Know about the psychological principle of commitment and consistency?
If not, heres what it boils down to:
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 as many ways as your imagination can stretch.
But heres one particularly effective 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 he wouldnt be able to scrape my fee together for another 4-weeks or so.
He said, "Is that okay?"
I said, "Ok, but I am extremely busy so if you want me to take you for "real" theres a couple things you need to do:
1). Package up the product you want me to write for and ship it to me.
2). Send me a cheque for 20 pounds but DONT make it out to my name. Instead make it out to charity of my choosing; 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 study 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, to break it down:
I got him to commit to hiring me by sending me the product.
I also got him to commit to hiring me by sending a nominal amount of 20 pounds - which I "redirected" onto a local charity. This also leads to the consistency principle of him paying me my copywriting fee (i.e., I got him into the action of sending me money).
Also, by saying the money was going to a charity - it made it very difficult for the prospective client to decline without losing face. As my fee for his project was into the thousands of pounds; if he backed out from sending 20.00 he'd "show his hand" (by his actions) that he wasnt a serious prospect.
Anyway, long story short
The prospective client DID send his product and charitable donation; he DID hire me; he DID pay my full multi-thousand pound fee; and he WAS very happy with the results I produced for him.
I think the above demonstrates a good lesson for any coach / copywriter / consultant etc., whose been let down by prospective clients who say theyre serious but -
Just string you along.
The solution:
Get them to send you a cheque (for a small amount of your fee) made out to a local charity of your choice.
That will weed out the talkers from the doers.
Try it and see!
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.
If not, heres what it boils down to:
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 as many ways as your imagination can stretch.
But heres one particularly effective 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 he wouldnt be able to scrape my fee together for another 4-weeks or so.
He said, "Is that okay?"
I said, "Ok, but I am extremely busy so if you want me to take you for "real" theres a couple things you need to do:
1). Package up the product you want me to write for and ship it to me.
2). Send me a cheque for 20 pounds but DONT make it out to my name. Instead make it out to charity of my choosing; 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 study 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, to break it down:
I got him to commit to hiring me by sending me the product.
I also got him to commit to hiring me by sending a nominal amount of 20 pounds - which I "redirected" onto a local charity. This also leads to the consistency principle of him paying me my copywriting fee (i.e., I got him into the action of sending me money).
Also, by saying the money was going to a charity - it made it very difficult for the prospective client to decline without losing face. As my fee for his project was into the thousands of pounds; if he backed out from sending 20.00 he'd "show his hand" (by his actions) that he wasnt a serious prospect.
Anyway, long story short
The prospective client DID send his product and charitable donation; he DID hire me; he DID pay my full multi-thousand pound fee; and he WAS very happy with the results I produced for him.
I think the above demonstrates a good lesson for any coach / copywriter / consultant etc., whose been let down by prospective clients who say theyre serious but -
Just string you along.
The solution:
Get them to send you a cheque (for a small amount of your fee) made out to a local charity of your choice.
That will weed out the talkers from the doers.
Try it and see!
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.
About the Author:
Michael Silk is a recognised expert in helping business owners, consultants and coaches generate additional cash flow into their business. For a limited time you can get a COMPLIMENTARY copy of Michael's manifesto, Advanced Internet Cash Flow Strategies. Just click on: how to trigger fast cash flow surge into your business.
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