You must be genuinely coming from assisting them in creating the life they want. You must not appear attached--and hopefully you do the intra-personal work to actually BE unattached. Otherwise you will seem desperate. And in romance, politics, and in business, desperation is not an aphrodisiac.
Whatever the truth of your situation and concerns, you must act as if you do not need them to sign anything. The best way to do that is to put your concerns out of your head, and focus on theirs and theirs alone for at least the time you are together. They are not paying your bills.
You are in service of them. Continue to help people attain what they envision for themselves, and you will eventually have everything you could want--including spiritual fulfillment
The organizing principle and the effective method is simple: you are not trading time for money--you are not really selling a service. What you are selling the prospective client on is their vision for how their life could and will be. If they achieved their stated desired goals working with you, what would that be worth? It is probably priceless. It is certainly worth more than your fees. And that is why I refuse to discuss my rates for services before we meet. If I tell them a number--whether it is $30 or $300 dollars it means nothing. I do not know what they want in full yet--and neither do they until they meet and I ask extensive question--they do not really know what I do as I have not explained it yet. And last I heard there was no "going rate" for an Evolutionary Guide except the one I am currently charging. They certainly have not considered what that would make possible and what it is worth. I have yet to meet someone after nearly 200 clients that has considered it before I inquire specifically.
Not only do the numbers mean nothing at early stages of the process--worse, they are comparing it, in their mind, to commodities they could buy with that amount of money. Are they "worth" the same? Of course not. You can not get more love in your life and connectedness and intimacy by paying a car lease, or buying groceries, or a new suit. You can not improve your embodiment of your spirituality by buying a second house.
Yet that is what we encourage them to do by telling them a number up front.
The outcome is inevitable. They start to price shop.
If you truly want to be of service to them in improving their lives, it is irresponsible of you to discuss money or rates before you meet, AND at the appropriate place during that meeting; near the end of that exploratory session. After they have met you, after you have inquired about their desires and outcomes in full. After you have then explained what your approach is--and how it can assist them in getting what they want. You are not selling there--you are just demonstrating competence and establishing unimpeachable credibility. And finally, after you have addressed any questions they have about the process or your offering, but before they see the agreement and your rates.
It is this approach that has me with a consistently full business of one-on-one clients [over 20 a week] and a 98% success rate of converting prospects to clients.
With the one-one-one clients it is my general policy to only renew them under special circumstances. I am not just renewing them. That means I go through this process at least 3 or 4 times a month with a virtual stranger. It works. And I want you to be able to have that kind of confidence in your results--and to turn your practice into a business so that you can live a financially prosperous life as a result of your spiritual principles and living a purpose filled life. Rather than in spite of or in conflict with your spiritual life.
In nearly 5 years of being in this business full time, I have never once had this backfire on me--no one has ever declined to meet me for an exploratory as a result of this policy. I have twice had people in which were not financially qualified, but they were not financially qualified for anyone. And that is the risk I am willing to take for the benefits of this approach.
So HOW do you use this organizing principle?
- Have a firm and unshakable resolve to not discuss your rates. Put it in your FAQ and declare it to the world on your web site. Then, keep your word about it
- Discuss rates only at the appropriate time--after they say what it would make possible in their life, and right before they are handed the agreement
- Use these formulations to ask that question:
- "If you had XYZ, what would that possible in your life?
- "Once we achieve all of that together in this program, what would that open up for you in
- Your relationships
- Your emotional life
- Your professional life?
Get three or 4 out. Unless they go to something universal and spiritual that brings tears to their eyes--in which case, stop right there, it will not get any better than that. Also--be transparent. I usually add, "and that is the context you hold, and the value you are weighing this agreement against".
The more you hear the mind-blowing answers people give, the less you are fearful about raising your rates for new clients--and finally getting paid what you are worth; getting paid more in alignment with the differences you are making in their lives.
Of course, this is one small component of the larger structures you will need to have in place to become more effective at new client acquisition, but it is an important one. I look forward to sharing more with you and being your Guide as you turn your practice into a business in the 21st Century Marketplace.