I've found that there are three big blocks that most often
come up when anyone is looking at using a professional's
service or getting ready to buy a product:
Money, Time, Timing
This is with the understanding that everything else is a
match. They have a need and you can serve that need. They
feel connected to you. You have established trust, you both
feel excited, and the energy of possibilities is clearly in
the air between you.
Then one of the major blocks pops up.
What now? How can you help?
Let's start with first understanding the energy behind the
blocks. By doing this, we are able to come from a place of
empathy, rather than sympathy. It is a disaster move, as a
service provider, for you to join them in their blocks.
That might sound something like, "I know exactly what you
mean Ms. Prospect, and t here are a lot of things that I
really want, but can't have either. I hate it, too." This
is a HUGE disservice to them and you.
So what we are really looking at here is fear (of the
unknown, success, change, doing something positive for
themselves...the fear takes different forms for different
folks, but fear is fear). Even if they really don't have
the money, have absolutely no time, and are in some way not
ready or able, they are making excuses to mask the fear.
We make excuses because we can't see the difference between
an outer reality and our inner belief regarding that
reality. For most of us, we have a hard time separating the
two; we make them the same.
It might sound something like this:
I don't have the money now. = I don't believe I can raise
the money.
I don't have the time now. = I can't see how to make the
time.
I'm not ready now. = I'll never really be ready.
Back in the summer of 1999, I was studying in Ashland,
Oregon and one weekend we found this beautiful lake to swim
in and saw that across the lake people were jumping cliffs.
Now, this is something I use to do a lot when I was in high
school. So I swam across, climbed to the top, got to the
edge and froze. I could not jump off that cliff. Every time
I looked over the edge I thought, "This is a fifteen foot
cliff; what if I miss and slam into the rocks, I could
break my leg, I could die..."
Then, as I stood there, this boy, maybe he was eleven, came
up next to me, and asked, "Are you going to jump?" I
started to come up with all these excuses, but sighed and
just told him I was really scared. "It's just air and then
water. Just jump."
As I watched him sail over the edge and then bob up to the
surface just seconds later, amazingly to me, I jumped. It
was exhilarating! (And, obviously, I survived.)
This, my friend, is exactly how a prospect feels when
considering working with you. They see a financial
investment, an obligation of time and a challenge. They're
preparing to face a cliff to be jumped off.
So the automatic-human-fear-reaction is to make an excuse.
And, again, the worst move you can make is to join them.
"Yes, this cliff is really high. You're right; it's
impossible to jump. I understand how hard it is, so let me
call you back in a few months and see if you're ready to
jump then."
I can tell you, they will never be ready. (I know if that's
what I'd heard, I would still be standing on that cliff, or
worse, I would have turned around and gone back the way I
came.)
Again, assuming your offer is right for the m and they will
truly benefit from working with you, then you are NOT
serving their best interests if you "just let it slide."
Telling yourself that you are serving them by letting them
slide is your own excuse.
The energy of commitment is very strong. Let your prospect
know that when you make a commitment the Universe begins to
line up for you. Things may start slower than planned, but
when you truly commit, it happens. Let them know that,
together, you will take care of their concerns (money,
time, doubts).
My sense is you'll hear, "Let's do it!"
Can I tell you it will ALWAYS go this way? No, but what I
can tell you is that if YOU make the commitment to take a
stand for the truth about the difference your service will
make for your clients (and don't back down when they give
you excuses), you will have a client who puts themselves
completely in your process and together you will produce
magnificent results.
Go ahead. Take a stand. You can do it.
Call-to-Action:
When clients are afraid to move forward, they will make
excuses. They will give excuses that keep them from facing
the challenge.
As a professional, you need to call forth the magnificence
of your client, not join them in their fear.
Take a stand for them.
Take a stand for you.
----------------------------------------------------
Heather Dominick, Solo-Entrepreneur Expert, has over 10
years of teaching and coaching experience. Heather's
primary focus is in coaching entrepreneurs to identify
sources for increasing business profit and making
successful business changes. To sign up to receive your
free business building e-course go here now
http://www.energyrichcoach.com
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