#011: How To Sell More Without Fearing Rejection
Resources mentioned in this episode:
Today I'm going to take you through an exercise I teach to my students that completely eradicates their fear of rejection when it comes to marketing and selling their services.
I see this fear of rejection most often with my students that work with clients 1:1 or in small groups, because they feel like they're selling their time and expertise, which feels a lot like selling their own value and worth.
When people don't invest in that, they take it personally. It feels like THEY were not worth the investment. That's what leads to the feeling of rejection, and we know that most humans will go to great lengths to avoid the experience of being rejected. It makes promoting a business very difficult when fear of rejection is looming around every corner.
So how do you move past that fear? How do you overcome that primitive brain response to stay safe in the herd and never be vulnerable to the scrutiny or rejection of others while still marketing your business and telling people you can help them?
You do this by selling the VALUE and RESULTS your clients get, not selling "you" or your time. When you make this one little tweak, everything in your marketing and selling becomes easier and more authentic.
Let me teach you how.
Action Items from this episode:
You're going to calculate the amount of TIME, MONEY, and ENERGY your clients save when they work with you.
Remember, these metrics are over their LIFETIME. Not just short-term. Get specific. Go nuts here. Let your brain unload. Every single calculation counts.
What you're really doing here is compiling evidence for what the actual cost is for clients not hiring you. This is powerful stuff. These are the results they want and what you are selling, not YOU or your hourly rate or them having 24/7 access to your brain and your expertise. No, no, no.
People buy their RESULTS. So quantify them right now in your brain.
How much money will they save over the course of their lifetime?
How much time will they save over the course of their lifetime?
How much energy will they save over the course of their lifetime?
Get really detailed on these calculations and sell them!
Note: The transcription below was provided for your convenience. Please excuse any typos or mistakes the automated service made in translation.
Andrea Nordling 0:00
Hello, my friend. Today I want to take you through an exercise I'm very excited to talk about. It's one that I teach to my students in my program, and it completely eradicate their fear around rejection when it comes to marketing and selling their products and services. That is a bold statement, but I stand behind it 1,000% Because I have seen how completely mind blowing this one exercise, it's very, very impactful. Just a little bit of background for you, we do this exercise along with 29 others in a special live event inside my program that we run a few times a year, that event is called the 3k. In 30 Days Challenge, there are 30 days of exercises like this, this is just one of them. So that's why there's 29 others, but in the challenge, each student makes the revenue goal for the month, which is at least 3k. But often, depending on the level that their businesses add it's much higher, and then they commit to doing 30 days of exercises, I've thought work like this for 10 minutes a day to reach their goal. It's not a challenge that has any actions other than tuning in to the daily prompt and then doing the thought work exercise which I will teach you today one of these, it is everyone's favorite month in the program. When we run the challenge, we even have students that have recreated a similar challenge for their clients because they get such huge results from such a small amount of time and effort over the course of the month. It's so much fun. Now, here's the deal. Here's why I'm telling you this, we are starting the 3k in 30 Days Challenge live for students inside my profitable nutritionist program on January 1 running it for the month of January. So if you want more of these sales, psychology insights and tools, like I'm going to teach you today to use in your business right away, you need to join us in the program. enrollment is open until midnight on December 15. But then we'll be closing the doors for new enrollments for the rest of the year for this round, and focusing all of my attention and resources on the students inside the program and their goals for the rest of December. And then obviously making a huge income in January, especially with the challenge, it's going to be so fun. So to join before the 15th, you will go to www dot build a profitable practice.com forward slash join. Now if you're listening to this episode, after the doors have closed for this round, you can still go to that page and the dates of the next enrollment period will be listed. They're always going to be updated for the next enrollment. So you can put those in your calendar. Okay, so now let's talk about how you sell more and help more people without the dreaded fear of rejection. That's our topic today. How do you do that? Do not fear rejection when you're making sales in your business. I see this most often with my students that work with clients one on one, or in small groups, that tends to be where this shows up the most. But it could be for anything that you're selling, if you're selling a course or membership, or anything else any in person events that could also show up. But typically we see this when you are really going to be working closely with your clients, like one on one or small groups. And the reason for that is that it's human nature, we tend to feel like we're selling ourselves and our time and our expertise. When you're working with a client one on one or in small groups, there's definitely a tendency to feel like they're buying you and the hours that you're going to be putting in to working with that. So when people don't invest, they take it personally, you might take it personally, it feels like you are not worth the investment at that point. And that's what leads to the feeling of rejection. Now we know that humans are strongly adverse just by nature to feeling shunned from the tribe, and feeling rejected, it's a primal thing to avoid that feeling. We don't like it. Alright, it's a human, it's human nature to not want to be rejected and to avoid it at all costs. How do we do that? How do we overcome this primitive brain response that wants us to just stay safe in the herd? Never be vulnerable? Never put ourselves out there for the scrutiny or rejection of others? How do we do that? Well, my friend, you do this by selling the value and the results that your clients get and not selling you. Let me say this, again, it's subtle, but it's very important. You sell the value and the results that your clients are getting, that's what you're selling, you're not selling you. You're not selling your hourly rate, you're not selling your time. No, that's not why people buy and that's what's gonna make you feel rejected. You're selling in actuality, the results that your clients are going to get, I'm gonna get a lot more specific as we go through this episode. But just know that if you are afraid to sell or you think that sales are icky, it's because you're thinking about you. You think that you're selling you, you think that the people that you're selling to are either saying yes or no to you, this is wrong. No, you're selling their results. You're selling their growth and the possibilities that they might not even let themselves dream up yet. Think about that. You're selling the transformation that they get to experience and the lifetime value of that change. When it shows up in their life, that's what you're selling. You're going to actually calculate those results in lifetime value today. But first, let's look at what happens when you're thinking about what you get. When a client hires you versus what they get when that client hires you, very, very different results come from this. Here's an example that came up from a student in my program that we coached on recently that really shows how fear of rejection kills the results of our clients, and how our clients ultimately suffer when we're fearing rejection. Here's what happened. She wanted to get coached on not having a response after a consult call with a potential client that seemed like a really good fit. She seemed very excited. But it had been 48 hours, and she hadn't heard anything from this client. So there was a lot of mind drama that was going on around this situation. Her thoughts were like, I knew that they wouldn't think I would help them. This is a female client. So it was like, I knew she wouldn't think that I could help her, I knew that she wasn't going to think it was worth it. And then she was feeling really rejected. It's been 48 hours after this concept call that went really well. And she hadn't heard anything. So she was having all of these thoughts about it, feeling rejected, which of course, led her to just spin in loops on should I follow up with her, should I not follow up? Should I send an email? Should I not send an email? Okay, I'm gonna send an email, drafted the email. No, I didn't send it re edited the email? No, should I not send the email back forth back forth. She said she was constantly bugging her husband about it. She said, My husband is going to kill me if I bring this up and ask what he thinks I should do. Right, Jesus spinning, as you can imagine, you probably have been in this place at some point in your business thinking, Oh, my gosh, do I follow up? Do I not follow up? Is it desperate? If I do? Or is it professional? I'm not really sure, should I be sending any offers? Should I make a discount? Is it a payment plan, they must need a payment plan. Okay, that's what I'm gonna do, I'm gonna read a new email that gives a new payment plan, that's what's gonna work. I hit all of this looping and looping and spending so much time fixating on this one person, and not giving any value to the other clients or other potential clients, or figuring out how to build demand with other potential clients. And none of that is happening because there's so much bandwidth and attention being spent on looping for this one person. Ultimately, what your brain is doing at this point, and what hers was doing is looping on how to get out of feeling rejected, because she was making it mean, when there was no response after 48 hours that they didn't think that she could help. They didn't think that she was worth it, they didn't think that they were going to get results if they hired her so she was feeling rejected. We don't know if any of that is true. As you can probably see here, when we're looking at someone else's business, it's very, very simple to see that that's probably not what was even happening. But when we're in the moment, and when this is happening to you, it feels very real, and it feels like you're being rejected. So that's why we're going to talk about it. So in that moment of feeling rejected, and for a few days of feeling rejected, there's a lot of confusion, there's a lot of wasted time, a lot of wasted energy. And ultimately, what's created from that is there still not a decision being made, this client still doesn't know if you can help them or not. And probably, if you send gaspee Desperate emails from that place, and this is what I coach my client on, it's going to seem really desperate, and they're going to then think it's probably not worth it, they're going to probably question if you can help them if they weren't already, they probably would question that from a desperate grasp, be email follow up, right? None of this, this entire scenario does not happen because people are the worst. And because they don't respect your time, or want to improve their health, or work with you, or they're rejecting you. That's never why that's gonna happen. If someone shows up on a call with you, or on a sales page on your website for your group or your program, or whatever it is, it's because they do want to get the results that you help with something brought them there, they're there for a reason, they're a little interested, they're a lot interested, we don't know. But they're there for a reason they want the results that you help with they do or they wouldn't have gotten on a call or on your website in the first place. So let's take a step back and look at it. So what did happen in this scenario with my client, that also might have happened for you or is happening for you, is that you had a thought, I'm going to say you, because we're gonna pretend this is happening to you, it's very helpful to hear you instead of someone else. So what did happen in this scenario is that you had a thought that they wouldn't think hiring you was worth it. And you felt personally rejected by that thought. You were making it mean that they didn't want to work with you, or they didn't think you could help. They didn't even say anything, right? They probably just are busy. But you felt that way, which is very common, by the way, shows up a lot. And so that's why I'm so adamant about talking about this on this episode is because it's such a simple fix when you understand where the emotion of rejection is coming from, and how it's getting you the exact opposite result that you want. So let's be realistic and non judgmental adults and then reevaluate this scenario with the previously mentioned client that hadn't responded 48 hours after the console call. This is what I coached my client on when she brought this to our call. No first If we have no idea what is going on in the person's life, or in their head of our potential clients that would cause them to go for 48 hours, we have no idea. There are an infinite number of reasons that this could happen. And I'm sure that as a purchaser and as a customer, you've done it many times. And so have I, for a variety of reasons. life circumstances come up. I mean, who even knows, one of the big ones is maybe they didn't even know that you expected them to respond quickly. This is something I coached my client on, I said, was there an expectation set on the call that she was going to respond to you right away? She said, No, not really. Okay, so wasn't even clear that you had an expectation that she would be getting back in touch with you right away and making payment and scheduling your first session, that wasn't even clear to the client. So this is the first thing one of the big ones is that we are not, first and foremost in the minds of our clients in their entire life, and the whole scope of everything that they're doing in this world, probably what we want them to do to commit to a yes or no, is probably not the highest item on their list. Sometimes it is. And that's great. But all the time, probably not. So if your client your potential client thinks that getting back to you is something that they're going to revisit next week, or making payment and scheduling their first session is something that they're going to do next week or the week after, because in their mind, they aren't even going to start until next month or something like that, when their schedule opens up, that they're not in a rush, that's probably what happens a lot of the time we make it mean something else. And you might be doing this too. So this is what leads to that feeling of rejection is just taking an external circumstance that's just totally out of our hands. And making it mean, something that it doesn't even mean making it mean that it's personal, it's rejection, it's scary. Remember, our brains go to that place really predictably. And just primally. That's what we do. We don't want to be shunned from the herd, we don't want to be out of the herd. So our brain will always go to oh my gosh, we're being rejected, just out of a safety mechanism. But that doesn't mean that we can't retrain it. So that's what we're going to do today. You can see why it's dangerous to make assumptions like this, about what people are thinking. It happens really often, especially when we are new, I say when we but it is always a work in progress. When you or I or anyone is new at marketing and selling. In general, this will come up a lot. Because we try to make assumptions about what people are thinking we try to make assumptions about their motivations. And why they may or may not be saying yes or no, but here's the deal. We never know ever, never know what someone else's circumstances are. So just for the love, do not assume that anytime someone doesn't follow your exact script for how you think the client acquisition process should go. But it's because of your price or because it's because of your value. Or it's because of you know, price is a big one, really a big one that we see a lot. Now, that's not even true. And you will exhaust yourself and confuse your people. If you're constantly trying to adjust and discount your offer and create a million different offers and price points for these imaginary scenarios that you think are happening for people. So stop trying to do that stop trying to get into their brain and think about all of the different reasons why they might not be following your exact script. Now, in fact, if price is a big one for you, and if that's what your brain really goes to is that you need to make a discount offer to someone if they don't say yes, right away, go back to Episode Nine after this one and get a reminder about pricing and discounts. Okay, but let's circle back to this client scenario that my client brought to me and that we coached on because I think it's really, really valuable to see how there's just one little tweak that can change this entire scenario. So remember, no response after 48 hours after the concept call with a potential client that seemed like a really good fit and was very excited. So she was confused about why 48 hours had gone by. So we coached on that said, what about this thought, instead of thinking I knew that they weren't going to, like I knew she wasn't going to think I could get results. I just knew it sort of that thought that leads to rejection. What about the thought, Hmm, I wonder if they're clear on the results that they want to get and how I can help them get those results? I wonder if I was clear about that. I wonder if they're clear about it. I just wonder what feeling comes from that type of a thought. For me. It's curious, feeling curious touch. I wonder if that's clear to them. I wonder if they even know how I can help them get those results. And if that was super clear after that call, then what do you do when you're feeling curious? I know for me, would be evaluating the call without judgment. Just looking at it going through the three step evaluation process that I teach, and seeing if there's areas for improvement for next time not to beat myself up or for this client. I suggested this as well, not to beat yourself up. But to be strategic to get some data to evaluate it to assess it. Are there areas where I can improve for next time? How was this clear or not clear for this client and then you make a list of that? Make a list of their desired right results and what they think is standing in their way. Hmm. Was that clear on that call that I talked about their results? Did I ask these questions? Why do they think that it hasn't happened for them yet? What do they think? I
Andrea Nordling 15:09
wonder? I just wonder if they're really clear on those results. I wonder if I was clear. I wonder if there's some clarification that still needs to happen? Just as a scientist, right, just like, oh, okay, we have data here. I wonder what is going on? I'm going to be curious about it. And from that curiosity, what I would do, and what my client ultimately said that she would do, is she would decide, like right now, yes, or no? Am I gonna follow up with an email or not make that decision and then professionally execute that email? If she decides to do it from totally unattached curiosity? Just detach curiosity, just Okay, is there are there any data points, I could touch on here, any clarifications that are needed, and then she would move on, to just focus on giving value to her other clients, she would figure out how to build even more demand with other potential clients that had already been reaching out. And she was just going to use data from that call and assess and tweak for next time, no big deal. She started writing really good copy that speaks to the results from this call that she gleaned on what that client wanted. And you know, really getting specific on that. And just experimenting with new ideas for her existing clients. What she was not doing here from this place of curiosity was looping and spinning on should I or shouldn't die? Do I need to do this? Or I need to do that? Do I need to offer a discount? Should I email or should I not email? Oh, my gosh, I got to go talk to my husband. What do you think's happening here, been trying to play out scenarios in her mind about what that client may or may not be thinking? None of that was happening? Because that comes from a feeling of feeling rejected? Like I'm feeling rejected, I have to fix it. No. What about that, that's just like, I wonder if they're clear. I wonder if, in the last 48 hours, if they are clear on the results I can help them get and if there's anything I need to help them with, that just curiosity leads to this detached, totally professional approach that's going to result in helping even more people because of evaluating and assessing what happened on the call, or what didn't happen, how to do it better next time. And just getting better at telling, it's just going to help a lot more people, and probably this client as well, because the follow up will be very professional and to help them and not a big deal. No rejection is happening here just because of the change of the thoughts. So what I want to offer to you if rejection is something that you find, you are terrified of, and that you are making decisions in your business in saying things and not saying things to potential clients, because of trying to avoid rejection from them or from anyone else. Just your thoughts. It's just whatever you're making it mean, when these things are happening in your business, you can be curious instead of feeling rejected, and that is going to change every single aspect of your business, every interaction with a potential client, every piece of copy that you write everything on your website, all of it the conversations that you just organically have with humans on this planet that are curious about what you do and how you can help them. All of that is going to be so much easier and simpler and more impactful for both of you. When you're just feeling curious. Just wonder what this person needs to hear. I wonder what results they're looking for. I wonder if there's anything that isn't clear to them that I can help clarify. Those types of thoughts inspire curiosity, which is always going to be helpful for you. projection, on the other hand, not helpful, because that's when we loop and confusion and spin and ruminate and make all sorts of assumptions that are totally erroneous most of the time and not helpful for any potential client. So just remember, in this scenario, I laid out the lack of response when that potential client did not change. That was the same in both scenarios, the only thing that changed was the thought about it, and what she was making it mean and what you are making it mean if you have some of these same thoughts about rejection, right?
Andrea Nordling 19:01
Oh, totally optional. projection, totally optional. That feeling comes from thinking that people are buying or not buying you. They're buying you and your time and your expertise and your value, or they're not buying and they're rejecting you and your expertise and your time and your value that feels so heavy and so pressured. And just like your worthiness as a practitioner and as a human hinges on the purchasing decision of strangers. Oh no. Who wants to feel that way? No, no, no, no, no one wants to feel that way. That's awful. But curiosity, on the other hand, purpose, focus, but I like curiosity for this curiosity, on the other hand, comes from knowing that you are figuring out how to get better and better at helping people get the results that they want. Just like I'm figuring it out. I'm so curious about how I can be helping people get those results better and faster and making that more clear for them. Your sole focus is their results, not yours? Not you being able to not feel rejected. That's the result that you ultimately want. When you're feeling that rejections like I want someone else to say yes to me, so I don't have to feel rejected. Putting all of the responsibility is the word. I'm looking forward to putting all that responsibility on strangers or on other people. Oh, that's never going to go well, ever. It's totally optional. When you're feeling curious, you're thinking about their results, not your results. I wonder how I could help them get better results. I wonder how I could help them to see this in a new way. I wonder what I need to say that I haven't said right now that would really help them that's focusing on their results. And that feels purposeful on attached and professional. And certainly it's not you taking anything personally? Oh, my gosh, doesn't it just feel so much better? Let me share a non coaching example with you that I was thinking of as I was getting ready to record this episode, totally non coaching example. But it is a non attached, valuable sales example, which are happening all the time in our lives if we're looking for them. So this is what I want to share. I was thinking about swimsuit shopping. I recently did a few rounds of swimsuit shopping, which my brain likes to tell me is a very painful experience. But I'm changing my thoughts about that. So went to a swimsuit boutique. No, typically, I would go to Target and I would buy 15 Different swimsuits, and I would take them all home, to the comfort of my own mirror and terrible lighting. And I would put them on and I would hate most of them and return them. And then keep the least hated option. And I would never really love it. But me, I would make do, right. That's my normal swimsuit shopping experience. But I decided that I was going to uplevel my swimsuit game a little bit and that I actually wanted to get something that I liked. And I had some criteria around that. So that's the backstory. So I went to this swimsuit boutique, all these other swimsuits very niche store. I had never been in there before. But I had a wonderful experience. So one of the employees was helping me find some items. She was very, very helpful. At first, when I got there, the first thing we did is she asked me a bunch of questions. And she took a lot of notes, and spent quite a bit of time figuring out what results I want. And interestingly, she never asked about my budget. That was never one of the questions, but she wanted to know what results I was looking for. She wanted to know where I was going to wear this suit. What my preferences were in color, how open I was to like, basically, how coachable was I? How open was I to different styles and different colors? And what did I normally feel comfortable in? But what did I want to experiment with? Did I want to experiment with new things? Asked me tons of questions. Where was I going to be using it? Was I going to be? Or no, no, one of the great questions she asked was how do I want to feel when I am wearing this swimsuit? That was juicy. But the coach and me loved these questions, right that she was asking. She's like, how do you want to feel? Do you want to feel sexy? Do you want to feel powerful? Do you want to feel athletic, she had all of these different scenarios, she asked a lot about who I was going to be with like there was a very kind of fun, but rigorous intake process on the swimsuit purchase with a capital T the swimsuit purchase, which was kind of fun. I had never done anything like this before. So she asked me all sorts of questions. And then she said, Okay, I'm going to go pull some suits, and I'm going to set up a room for you. Just give me a few minutes. So she buzzed around, grabbed a bunch of suits and set up this beautiful trying room for me with all sorts of things. And I was very honest with her about, you know, what my preferences were and how open I was to try new things. So she set up this room with a bunch of stuff I would never have pulled for myself. It was super fun. She was great at her job. She was very fun to work with. But she was not going to be personally offended or rejected if I didn't buy the pieces that she pulled for me and put in this room. That was very clear. Like this is all about your results. We're going to start with these we're going to try them you let me know how I can help very professional. But this was not personal there. Right? I'm pretty sure she was 100% attached from the sale. And she just knew that the products were fantastic. And by the way, she might work on commission. So this was the type of place where I'm guessing actually, she probably does, but I never got this. Like any attachment or weirdness. She was just facilitating my results. She was very confident that if she was going to help me get the results I wanted, I was going to buy them like that was just the way it was going to go. She was not taking it personally there was there was no weird coercion or anything. It was just fun. It was just like a useful, valuable experience where she was going to facilitate me getting the results that I had told her that I want it. No attachment, no weirdness. So of course I ended up buying a swimsuit got to $250 So I might add, and I never would have picked it myself. It's not something I would have ever grabbed but I loved it. And then guess what happened? A few months later, I got my implants taken out and i Mama needed a new suit. for her new tiny Tata, so I went right back to that same boutique. And I did it again. Why? Because there was a result that I wanted. And at that store, they helped me get the result. So simple. Just as a customer or a client, I am just thinking about me, and I'm thinking about my results. And I'm thinking about what I want. And if you can help me get it faster and easier than I can do it myself, I'm going to come and patronize that business, I want it. Clearly, this is a very niche boutique. And they get that they're really good at focusing on the results of their clients want. So of course, it was a positive purchasing experience. And that's why they sell so effectively there they sell one thing, they didn't have a ton of inventory, at least from what I could see. But they did it so well. There was no clearance rack in this boutique, there was no buy one, get one sales to be found. No, they were selling the results, they knew I can help you get the results you want, you're going to look damn good in this swimsuit, and you're going to love it. And that's the result that I wanted. That's what they were facilitating, there was no rejection to be had if I walked out the door, and I didn't find it. No big deal. Okay, if the salesperson now had been thinking about her results, and the commission that she probably was going to make from selling to me that would have come through in her words and her actions, and I would have felt it. And I would not have enjoyed that I would have felt her not thinking about my results, not because I have any objection to people making commission to make you money. Not at all. But if I had felt her selling to me because of the results she was going to get and her prioritizing that I would not have felt like she was really invested in helping me get the results I wanted. And as a customer, it's all about me, I want my results. I want to know, can you help me get what I want? And if you can, let's do this. Otherwise, I got other things to do. Right. That's how your clients feel to that's how mine feel. And that's how you're feeling. But I didn't feel that way. I didn't bail. That didn't happen. I'm guessing what did happen is she was having thoughts like as she was selling to me. And as she was pulling the suits, I'm guessing she was thinking, oh my gosh, she's going to love this one. Oh, I'm really curious about what this is going to look like on her. I wonder if this is going to lift up her booty. She told me she wanted a perky booty. I wonder if this is going to get there. Or oh my gosh, I can't wait to see her face. When she tries this one on she told me this after the fact she said ooh, I was excited for you to try that one on. Because everyone is always so surprised at that it doesn't look like it's gonna be great, then they put it on. And that material is just so luscious. They love it. And you know that it lasts forever. She told me things like that. So I'm sure she was thinking that when she was stocking the room, right? And when she's having thoughts like that, when any of us are having thoughts like that, which are based on understanding the value of the results that our clients and customers want and what we're selling, it makes it fun. It's a win win for everyone. There's so much curiosity like, oh, what else can I try? What else does she want? I wonder if she's going to like this, I wonder if this is going to be helpful that curiosity is powerful in thinking about how am I going to help them get results better? What are the results they really want? What else? Do they really want results? Results results for your clients? Not for you. That's what I was feeling in the swimsuit example. So how do you create thoughts about the value of the results that your clients get when they work with you? How do we do that? Well, it is pretty simple. Just like everything I teach you, it's pretty simple, not hard. And yet most people will not take the time to do these simple things, even though they're so powerful. Just understanding the reason that people buy the results that they want is such a game changer. And yet most people won't do it. So this is one of my favorite exercises, and you're not going to be one of those people, by the way, my friend, you're going to actually take five minutes and do this exercise today. So this is one of the things like I said that we do in the 3k in 30 days challenge. And what the participants and what my clients in the program come up with when they do this always blows their mind so much, and leads to such great marketing and sales for them because of the insights that come from it. And again, this is not hard. So here's what you're going to do, you are going to sell yourself first, with evidence that your offer whatever it is that you're selling your one on one package, your program, course membership, whatever it is for you, you are going to sell yourself first, that that offer is such an over delivery for your clients, that it's a no brainer for them. And the way that you know, sometimes I'll tell you how we're gonna do in a minute, but sometimes let me just say, we lose sight of how valuable and life changing our work is when we're just in it so much. So you're going to remind yourself today and with this exercise that your contribution to your clients, it is not short term, whatever it is that you are helping your clients with is not something that's a one and done thing. It's not something that is short term at all you are giving them tools and resources and results is going to impact the rest of their life. We don't think about this or talk about it often enough but in the health and wellness industry and in nutrition in particular, which I know a lot of you listening to this are going to resonate with you are changing someone's life, the trajectory of the entire rest of their life and even beyond that many times generations to come and their family. So this is not just a you know, what are what is someone going to get? What are the results they're going to get in the next 3060 90 days. That's what our brain wants to go to. But that is so so short sighted. Here's You're going to do I want you to calculate today, the amount of time, money and energy that your clients save when they work with you over the course of their lifetime, a friend, not just in the short term, not just while they're working with you one on one, but I want you to take yourself to the lifetime value of the work that you do with your clients and what that means for them. In the long term, the ripple effect, what is that? What is the amount of time, money and energy that your clients save when they work with you? Remember, again, these are over their lifetime, not just short term, get specific, your brain may stutter a little bit on this one and say, well, there are no measurable results. They don't save money, they don't save time, they don't save energy bullshit. I call bullshit on all of it. Of course they do. How in their career in their family life in their, like athletically, people can have a lot of gains, they can save a lot of money for sure time. For sure. Time is going to be a big one, but even quantify, like how much time? How much time in the short term, how much time one year later? How much time 10 years from now, will they have saved? After working with you? And after getting the results that they want with you? How much money really do they save? Typically, this is where my clients really their their minds get absolutely blown. And they are just really shocked when they start adding up how much money their clients save? And then of course, how much energy and you got to quantify that to how much energy and what is that worth? If you put $1 figure to that energy for your clients, what is that worth in the amount of time and money, specifically money that they save, in their lifetime? What you're doing, when you're making this list, and you're writing it down, you're getting specific, and you're challenging your brain to like what else what else, when you do that you are changing the neural pathways in your brain. So instead of that primitive, oh my gosh, I'm so rejected, they don't want to work with me, they don't think that it's worth it instead of that very well worn path in your brain. And for most of us the one that we have traveled the most instead of that you are forging new territory, you are starting a new pathway by going to why the results that they want are such a big deal, how much time and money and energy they save over the course of their lifetime when they do this work. Because those results that they actually want, those are the things that you're selling. That's what they will really buy. They want the perky booty in the swimsuit. Okay, that's what they want. They're not buying your time, they're not buying your one hour session per week. This is not like an hour with time for money hourly scenario. Now they want the results. And that's what you're selling. So you have to get very specific in your brain on what those results are. You're going to be compiling evidence as you do this for your brain, that what you do is powerful. What you do is impactful what you do is important to your clients. And they of course want that important stuff in their life, they want to invest in that they want to buy those results. Remember, people don't just end up on your website or on a console call with you by accident, they're there because for some reason, they're intrigued. They want those results that they think you may be possibly could help them get in the way that you help them see what is actually possible for them is to be very clear about these results that they're after and what they actually want to purchase. That's what you're doing. Calculating the amount of time, money and energy that your clients save when they work with you over the course of their lifetime. And how valuable that actually is, you're selling yourself first with this evidence that your offer is just such an over delivery for your clients that they will feel like they won the lottery, like oh my gosh, this is actually what I wanted, I wanted those results, I wanted someone to help me do it faster, and more efficiently. And to save me money while I do it. Even if I invest some time, money and energy up front and actually saving so much of all three of those things over the long run. That's what you want them to see. And the way that you do that is by seeing it yourself first. So go nuts. Figure out what are they actually going to say when they work with you over the course of their life, your brain will resist it. But you will make a list and it is going to blow your mind. That's what people buy my friend they buying the results. So quantify those right now in your brain about what they are. And then you go sell it after you get really clear on this. This is what you sell these results, again, are the reason that your clients and customers will buy from you. Just like in my kind of goofy swimsuit purchase example, I invested way more time and cash into two swimsuits than I intended to and that I normally would on the target clearance aisle to be honest, but I'm so glad I did because of the results
Andrea Nordling 34:45
I got. I got to bomb swimsuits that I love wearing now. I didn't even think that that was possible. It seemed like a real oxymoron to say that I enjoyed it I also enjoyed the purchase experience itself. And the sales woman was great. And all of that was fun. But I wasn't buying her. I wasn't buying her time I was buying my results. It's all about me just wanted my results. Can you help me get those results? Awesome. Let's do it. And if that awesome sales woman had done this exercise, she probably would have known that she was saving me money in the long run, because she was giving me some high quality pieces that were going to last for a lot longer than the cheap ones that stretch out and get all weird after a few wears. And definitely do not retain the perky booty. So I would keep repurchasing those. So she probably would know if she was calculating this that she was saving me money in the long run in her process. And her service saved me a lot of energy, because I didn't want to or have to research all the different types of swimsuit materials and different styles for the results I wanted. I didn't want to do that research. I didn't want to spend time on that, or energy, you know, so I'm sure I could have figured out how to buy a great swimsuit on my own. But I didn't want to neither do your clients. They want to buy the results thereafter. And they want to save time and money and energy doing it. They just want the results for their lifetime. And they want help making it faster and easier. So sell them those results. It's not about you. It's about them and their results. don't shrink them and don't anticipate all of their objections and not even help them see the promise of the results that you could help them with. Don't do that don't shrink them and their possibilities, because you're making their purchasing decisions all about you and taking their decisions personally or feeling rejected or, or just avoiding the entire situation because you don't want to feel rejected. Don't do that. That's making it about you. No, no, we don't want to do that. It's all about them and their results. So go make that list. Go start adding it all up. Everything counts how much time and money and energy is it costing them to not deal with this right now and to not get the results right now. Go at it all up. This is how you will confidently sell more and serve more without fearing rejection. Have a wonderful, wonderful week.
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