If you’re not making the money you want – you may find the standard solutions aren’t helpful.
- Explaining what you do doesn’t work.
- Lowering your rate doesn’t work.
- The same with offering them more stuff.
- Or being positive and having a great attitude.
Here’s something I’ve discovered that works amazingly well. How do I know?
Because it doesn’t just work for me … it works ON ME.
Yep, I’m a buyer too: Of courses, coaching, programs and events. And the one thing that has been at the root of many of my own high ticket purchase decisions is:
When someone has exactly what I’ve been searching for and hoping for, when they leave the room, so does my best chance to solve my problem.
I call it: The cost of no.
Of course the buyers you’re dealing with are pre-occupied with how much your offer is going to cost.
But when you connect with the right buyer:
The one who wants what you’re offering
The one who knows that what you’re offering is a game changer.
And offers them specific tangible results …
The bigger cost is the amazing future that walks out the door when you do.
So if you not only want to make a lot more money, but have a bigger influence with a larger group of people,
Start thinking about how much it will cost them NOT to hire you
How much more time they spend trying to make things work.
How much more effort, struggle, confusion and uncertainty they have to endure.
How many days they wake up wondering if they will EVER have what they want.
And all the months (and even years) they will spend confused, worried and uncertain, wandering aimlessly, doubting themselves.
That they could have avoided If only they just hired you.
So when you talk to your prospects about working together, don’t just tell them what they get if they do. Talk about what they leave behind if they don’t:
The money the won’t make.
The influencers they won’t connect with.
The plum speaking gigs they won’t book.
The breakthrough opportunities that won’t land on their doorstep.
The clients they won’t enroll (that end up signing with someone else).
The weight they won’t lose.
The amazing body they won’t have.
The financial security they don’t enjoy.
The youthful energy and vitality they won’t wake up every morning with.
The adventures they won’t experience.
The love and connection that won’t be a part of their life.
Whatever you help people to have or experience there is a cost to NOT having it.
And when you’re able to articulate that cost with impact – it can turn someone who doesn’t have the money, to someone who finds the money.
The other thing that elevates the cost of no, is a feeling that your help makes their valued goal a done deal. That with your help achieving their dream is just a matter of time.
And you can help create that with:
- A track record of achievement.
- Success stories from clients just like them.
- A step-by-step process that substantially increases their confidence in getting results.
- The support they receive to keep them on target and away from expensive detours.
- The resources they get that help solve problems and bridge gaps in their expertise.
So what you’re really doing is laying out the enormous size of the gap between the experience their life with you and without you.
So if cost is a problem that keeps coming up over and over with your prospects, and it’s keeping you from taking your business where you want it to go, it’s time to turn it around.
And have cost start working for you. Instead of against you.
Because when the cost of no is greater than the cost of yes … they say yes.
