If you've been in business for long and maybe even not for too long, you've probably already experienced some people who are inquiring about your services and then never actually pay you. They take up time. They ask a lot of questions, but they never move forward. They want all the freebies and still never sign up for your programs. It's frustrating. Right? You're putting all of this content out. You're marketing your business, and yet there are always going to be people who do not become paying clients. And you're always going to spend a certain amount of time serving those clients, those potential clients rather.

Yeah, it can be frustrating. It can be a drain on your time and energy. But there are some things that you can do to help eliminate those who will never become clients from moving forward and taking up more of your time. I've got 3 simple ways to help you eliminate the tire kickers in your business. The first thing is to post your prices. Post your prices on your website. This is controversial. A lot of people debate whether or not they want to share their pricing.

My recommendation is to maybe not share pricing for every single option or package that you offer but give a good range or at least a good starting at price for some of your most popular services. When people go to visit your website, if your prices are well above what they're willing to pay, they won't move forward. And that's a good thing. Most people who are scared to put their prices on their website are worried about clients not moving forward and having that sales conversation. But I feel like there's nothing worse than spending all of this time on a call answering questions until you get to the point where you share the price and it's completely out of budget. You can hedge that off from the very beginning by sharing your prices. In fact, I think it's a good thing for you not to waste your time. I know early on in business, a lot of people will take calls with people, and they want to practice their self-conversations and take as many calls as possible.

But when it really comes down to it, you only want to take calls with those who are ideal clients. And one factor that should be on everyone's list for someone who's an ideal client is having the money to pay. The first way to eliminate tire kickers is to share your prices on your website. The second thing that I do to help my clients, and I do this myself as well to eliminate tire kickers from moving forward in the sales process, is by creating an intake form, an application form. So, before I ever get on the phone with anyone, I require them to put in a little work to start. Now there are really a couple of different ways to increase your sales conversion rate, and one is on the back end with your sales conversation. But the other and the one that we're talking about right now is on the front end to make sure you're only getting on the phone with the right people. So, by putting the form into place, an application where they have to apply to speak with you.

You can capture information about your potential clients. You can capture information about their business to make sure they're the right type of client for you, or maybe they're a consumer and not a business owner, a bit about their business or about their life, about their pain points and challenges, about their goals, and what they want to accomplish in 6 months or a year or whatever time frame you work in. You can also ask questions about how committed they are to getting the result that you help your clients with so that you can weed people out based on how serious they take things. You can ask them about the time frame for when they wanna get started and give them multiple choice question. If they say that they don't wanna get started for 6 months or, like, a year and they're not really ready to get started right away, then you don't wanna waste your time talking to them now. Maybe you ask them what level of support they're interested in, and you give them a multiple choice question with your different tiers of services. So you get a feel for whether they're ready for your highest level of support, your lowest levels of support, or even give them an option for none at this time. And guess what? If they don't actually want support, then you'll know that upfront.

So, create this simple application form to prequalify people before ever getting on the phone. This isn't going to be 100% foolproof, but it will begin to eliminate the tire kickers from making it through to that next phase. The 3rd and really the most powerful step or way to eliminate tire kickers is to change the language that you're using. One of the things that I highly recommend to all of my clients is to do some target audience research. Speak to real dream clients, document the words that they're using and then use that language. And then to take it a step further, you want to use the words in your marketing and on your website, everywhere to speak directly to those people. So, for example, let's say that you have an audience that's a little more advanced in whatever it is that you do. We're going to keep this generic.

But let's say your audience is a little more advanced versus the newbies. Instead of using phrases such as get started or learn how to build or here's a step by step plan. Use words like, I'm gonna share some advanced techniques or some ways to grow or scale or uplevel. Right? There are different words that you can use. If you can get more specific, that's a very generic system. Also, instead of attracting people by talking about things like really affordable, easy, whatever, you might want to to get more specific about the words that you use and talk about things that are a little more complex, advanced, like I said. Or instead of talking about your services being affordable, talk about the results that you get and why the investment is worth it. Some really simple changes can help you attract the right audience, but you have to make those changes in your messaging.

If you're attracting the wrong people right now, if you're attracting a bunch of tire kickers, people who aren't really committing and you're living in the land of maybe, this is not where you want to be. A no is better than maybe, and, of course, a yes is incredible. You don't want those maybe. So if you're living in that land, then I encourage you to share your prices up front, create an application form before spending any of your time talking to someone, and change your messaging. Go look at your marketing currently. What are the words that you're using now that might be attracting the people that you don't want to attract. Now you're still gonna spend some time and energy on people who ultimately won't hire you. It's not always going to be a good fit, but by making these few changes, you'll begin to see the right clients, the dream clients moving through your sales process and fewer of those that you really don't want to work with.

I've been talking a lot lately about how hustle isn't required, and this is one way to cut down on the hustle that you have in your business right now. If you're spending time hustling for clients, then you can reduce the amount of time that you're spending by implementing these 3 steps.