Have you heard about the psychological principle of commitment and consistency?
If not, heres what it boils down to:
Once a person commits to an action (no matter how small) that person 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 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 alright?"
I said, "Sure, but I am very busy and so if you want me to take you seriously 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 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 in my name. That would have made me look like a money hungry cheapskate. 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 shipping 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 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 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 illustrates a good lesson for any consultant / coach / copywriter etc., whose been let down by prospective clients who say they're serious but, only...
Just string you along.
The solution:
Get them to commit to sending you a cheque (for a nominal amount of your fee) made out to a charitable donation of your choice.
That will separate the talkers from the doers.
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. - 16651
If not, heres what it boils down to:
Once a person commits to an action (no matter how small) that person 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 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 alright?"
I said, "Sure, but I am very busy and so if you want me to take you seriously 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 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 in my name. That would have made me look like a money hungry cheapskate. 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 shipping 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 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 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 illustrates a good lesson for any consultant / coach / copywriter etc., whose been let down by prospective clients who say they're serious but, only...
Just string you along.
The solution:
Get them to commit to sending you a cheque (for a nominal amount of your fee) made out to a charitable donation of your choice.
That will separate the talkers from the doers.
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. - 16651
About the Author:
Michael Silk is a recognised expert in helping business owners, service providers and copywriters generate additional cash flow into their business. For a restricted time you can get a FREE copy of Michael's book, Advanced Internet Cash Flow Strategies. Just click on: how to trigger fast cash flow surge into your business.
