Have you heard about the psychological principle of commitment and consistency?
If not, heres what it means in a nutshell:
Once an individual commits to an action (no matter how small) that individual feels compelled to continue to act consistently with that initial 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's 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 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 20.00 pounds but DONT make it out to me. Instead make it out to So & So charity; and I'll forward the cheque on to the charity on your behalf."
Why do this?
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 only after his money. Instead, I asked him to make it out to a local charity I support.
So, let's examine what happened:
I got him to commit to hiring me by sending me his product.
I also got him to commit to hiring me by sending a nominal amount of 20.00 pounds - which I sent onto a local charity. This also leads to the consistency principle of him sending me my copywriting fee (i.e., I got him into the "habit" 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, to sum up
The prospective client DID happily send his product and charitable donation; he DID hire me; he DID pay my full 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 -
Play you like a fool.
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 be like a "lie test" you can use on any prospective client who says they're serious about hiring you but it will be a while before they can get the money together to pay your fee.
Try it and see!
Anyway hope you start thinking about how you can use the psychological principle of commitment and consistency to your advantage in your business.
Warmly,
Michael Silk. The Cash Flow Generator.
If not, heres what it means in a nutshell:
Once an individual commits to an action (no matter how small) that individual feels compelled to continue to act consistently with that initial 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's 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 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 20.00 pounds but DONT make it out to me. Instead make it out to So & So charity; and I'll forward the cheque on to the charity on your behalf."
Why do this?
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 only after his money. Instead, I asked him to make it out to a local charity I support.
So, let's examine what happened:
I got him to commit to hiring me by sending me his product.
I also got him to commit to hiring me by sending a nominal amount of 20.00 pounds - which I sent onto a local charity. This also leads to the consistency principle of him sending me my copywriting fee (i.e., I got him into the "habit" 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, to sum up
The prospective client DID happily send his product and charitable donation; he DID hire me; he DID pay my full 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 -
Play you like a fool.
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 be like a "lie test" you can use on any prospective client who says they're serious about hiring you but it will be a while before they can get the money together to pay your fee.
Try it and see!
Anyway hope you start thinking about how you can use the psychological principle of commitment and consistency to your advantage in your business.
Warmly,
Michael Silk. The Cash Flow Generator.
About the Author:
Michael Silk is an established expert in helping entrepreneurs, service providers and copywriters generate additional cash flow into their business. For a restricted time you can get a FREE 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