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Added for You - Top Advisor Asks: Should You Guarantee Your Consulting, Coaching Or Professional Services
What happens when a board of director of a company with half a million employees starts leaking company secrets and strategy to the press? Well, in the case of HP, they decided to oust the CEO, when the board of director was caught thru looking at his phone records. The board of director who gave out the
Does that seem arbitrary, irrational, and as if your client is a
A majority of all industrial occupations involve overexertion that invariably leads to accidents and hazards. Handling and storing materials in different industries involve diverse operations such as hoisting tons of steel with a crane; driving a truck loaded with concrete blocks; carrying bags or materi
(1) Make what we’re selling seem appealing to the prospect; and
(2) Make it easy to buy.
Much has been written about selling benefits, and addressing the needs of prospects, though consultative, question-asking techniques.
So, I’m not going to explore them, here.
I’m interested in answering this question: “How can we make our offer so EASY to buy that it becomes nearly irresistible?”
Car dealers are great at doing this with “no money down” and “instant credit” offers. Effectively, these appeals say you’re going to get what you want!
How can we say the same thing to consulting or to coaching clients?
I believe one of the least utilized, yet most effective means is by offering a guarantee.
There are several kinds but let’s distinguish two broad types:
(1) The unconditional guarantee.
This one says, if you’re not completely satisfied, you don’t have to pay; or your money will be returned.
(2) The conditional guarantee.
This one says, if your sales don’t rise by X amount at the end of Y time, you either don’t have to pay, or you must only pay for the proportional increase I produce.
There are some very important things to point out about these assurances.
In the first case, you’re offering a PERSONAL SATISFACTION guarantee. This means your client can say, “I don’t want to pay you because my hamster got sick.” Or, he doesn’t even have to offer a concrete reason, and can instead say, “I’m not satisfied and I don’t know or even care why that is so, now go away!”
Does that seem arbitrary, irrational, and as if your client is ac
The following questions come directly from hand-written audience evaluations from my speeches. I hope they provide you with great insight into approachability!What are some approach techniques? If two or more people are talking in a circle or small group, here’s what you do:
I’m interested in answering this question: “How can we make our offer so EASY to buy that it becomes nearly irresistible?”
Car dealers are great at doing this with “no money down” and “instant credit” offers. Effectively, these appeals say you’re going to get what you want!
How can we say the same thing to consulting or to coaching clients?
I believe one of the least utilized, yet most effective means is by offering a guarantee.
There are several kinds but let’s distinguish two broad types:
(1) The unconditional guarantee.
This one says, if you’re not completely satisfied, you don’t have to pay; or your money will be returned.
(2) The conditional guarantee.
This one says, if your sales don’t rise by X amount at the end of Y time, you either don’t have to pay, or you must only pay for the proportional increase I produce.
There are some very important things to point out about these assurances.
In the first case, you’re offering a PERSONAL SATISFACTION guarantee. This means your client can say, “I don’t want to pay you because my hamster got sick.” Or, he doesn’t even have to offer a concrete reason, and can instead say, “I’m not satisfied and I don’t know or even care why that is so, now go away!”
Does that seem arbitrary, irrational, and as if your client is a
Employers are gearing up for the coming generational change-out…the departure of the Baby Boomers from their work places and the continuing arrival of members of what has become known as Generation Y. Whether employers realize the importance of this transition may well determine how successful the busin
I believe one of the least utilized, yet most effective means is by offering a guarantee.
There are several kinds but let’s distinguish two broad types:
(1) The unconditional guarantee.
This one says, if you’re not completely satisfied, you don’t have to pay; or your money will be returned.
(2) The conditional guarantee.
This one says, if your sales don’t rise by X amount at the end of Y time, you either don’t have to pay, or you must only pay for the proportional increase I produce.
There are some very important things to point out about these assurances.
In the first case, you’re offering a PERSONAL SATISFACTION guarantee. This means your client can say, “I don’t want to pay you because my hamster got sick.” Or, he doesn’t even have to offer a concrete reason, and can instead say, “I’m not satisfied and I don’t know or even care why that is so, now go away!”
Does that seem arbitrary, irrational, and as if your client is a
Organization run smoother when every one gets to sit at the table and eat and no one is forced to eat scraps, treated like a lesser or not paid fairly for the job title or the work that they do. If you are economically enslaving your work force or are turning your vendors into a cash flow bank in slow pa
(2) The conditional guarantee.
This one says, if your sales don’t rise by X amount at the end of Y time, you either don’t have to pay, or you must only pay for the proportional increase I produce.
There are some very important things to point out about these assurances.
In the first case, you’re offering a PERSONAL SATISFACTION guarantee. This means your client can say, “I don’t want to pay you because my hamster got sick.” Or, he doesn’t even have to offer a concrete reason, and can instead say, “I’m not satisfied and I don’t know or even care why that is so, now go away!”
Does that seem arbitrary, irrational, and as if your client is a
Many businesses fail to realise the amount of time it takes to get a new employee fully trained. It can take anywhere between 1 and 6 months to train a new member of staff. It can also take the same amount of time to find out if they are suitable for the job in the first place!Businesses also have
Does that seem arbitrary, irrational, and as if your client is acting in bad faith? It can be all three and he can get away without paying if you don’t craft your guarantee with certain provisos, or conditions. That need, to keep him honest, so he doesn’t get a windfall while you get the door, makes the second sort of guarantee much more desirable.
You can use assure your prospect that “I guarantee my performance, and if I say I’ll increase sales, you can count on it.”
When it comes time to reduce your mutual promises to writing, make sure to use objective criteria for evaluating results while crafting a “good faith” clause.
This says, in so many words, that your client won’t try to prevent you from reaching your goals, and moreover that he’ll cooperate in helping you to reach them.
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