The S.T.E.P. System: Unlock the Secret to Speaking Your Clients’ Language
Wish you could breeze past objections like skipping ads on YouTube?
Say hello to the S.T.E.P. Framework!
Your ultimate weapon to transform every "No" into "When can we start?"
👇 Dive in.
1. Secure The Foundation (S):
(Lay the Groundwork So Well, They Can’t Resist)
Build trust so strong that objections won’t dare show their face.
(and if they do, you will be ready for them)
It’s like laying the perfect foundation before building a house, not on dang sand. FR.
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Be The Master Of Your Own Universe.
(Call me He-Man)
Alright, so you want to be the master of your domain, but objections keep popping up like unwelcome party crashers at a Mike Masters Birthday bash...
The trick?
Secure that foundation like your life depends on it.
(or at least your mortgage payment).
This isn’t just about throwing around big words and fancy stats; it’s about showing up consistently like a reliable Netflix series everyone loves to binge.
And even more importantly...
For coaches, this means being the go-to guru who knows their stuff, inside and out.
Content creators, it’s about crafting content so good it makes your audience question if they’re even worthy of reading it.
And commercial writers, your copy should be tighter than your pants after Thanksgiving dinner, no loose ends, just pure, unadulterated brilliance.
When your audience sees you as the real deal, objections suddenly seem silly.
You’ve already built such a strong case that they’re practically sold before you even get to the pitch.
Remember, a strong foundation keeps everything steady.
Even when the winds of doubt start blowing.
(Parrp)
This is how we do it kids...
2. Tailor Your Message (T)
Dude.
Don’t be that person who talks past their audience.
The key is to get on their level in both language, tone, brand voice and approach;
By Tailoring your message precisely so that objections become irrelevant.
(Or at least easily surmountable)
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Snugly Does It...
Like a bespoke suit, make it fit so well they’ll wonder if you’re reading minds: Hint - you kind of are.
Imagine getting a suit off the rack and hoping it’ll fit perfectly. Spoiler: it usually doesn't.
You need to get it tailored my dude.
The same goes for your messaging.
If you’re still using one-size-fits-all content, it’s no wonder objections are coming at you like confetti at a Christian wedding.
Tailoring your message is custom-fitting your pitch to the person you’re talking to.
You’re not just addressing their needs, you’re addressing their specific needs.
For coaches, this means showing your clients that you understand their deepest fears and loftiest dreams.
And you gotta niche down baby !
And that's all about the ICP...
You have heard me talk about it a a million times.
But are you helping middle aged professionals who desire a change of career?
Time stretched single Mothers who are juggling existing responsibilities?
Mexican Lucha Libra Wrestlers under five foot six?
You get the idea....
Each cohort requires a different brand voice, style, tonality and approach.
Content creators, make sure every post feels like it was handcrafted just for your audience’s feed.
And commercial writers, if you’re not speaking directly to the reader’s soul (or wallet), you’re missing the mark.
When your message is so on point that it feels like it was written just for them, objections aren't nearly so much of an issue.
They’ll be too busy nodding along, thinking,
“Wow, this person gets me.”
And when that happens, you’re not just selling, you’re connecting.
3. Empathize and Engage (E):
(Because Who Doesn’t Love Being Understood?)
Its on:
Turn objections into bonding moments by showing some good old-fashioned empathy.
It’s like giving a hug to a concern, suddenly, it doesn’t seem so scary.
Plus, people love it when you listen.
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The Proof In In The Pudding...
Ah, objections, the verbal equivalent of someone folding their arms and saying, “Prove it.”
But here’s the thing: people aren’t just looking for proof, they’re looking for empathy.
They want to know that you get why they’re hesitant.
So, when someone throws an objection your way, don’t just bulldoze through it.
Instead, take a breath, nod wisely
(bonus points if you’re stroking an imaginary beard), and say something like,
“I totally get where you’re coming from.”
And mean it.
This is your moment to shine, not by arguing, but by engaging.
For coaches, this might mean acknowledging that yes, change is scary.
Content creators, maybe it’s about validating your audience’s fear of trying something new.
And commercial writers, let them know you understand their budget constraints before you show them how your solution is actually a steal.
When you meet objections with empathy, you’re not just solving a problem, guys you’re building a bridge.
And weirdly even making a friend. As a client in my view can actually and absolutely become that.
And people don’t say no to friends; they say yes and then tell all their other friends about you.
Bonus !
4. Present Solutions (P)
(Because Nobody’s Got Time For Problems)
Kill objections with kindness, empathy, knowledge and killer solutions.
When you’ve got answers this good, they’ll forget they even had concerns in the first place.
It’s like offering free dessert after Dins.
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The Final Piece Of The Puzzle:
You’ve built trust, tailored your message, and empathized like a saint.
Now it’s time for the grand finale:
Presenting solutions so good they make objections look like yesterday’s leftovers.
Here’s the secret sauce: don’t just solve the problem, obliterate it.
If a potential client says they’re too busy, break down your coaching sessions into bite-sized, manageable chunks.
If someone’s worried your content won’t resonate, show them a treasure trove of testimonials that prove otherwise.
And if a business balks at your writing rates, whip out a case study that shows how your copy turned a tiny investment into a cash cow.
When your solutions are this good, objections don’t stand a chance.
Obviously this is the Trailer rather than the full range of possibilities - but you get the idea...
You’ve not only addressed their concerns, you’ve shown them that saying yes to you is the smartest decision they’ll make all year.
And who doesn’t love feeling smart?
5. Key Points of the S.T.E.P. System
🧱 Secure The Foundation (S): Build trust so solid, objections won’t even dare to surface.
✂️ Tailor Your Message (T): Speak directly to your client’s needs, making objections feel irrelevant.
🤝 Empathize and Engage (E): Turn objections into connection points by showing genuine understanding.
💡 Present Solutions (P): Offer solutions so irresistible that objections simply melt away.
And there you have it, folks, the S.T.E.P. System,
(or at least an introduction to it)
Your new go-to for turning every "No" into a resounding "Yes!" Remember, when it comes to objections, it’s all about S.T.E.P.-ping up your game.
(Groan)
If you found this thread helpful - smash that like button, retweet to share the love, and make sure to follow Mike for more tips that are as sharp as your sales pitch.
Let’s keep leveling up together! 🚀
Yours, 💘
Michael Masters - The Info Architect
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By Bulletproofing Brains, Businesses and Bank Balances.
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