Have you heard about the psychological principle of commitment and consistency?
If not, heres what it means in a nutshell:
As soon a person commits to an action (no matter how tiny) that person feels compelled to continue to act consistently with that "first step" action.
But so what? How can you use commitment and consistency to get paid what you're really worth for the service you provide?
There are many ways.
But here's just one way I've used the commitment & consistency principle with a prospective client for my copywriting services.
The prospective client contacted me and said he was eager to hire me for my copywriting services but wouldnt be able to get together my fee for another 4-weeks or so.
He said, "Is that cool?"
I said, "Sure, but I am extremely busy and so if you want me to take you seriously theres a couple things you need to do:
1). Package up and ship me the product you want me to write for.
2). Send me a cheque for 20 pounds but DON'T make it out to my name. Instead make it out to Blankety-Blank charity; and I'll forward the cheque on to the charity on your behalf."
Why did I get the prospective client to do those things?
Not because I wanted to look over his product (12 Internet Marketing DVDs) whilst waiting for my copywriting fee to arrive.
Also, notice I didn't ask him to make out a cheque to me. That would have made me look like a cheapskate looking for a quick pay day. Instead, I asked him to make it out to a local charity I support.
So, let's take a closer look at what really happened:
I got him to commit to hiring me by shipping me the product.
I also got him to commit to hiring me by sending a nominal amount of 20 pounds - which I forwarded onto a charity. This also leads to the consistency principle of him sending me my copywriting fee (i.e., I got him into the process of sending me money).
Also, by telling the prospective client the money was going to a charity - it made it very difficult for him to decline without losing face. As my fee for his project was multiple thousands of pounds; if he backed out from sending 20 he'd be proving (by his actions) he wasnt serious.
Anyway, long story short
The prospective client DID happily ship his product and donation to the charity of my choosing; he DID hire me; he DID pay my full fee; and he WAS happy with the results my copywriting produced for him.
I think the above illustrates a good lesson for any consultant / coach / copywriter etc., whose been let down by prospective clients who say they're serious but, only...
Just string you along.
The answer:
Get them to commit to sending you a cheque (for a nominal amount of your fee) made out to a charitable donation of your choice.
That will weed out the talkers from the doers.
Try it!
Anyway hope you start thinking about how you can use commitment and consistency to your advantage and profit in business.
Warmly,
Michael Silk. The Cash Flow Generator. - 16928
If not, heres what it means in a nutshell:
As soon a person commits to an action (no matter how tiny) that person feels compelled to continue to act consistently with that "first step" action.
But so what? How can you use commitment and consistency to get paid what you're really worth for the service you provide?
There are many ways.
But here's just one way I've used the commitment & consistency principle with a prospective client for my copywriting services.
The prospective client contacted me and said he was eager to hire me for my copywriting services but wouldnt be able to get together my fee for another 4-weeks or so.
He said, "Is that cool?"
I said, "Sure, but I am extremely busy and so if you want me to take you seriously theres a couple things you need to do:
1). Package up and ship me the product you want me to write for.
2). Send me a cheque for 20 pounds but DON'T make it out to my name. Instead make it out to Blankety-Blank charity; and I'll forward the cheque on to the charity on your behalf."
Why did I get the prospective client to do those things?
Not because I wanted to look over his product (12 Internet Marketing DVDs) whilst waiting for my copywriting fee to arrive.
Also, notice I didn't ask him to make out a cheque to me. That would have made me look like a cheapskate looking for a quick pay day. Instead, I asked him to make it out to a local charity I support.
So, let's take a closer look at what really happened:
I got him to commit to hiring me by shipping me the product.
I also got him to commit to hiring me by sending a nominal amount of 20 pounds - which I forwarded onto a charity. This also leads to the consistency principle of him sending me my copywriting fee (i.e., I got him into the process of sending me money).
Also, by telling the prospective client the money was going to a charity - it made it very difficult for him to decline without losing face. As my fee for his project was multiple thousands of pounds; if he backed out from sending 20 he'd be proving (by his actions) he wasnt serious.
Anyway, long story short
The prospective client DID happily ship his product and donation to the charity of my choosing; he DID hire me; he DID pay my full fee; and he WAS happy with the results my copywriting produced for him.
I think the above illustrates a good lesson for any consultant / coach / copywriter etc., whose been let down by prospective clients who say they're serious but, only...
Just string you along.
The answer:
Get them to commit to sending you a cheque (for a nominal amount of your fee) made out to a charitable donation of your choice.
That will weed out the talkers from the doers.
Try it!
Anyway hope you start thinking about how you can use commitment and consistency to your advantage and profit in business.
Warmly,
Michael Silk. The Cash Flow Generator. - 16928
About the Author:
Michael Silk is an established expert in guiding business owners, service providers and coaches generate additional cash flow into their business. For a limited time you can get a COMPLIMENTARY copy of Michael's course, Advanced Internet Cash Flow Strategies. Just click on: how to trigger fast cash flow surge into your business.
No comments:
Post a Comment