Yesterday I held the no-cost teleclass on the Sacred Moment of the sale, and we had about 350 people registered for it. With those registrations came lots of great questions.
Because the topic of sales with heart and integrity is in the air, I thought I would answer three of the most common questions. Let’s jump right in!
Question: Earlier in the fall, I had a string of meetings with a client in which I felt really good, the prospect of working with them felt really good, but they didn’t come back. This happened at least three times. How can I motivate a potential client to take action without feeling “icky”?
I’m thinking that what happened here is a lack of clarity at the end of the meeting. In the Sacred Moment I teach something called “The Bridge” and it’s about building a connection to the next action step.
A conversation with a potential client is most effective when it involves a series of questions. Questions from you to them about their situation, until you understand what they are needing. Questions from them to you to build trust and understanding with you and what you do.
By the way, if you use a website, blog and/or newsletter effectively they’ll know you well enough going into the conversation to minimize their questions.
After that series of questions, it should become obvious what is needed, obvious to both of you. But that obviousness needs to be spoken.
“This is what I think you need.”
“Yes, that sounds right.”
And after that agreement, you need real clarity on what the next steps will be . Is the next step to write a check? Is the next step a meeting with someone else? Is there a decision-making process?
It’s easy to feel like you’re being pushy or intruding at this point if you ask what they need in order to take the next step that you offer them. But you need to ask. And if you are asking out of a genuine curiosity, really wanting to know and being unattached to what they actually do, they will usually tell you.
“I need to find my checkbook.” “I need to talk to my partner.” “I need to think about it.”
If there is any vagueness in the answer, anything that leaves you without a clear picture, then ask about it. “How long do you need to think about it? When should we talk again? What’s the next step?”
Make sure that whatever the next step, it is clear enough to actually be put in a calendar. This is called “The Bridge.”
One of three things will probably happen: you’ll either have a client that signs up right then and there. Or you’ll have something in the calendar about the next step: conversation on February 12 at 3:45 p.m.
Or they will refuse to get specific. In which case they are giving you a “polite no.” They don’t want, or can’t do it, at least not now, and they won’t be pinned down to anything specific. So let them go, and move on to the next interested person.
Question: I struggle when trying to decide what to charge for my services, and then later, when I raise my prices, telling my existing clients the new price. How can I do this without such a struggle?
It’s one thing to charge your price, and something else to raise it, eh? Well, let me tell you, if it’s the right time to raise your price, if it just feels right in your heart, then your clients are already aware of that on some level.
When we’ve helped clients raise their prices to their resonant or intuitively-based right price, the reaction they get from their own clients tends to be: “Whew! I was wondering when you were going to finally raise your prices!”
And you’ll probably also lose a few clients who needed to drop off anyway. That’s okay, there’s space for more clients.
You do, however, definitely want to take time in your heart in finding your resonant price, to make sure it feels like it’s time to raise the price, and not just your ego saying: “I need to charge more or I’m no good!”
Trust your heart, and trust the hearts of your clients. Then just let them know: “Hey, my prices are going up. New clients are paying this price, and you get my current price for another month as a thank you! If you have any questions, I’m really happy to talk to you about it.”
Question: I have 30 years experience as a medical doctor with patients using insurance to pay, so I have always tended to think of those without insurance as “the poor” and have tried to give them deep discounts. Now, I want to retire from that practice and do the holistic counseling that I love best, but I am still thinking
that these folks can’t afford to pay what I need to charge in order to make a living, what do I do?
Although this is a relatively unique situation, it’s not an uncommon feeling. When you do something that is so sacred, how do you dare charge enough to live on?
The first part of the answer has to do with finding your resonant price, as I referred to in the question above.
Even more important to recognize is that you are both needy and Divine at the same time. As a provider, you get out of the way and your best work just flows through you. And you still need to make a living.
If you only own half of the equation, you are accidentally taking on the job of the Divine, and saying that you don’t have needs. Humility is key here, as you accept your own neediness, and allow your clients to give to you also.
You are, in fact, “giving it away.” You’re not charging them for this Divine gift. But you are asking for your resonant price, and allowing them to be a Divine source of help for you.
This is a profound concept, and sometimes hard to take in, because of the humility required. In order to be effective and successful, you need to accept that you can be on the the receiving end of Divine help when your client pays you. This not only allows you to be supported, but it also allows the client to experience the Divine flow of giving that you get to enjoy when you help them.
The Sacred Moment when potential clients are deciding to buy is where the rubber meets the road. Either they buy or they don’t.
You can deal with this sacred moment with an open heart and still be effective in getting paid.
If you haven’t yet, you can hear the full teleclass I led by going here and registering for the audio.
p.s. Do you really need more people to say “Yes, how do I pay?”
The concepts aren’t so difficult, but actually practicing the teachings in the Sacred Moment can be quite challenging.
Things like:
- Staying in your heart when someone is upset about your price.
- Figuring out your Right Price in the first place.
- Turning your intuitive, indescribable amazing work into an offer that sells itself.
You can get the help. In-depth, hands-on, in your-bones, nourishing, healing help to implement a sacred approach to sales that will really help your business grow, and get the amazing work you do to the right people who really need it.
Join me, Portland, March 25-26. There are only 18 seats left. Early-bird deadline March 4. If your heart is calling, please take the leap. Participants are coming from all over the globe–Europe, Australia, all over North America. It’s going to be a fantastic group.
Read all about the Seminar. And ask me any questions you may have.
