The Desert of Arizona
Sunny 65 Degrees – 6:34 a.m.
So what do you do when prospects or clients simply don’t value your work?
Well, what we’ve been TRAINED to do is to justify the value of our work.
My recommendation is NOT to do that. Not only is it a waste of time, by going into “convincing mode,” you are actually planting the seeds for future problems.
Even if you manage to convince your prospect/client to see things your way in the short term, you have not won. (There is nothing to win, by the way.) In fact, you have set the target for them to watch for any piece of proof they can find to justify their original conclusion.
People don’t like to be wrong. They like even LESS when someone else shows them they are wrong.
Why not work with this instead of against this? Instead of proving them wrong, confirm they are right. People LIKE to be right, (even when they’re wrong!) “For you, Dear Client, I am not a good investment.”
Develop the ability to be 100% OK with most people not thinking you’re “worth it.”
Your power will be communicated by your lack of interest in proving them wrong or even addressing their concerns. Their lack of understanding about the value of what you do is not a problem for YOU unless you make it a problem for you.
Those people are simply not the right ones for you. Let them know and move on.
This is why you work on lead generation. Not because it changes these people, but become it proves to you that they are irrelevant to your success.