Some prospective clients come right out and say it: “I can’t afford you.” Others are more subtle and simply say “I’ll have to think about it” or “I’m going to discuss it with my family.”

In some instances, the clients really mean you haven’t explained the value of your services. You failed to persuade the clients that the service you offer is worth the fee you charge.

In other instances, however, the clients really believe that they don’t have the funds. The clients want your services, and they need your services, yet they believe that they aren’t in a position to afford your services.

You can let these clients go without helping them figure out how to pay.

Or you can rise to the occasion.

While it’s self-serving, I truly believe that we have a responsibility to help prospective clients figure out how to pay if they want and need the services we’re offering.

I wouldn’t stand idly by If I had a friend in need of medical treatment who said “Oh well, I guess I’ll just wait until my cancer spreads and kills me because I can’t afford the treatment.”

I’d jump in and explore options with my friend. We’d figure out a way to get the treatment.

In the same way, I think we have an obligation to explore payment options with our clients.

Helping clients figure out how to pay YOU feels weird. It doesn’t feel entirely natural, but it’s an essential component of helping our clients. They have a problem, and you might have a solution, so it’s your obligation to help. That’s why these clients came to see you. They need help, and figuring out how to pay for it is part of the help they need.

You should explore options with your clients. Look at credit options and access to funds the clients don’t realize they have, such as retirement plan or insurance policy loans or help from family, friends, and churches.

Ask your clients what they would do if they needed funds for a child’s surgery. How would they raise the money? That kind of question inspires creativity.

The clients will likely come up with some options not previously considered.

Don’t feel bad about helping clients develop options and a plan.

Your clients get to decide whether to pursue the options you helped discover. Your clients get that choice.

They will be grateful that you helped put them in a position where they have a choice.

Giving clients a choice and helping them understand where they stand—that’s not a choice you get to make: that’s your obligation.