Will
Your Client Demand to Pay Full Price Over and Over Again?
You can make it happen every day! Part 2
First, the person obviously either doesn't
care about $500 of his money...or $500 of his company's money.
Why?
Spending
corporate or government dollars is actually necessary for
a department to receive the same funding next year from
the absolutely brain-dead budget people that create departmental
funding each year. Literally: Whatever they got last year,
they will get this year. BUT they ONLY get the money IF
it is spent the prior year!
What
companies? What governments?
About
85% of all corporations with more than 50 employees and
99.7% of all city, county, state and federal governmental
bodies in the United States.
Those
of you who run your own business must have your jaw on the
table!
(This
is one reason companies and governments are dying. It is
absolutely necessary to literally throw money away, especially
at the end of the fiscal year, in order to "get budget"
for next year.)
The
great scam works like this. Divisions and departments in
big companies and government must spend their budget. They
fought tooth and nail to get money for x, y and z in their
budget. Sometimes they could get 100,000 for furniture but
only 2,000 for increases in salary. Welcome to government
and big business.
Now,
the deal is that at the planning meetings for the next fiscal
year, budgets aren't questioned they are simply met, unless
the division/department is asking for MORE.
A lot
of times a department will have money to hire a speaker
but nothing for educational materials or vice versa.
Now,
part of being creative is figuring out HOW to FRAME what
YOU DO into the various line items in the budgets.
I
know this all sounds ridiculous but it's how the world works.
Who
would want to fill out a five minute form when if they did,
it would cause them to lose their budgeting for next year?
No one. That's why money gets spent wisely or just blown
on everything from parties to consultants, dinners to entertainers,
furniture to flowers.
Second,
the person has a "Convenience" meta-program instead
of a "Cost" meta-program. This severe meta-program
aberration is seen only in about 1% of people. $500 for
5 minutes of work is not likely to go untouched by the vast
majority.
From
a salesperson's perspective, it reminds me what Dottie Walters
said to me one day: "Just ask honey."
You
never know when they have to blow their money to have their
coffers filled up...and you aren't taking advantage. They
are desperate to spend it! They MUST give their business
to SOMEONE.
Now,
from the strict perspective of influence, realize that the
above is ONLY ONE common cultural scenario that causes a
"Cost/Convenience" metaprogram.
Many
people simply will do ANYTHING for convenience irrespective
of cost.
Think
about it....next time...you wonder if you should ASK for
the order or their business.
There
is SO much money out there. So many people waiting to say
"YES!" All one has to do is ask!
Thanks
for writing!!!
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Kevin Hogan
Network 3000 Publishing
3432 Denmark #108
Eagan, MN 55123
(612) 616-0732
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