People say to me, I can’t afford you, so that’s why I can’t hire you. Y’all… that’s the reason to hire me.
For those of you saying – “but, Jesse, like I REALLY can’t afford to hire you, I do not have the money.” I have a couple of big things to say about this. The first is a mindset piece; the second is practical magic.
- I know deeply – in my body, mind, and soul – that ANYONE can pay.
When people want something, when they have urgency for it, they can and will find a way. If you go into a sales conversation with a condition that only certain people can afford your product or service, you are shooting yourself in the foot. The reason stereotypically ‘broke’ people can come to me, find the money to pay, add a zero to their income and never look back starts with my knowing that they can do it.
This is a massively important mindset piece. The people who want what you’ve got — you gotta KNOW that the money is there, and it’s there right now. Whether they can see it, or not.
- The way I do sales (as service) takes the issue of “affording me” out of the equation.
By the time I reach the end of a sales conversation with a potential client, they’re just not that likely to say “I can’t afford you” even when they hear my high-end prices. How is that possible?
It’s the magic of the Sales Score. That’s what I call my sales process, and it’s part of what I teach all of my clients. The Score consists of a series of 4 questions that I walk people through. It holds me to the highest standard of service, and it allows me to do one all-important thing: Facilitate Clarity.
Working with potential clients in a completely consensual way, we collaborate to discover what they really want in their lives, how much urgency they have for change, whether or not they want to do this work, and whether or not they want to do it with me. When the score is complete, the client is so clear in their Yes or their No that the actual amount of money literally can’t stop them.
If you’re ready to start your own business, but don’t know where to begin, check out Jesse Johnson’s free online course, “The Energetics of Sales”.