Yesterday I made a post about mistaking excitement for commitment in your potential clients.
As you’ve probably experienced…
“OMG [your program] sounds soooo amazing!” is NOT the same as “Here’s my credit card.”
Getting EXCITED about the possibility of transformation is NOT the same as committing to change.
Until they see that the PAIN of staying where they are is going to be greater than the PAIN of your solution – including the investment to work with you – they will get excited at the possibility (“OMG OMG OMG”) but not COMMIT to the transformation (“I’m in.”)
So what creates commitment, instead of excitement?
It’s not just ONE thing, but…
There’s a little bit of magic that can close that gap in a heartbeat… automagically… WITHOUT more articles or podcasts or FB posts of Insta stories or any of that…
… right now.
Imagine for a second that you’re putting together your kid’s brand new play kitchen set.
Leland put one of these together for Brigit once. He stayed up ALL NIGHT to do it. (By the way, that night was Christmas Eve. 😉 )
The thing took 3 hours to put together. (Okay, so maybe he wasn’t up all night… but close!)
And you know what? It would have taken EVEN LONGER, had he not already had an entirely tricked out woodworking shop (aka our garage) including an entire array of flathead screwdrivers, Philips head screwdrivers, 10 kinds of nails and Goddess knows WHAT all else.
He had the right tool for the job.
Now, imagine that someone who looooves to be helpful happened by. (Maybe they heard the head-banging-against-the-wall from down the street or something.)
So Mrs. Helpful knocks on the door, says “I couldn’t help but notice that you’re banging your head against the wall.”
Leland: “I’m putting this playset together.”
Helpful Person: “I have JUST the solution!!”
And then out comes… some object he could barely recognize, let alone use to solve his problem.
Leland: Thanks, but no.
This is kinda like what many, many coaches and healers are up to when trying to enroll their clients.
They SEE the headbanging. They know a possible cause, but can’t really describe the cause.
And then, they whip out a tool that makes their clients go “HUH?”
OR… the tool LOOKS GREAT!!! And the prospect of the solution is
But when it’s time to actually BUY the tool… they say no.
Now imagine that Mr. or Mrs. Helpful knocked on the door…
Leland answers. Helpful person says, “I have just the solution!!”
And Helpful offers to call in a team of elves to BUILD THE ENTIRE THING FOR HIM. Silently, so as not to wake the Girl up.
Leland whips out his wallet and happily pays twice the price of the playset itself. 🙂
Have you guessed what the “magic” is?
The TOOL that Ms. Helpful hands him. IN other words…
… her OFFER.
As a rockstar coach or healer, you already have awesome tools. You can get people out of their pain.
Exactly HOW you “package your tools” can determine whether people move forward with you, or not.
An offer that people instantly recognize as the fastest and simplest way out – even if it is a little painful (because let’s face it, it always is)… will always be an easy yes.
When people can instantly recognize that YOUR solution (offer) trumps the pain of staying the same…
… they will buy. Instantly.
A compelling, perfectly-matched OFFER (your solution) that is less “expensive” than the pain can move even the most resistant-to-
It’s a simple equation: Pain of same > Perceived Pain of Solution.
Create a solution (offer) that is strategically designed to make the pain practically non-existent… and you get some effortless sales.
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