
      ensure you reach out right away to those who have declined, in order
      to get an alternate form of payment.

      • http://cpconcept.ca/ Sylvie Cousineau

        Thank you Fabienne :) My client in question is a student of yours I will ask her to ask for the detail. :)

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