Let’s look at cost versus value, and where do you focus your attention?
Now, for several years, I ran my business on the basis of cost, so the cost of any goods or services were always viewed in terms of what they cost and not the actual value they gave me.
Of course, this meant that any goods or services I needed, and I did need them, was always dictated to by how much it was going to cost me.
I was in the mindset of, oh, I thought it was going to be cheaper than that.
I bet that resonates with so many people watching this video.
Now, because I was looking at cost, I was not getting any value. But fast forward to now, and I see things based on how much value I get.
Now, you see, you need to start asking yourself, what is the cost of not doing this?
So a project or service may have a low cost, but does it bring you value?
So think of it this way, I may spend $40 or £40 on a few courses to learn how to advertise on Facebook, for example. That may take me two weeks or so to figure everything out, but the true cost is more than $40 or £40.
What about the time on the course? The time away from the business? So you could spend $1,000 or £1,000 on individual coaching and get up and running in a day.
So actually, which holds the greater value?
So your business and your future decisions really cannot be solely based on cost without analyzing the true value of a product or service.
So that’s my message for today, think about the value over cost. Thanks all, speak to you soon.
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Hey, it’s Andrew, how are you doing? Just wanted to check in to talk about one of my pet peeves. At least it was one of my pet peeves, and that was the dreaded no show.
Now, depending on where you are in your sales journey, you might often feel relief when somebody doesn’t show. Hopefully, that isn’t the case. And if it is that there’ll be another video on that coming soon or already here, depending on when, when you’re looking at this channel that talks around how to get over that feeling. But no shows used to be the absolute bane of my life. And I was working on an engagement as a closer Facebook ads, booking calls, very little in the way of qualification. And unfortunately, there was up to 80%, no show rate, which is catastrophic.
You know, you’ve got a calendar full or say, you think your paid commission only. Thankfully for me, it was very much, it was very much a side gig, but you’ve got a load of calls in the calendar. You think, Hey, this is looking really, really rosy.
Now say 20 calls booked. You have four people show up. Well, to make that time viable, you’ve got to close all of them and preferably more, more calls you, you don’t have. Now. It used to really, really get me angry and I just couldn’t understand it. These guys would book a call. They fill out a pretty detailed form. And even as little as 24 hours later, didn’t show up and I would send them initially a quite polite email. And then as time went on and it would really, really get me fired up, I would send sharper emails not to the point of saying where the hell were you, but you know, going along those lines, now, I then had a bit of a wake-up call. And somebody that I follow a guy called Matt boon said something really interesting, which was, Hey, give these guys a break.
You know, it’s really important to you. It’s the focus of your day. But life happens, stuff comes up, just give them a break. They probably meant to be there. They just got derailed or they didn’t see the, the alert on their phone or whatever it was, but just give them a break. And it’s a really simple bit of advice, but it just was enough to stop me in my tracks and just go, yeah, you’re getting far too bent out of shape. And then I sat and thought about it and thought, well, not only is that frustration carrying through, into my, into my followup, emails and communication but should I subsequently get that person back on the phone? I then wondered whether it was carrying through to the opening of that call, that residual frustration that, you know, I’m keeping it in my mind that they think they’ve stood me up once and sometimes twice already.
And this stuff that you don’t even realise that you’re conveying has a massive impact on how the customer perceives the call or how the prospect perceives the call. And he’s one of the things that kind of throws you off your game without you realising it. And it also derails them. They don’t know why necessarily don’t know what’s up with the conversation, but they may not feel comfortable. It may help to give them a degree of uncertainty or lack of trust or a lack of rapport. Something may be missing and it may be just enough to stop them from proceeding with me. So food for thought. So, as I often say, get into the groove before jumping on a call, let go of all this stuff that’s gone before and just be in the moment and play what’s in front of you. You know, this is not for me. I’ll catch you soon
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Hey guys, how are you doing? I wanted to talk to you about objections today. I get asked an awful lot about objection handling, how do I handle this? How do I handle that?
The reality is nobody wants to feel like they’re being handled during a call. They want to know that their questions are being taken seriously, their fears, their concerns, their doubts, the way things are presented to us are very often in the, you know, I want to think about it I can’t afford it. I need to go and speak to somebody else. I need to go and contemplate life and the universe before I make a decision, a lot of these are stalling or delaying tactics. They’re not sure now the reality is you can preempt an awful lot of things that come up as objections, way, way earlier in the call, completely conversationally.
The problem is people just keep it surface level. They just go through scripts. They don’t gather all the information. They don’t give themselves a chance to address certain things. Like, you know, whether somebody has a business partner, whether it’s somebody who’s got a life partner, whether that person is going to be involved in the decision to move forward or not move forward. What else is going on? Has that person recently lost their job? Have they been impacted by global economic downturns and similar, you know, you have some, so many opportunities to get to the stuff and very often it isn’t covered off. And then you get hit with these things that you call objections at the end. And sometimes you have to ask yourself, well, who’s fault is it because actually most of the time it’s ours. You know, if somebody wants to think about something, is that because we haven’t really connected with their problem, we haven’t really connected with or brought out their aspirations and their goals.
Have we been completely clear in what we’ve attempted to articulate? Have we spoken too much and given them so much information that they’re struggling to digest it and guess what they then want to go and think about it? Is this how somebody just regularly operates? Do they like to take a step back and take 24 hours and come back? Or is it just an excuse to get off the phone? Because they’re not sold the answer to all this lies completely with us every single time. Okay. Now you can stay on the phone or on zoom talking to people, trying to handle, and get round objections really late in the day. You can, you can do it for an hour or more if you really want to is completely energy draining. Often counterproductive. My advice to you is spend way more time in the upfront portion of the call, getting the information you want and understanding what’s really going on, getting deep in terms of your questioning, the situation, the problems, the challenges, the impacts, the goals, aspirations, how committed they are to achieving those.
What’s the impact of not achieving those. And you’ll find that if you’ve really understood this and that your prospective client has really understood this, because sometimes they’re saying things for the first time, if they’ve really understood it and they connect with your offer, they’re probably going to be bought in. And when you get hit with things like I can’t afford it often, that’s it, that’s just an instant reaction to what might be a higher price than expected. Our job is to work with them, to find a way forward. If they’re a good fit, if we can deliver the outcome.
And if it’s ethic, if it’s ethical to help them do that, you know, I hear so many stories of, Oh, I helped someone open a credit card and everything else. Listen, there’s a big difference between helping someone see that there are more ways to move forward and counting the money they have in a jar or in their wallet, in their current account at bank account. But, you know, we don’t want to be marching people down the road to be opening credit facilities either a lot of the time, but we can show people a way forward, but it’s a pretty complicated area. I’m just kind of scraping the surface of this. But if objections is a really big deal for you, but your hand up, I’d love to have a chat with you because there are so many things that you can do to smooth the path early on in the call and give you an awful lot less to deal with down the road. I look forward to catching up with you soon, take care.