The Desert of Arizona
Sunny 80 Degrees
Don’t you hate it when you spend a bunch of time with a prospect only to find out they aren’t able or willing to pay your fees?
What a time waster! What a tire kicker! These are just some of the names we call folks like this.
Well, I have some bad news for you. No one can waste your time unless you let them. No one can “kick your tires” unless you show up and sit there with your tires. (Obvious exceptions are for anyone pointing a gun in your face.) So in a situation like that, the only time waster present is you. Ouch.
I know this because I’ve done this. And it’s a terrible thing to do to yourself.
I’ve invested way too much time in unqualified prospects mainly because I didn’t have the balls to just get the truth out there in the open.
It’s almost like I thought that by pushing the money discussion out into the future, I would somehow increase my chances of getting the business. It would give me some time to prove to them I was worth it. (Barf.)
I don’t really have an excuse for delusional thinking like this, all I know is that I’ve done it.
The primary reason for this is that I was more interested in getting the business than in getting the truth.
These days, it’s about the truth.
Do you have the money? Do you have the willingness to invest that money?
Those two questions lead directly to the truth about a prospect no matter which way they are answered.
The answer doesn’t matter. That’s what you want to remember. The answer doesn’t matter. GETTING an answer is what matters.
There’s no reason you can’t deal with money UP FRONT.
“My services usually range anywhere from $XX-$XXX. Are fees like that going to be an issue?”
BAM. Done. Get on with your life.
If you like an approach like this, then Client Mastery is full of this type of stuff. It’s really the total collection of my work (so far) in and around dealing with clients. It talks about attracting them, about working with them and about tuning your mindset for success.
It’s not cheap! But really, you don’t want cheap. You want effective.
(If you’re a previous customer and already have a few of the products, but want the rest of the modules, contact me with what you already have and we can work something out.)