Presenting Your Offer

While most of the legwork in getting client buy-in should be done by the time you reach the end of the eval…

There’s one final step… where you present your plan of care… that the whole thing can fall apart…

And most don’t even realize it, but I’ve seen this happen a hundred times…

The eval goes smooth… The client’s a great fit… You know you can help..

Then you explain the plan… and it all goes to shit.

“Let me talk to my partner.”

“I’ll circle back after I try a few things.”

“Can I think about it?”

You oblige… and just like that, it’s gone.

Not because they didn’t need the help or they couldn’t afford it.

But because the presentation of the plan lacked a path to a clear solution, intent, and a deep understanding of why this time would be different. 

It can’t just be another package of sessions because that’s what you’ve been told to sell…

So here’s the exact breakdown of Presentation Structure in our Evaluation Conversion System:

1.  Whiteboard Summary — Reflect back the findings: how they’re built, how they respond to stress, and why that matters.

(You’ve got to name the patterns they’re stuck in.)

2.  Bridge the Gap — You need a clean transition phase to talking about next steps.

“Would it be helpful if I walked you through what I’d recommend based on today?”

3.  Map the Plan — Don’t just rattle off “10 sessions over 3 months.”

Give them a timeline that makes sense and explain why it’s structured that way.

Anchor it to their real goal… not just getting out of pain, but getting back to themselves.

4.  Preview the Continuity — What does the full journey actually look like.

“Most of our clients continue with [X offer] after our initial sessions to get you beyond baseline.”
This normalizes longer-term care without making it feel like a hard sell.

5.  Ask the questions that confirm buy-in:

“Do you see how that would help?”

“Does this feel like the right fit for what you’re looking for?”

 This is where alignment clicks in, or where you learn what’s still unclear.

6.  Only then you talk about investment, not before.

By this point, they already feel like they’re in. The close isn’t pressure. It’s just logistics.

It’s not that you need a better pitch. You just need a clearer structure.

I’m walking through this exact framework, step by step, inside the Evaluation Conversion System Masterclass. 

If this feels like something you’ve been struggling with…

Don’t let some simple fixes come between you and the support you know you can give to your clients (and the money you need to make your business a success).