World’s most feared negotiator’s secret for getting clients to hire you on the spot
Published: Thu, 10/18/18
Asking his customers who were on the fence to tell him no.
Here's how he did it:
He went to all the customers he had talked to who hadn’t made a decision, gave him a maybe, put him off, etc. And one by one he told them, “I just wanted to ask you to tell me ‘no thanks’ if that is your decision. That way I can close the file and move on.”
This didn’t close all of them, obviously.
But, he got a bunch of high ticket sales from people who had been on the fence, or just weren’t in the position to buy originally, yada yada yada
All by trying to get a no, instead of a yes.
Anyway, this can work well for freelancers too.
How?
Simply make them ante up, by calling and saying:
“We talked about doing your ____ job, but you never made a decision. I just wanted to ask you to tell me ‘no thanks’ if that is your decision. That way I can move on to some other clients I’m talking to, and close the file.”
The caveat is, this has to be a principle by which you do business.
If you try this tactically, you’ll sound like an idiot and they’ll see right through you.
You have to really be willing and anxious to let them go.
(i.e try to get them to tell you no.)
Ah yes, Jim Camp:
Still schooling us from beyond the grave…
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Ben Settle