David Archives

“My Coaching Client Wants a Refund: What Should I Do?”

July 26, 2014

This week's question from my portal “The Neagle Code: Directions
for Life” comes from Marianne.

Hi David,

I received a refund request from one of my high-end clients this week, and I’m not sure how to respond. I know she needs my help, but she’s clearly in fear. I don’t have a signed contract from her, but she gave me her 100% commitment to her work with me when I enrolled her. Any suggestions on how I should respond to her email?

Hi Marianne and thanks for the question!

First off, your new rule of thumb is to engage legal counsel to help you create program agreements with your clients.

Never again should you enroll someone, process payments, or deliver service without a program agreement.

A program agreement is essential in ensuring you are on the same page with your new client and that they understand the parameters of working with you.

It is a non-negotiable.

Second, I recommend that you reach out to this client by phone rather than responding by email.

If she’s requesting a refund it’s really important that you get to the bottom of what’s changed for her since she agreed to working with you.

The only way to help her see what’s going on is to ask her questions so that she can become aware of how she’s making this decision and email is not the best way to do that.

Ultimately, since you do not have a signed agreement with her, you may have to refund her.

Just Believe,^®

PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

2 comments

How to Make a Great First Impression on Stage

July 19, 2014

This week's question from my portal “The Neagle Code: Directions
for Life” comes from Hilda.

Hi David,

I have my first speaking opportunity coming up in 3 weeks. I can’t sell from stage, but I can make a free offer. I’m having trouble deciding how to start my talk. Do I thank the host and then jump right in?

Hilda, I’m so glad you asked this question.

I see so many speakers make the mistake you’re about to make.

In short, NEVER open a presentation by thanking the host or the audience for being there. It’s terrible positioning and leaves the audience wondering who you are.

Instead, take control of the audience.

Let me explain.

Walk out onto the stage with confidence and energy, and immediately give the audience a directive.

Ask them to take out a piece of paper and write something down.

Ask them to close their eyes and think about something specific.

Ask them to DO something.

This lets your audience know that you’re in control and it also allows you time to settle in and calm the adrenaline that’s pumping in your body.

It shows you are confident, and sets the tone for the entire presentation.

Do this and you’ll set yourself up for a successful experience right from the beginning.

Just Believe,^®

PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

4 comments

The Difference Between Goals and Having a Vision

July 12, 2014

This week's question from my portal “The Neagle Code: Directions
for Life” comes from Ryan.

Hi David,

I’ve heard you mention goals quite often in your teaching. I’m confused… is a goal like a vision? Can you please clarify for me?

Hi Ryan and thanks for the wonderful question.

A vision is a clear picture of what you’d like for your life or business.

Let me explain.

When I was just starting out, my vision was pretty simple. I could only see a few things.

I wanted a boat and I wanted to buy property in Central Wisconsin for when I retired.

Some people have grander visions like a house in Italy or speaking on huge stages.

The key piece with a vision is that it is not about anyone else. It’s what you want for you; and it maybe hidden in your secret thoughts that you’ve never told anyone about.

A goal is a step toward that big vision.

It’s something you need to do that will take you closer to realizing your vision.

My vision was to buy a boat, so I set a goal for myself to double my income.

By increasing my income, I would be closer to having the ability to buy that boat.

Think of goals as the rungs of a ladder that leads to your vision at the top.

Keep in mind that as you take steps toward your vision, it may begin to change.

As your vision changes continue setting goals to take you closer to that vision, and when you see opportunities, always ask yourself:
Is this taking me closer to my vision or further away?

Let your vision be your guide.

Just Believe,^®

PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

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[8 Steps To A Live Presentation That Sells Series] Article #16 ~ Step 8: The CloseHow to Price It Right

July 10, 2014

You’re in the home stretch of your presentation ~ the close. You’ve talked about the features of your program, told the audience the results they’re going to get, and the staff has just passed out the order forms.

Now, it’s time to answer an important question for the audience: Is the price right?

“Right” is not synonymous with “cheap.”

Find the Sweet Spot

“Right” is that sweet spot, the price point at which the product or program sells the best and brings you the most returns.

To find that sweet spot for your product, I encourage you to aim high initially, and then experiment. Raise and lower the price, until you find that magical, maximum price point that sells great.

If you want to speak at bigger conferences, you definitely want to aim high in your pricing. Promoters, who typically get 50% of your sales, just won’t make enough money if your packages are priced low, say at $49 or $149.

To make it worth their while, promoters are looking for packages that cost $800, $1,000, $2,000, or $5,000.

Of course, if you’re just starting out, smaller organizations will be happy to have you speak with your lower price points. And you can still make a very good income, while you gain experience and work up to those higher figures.

Discount or Value-Add?

During your presentation, you want to offer an incentive for your audience to buy now. One approach is to offer them a substantial discount if they purchase that day. Another is to add extra value through bonuses, creating a special package just for them if they purchase at your talk.

I have done it both ways, and, frankly, I don’t like discounting.

There are times, however, when it might be the right choice ~ for instance, if you’re talking to an audience with a strong poverty mindset.

If you are going to discount, 20% with some added value is probably the best place to be. I never would go beyond 30% in any case. Even with bargain shoppers, a 50% or 60% discount sets up a subconscious contradiction that says the product must not be very good.

So if you discount too much ~ or set your initial prices too low ~ you could actually lose sales you would have gotten if you’d raised your own bar a little higher.

Rather than discounting, I strongly prefer to add extra value to what I’m selling. That way the price seems like a bargain because they’re getting so much more than what they’re paying for.

For instance, I might add a book, a special report, a 15-minute consultation or another program: “If you purchase The Science of Getting Rich here today, I’ll give you a copy of Just Believe, which is a $195 value.” The audience will really appreciate that.

What About Cafeteria Pricing?

Cafeteria-style pricing is where you’ve got six, seven, eight, or nine products for sale at your table in the back of the room. The audience gets to pick and choose among a $97 program, a $12 book, a $597 program, etc.

Some people, including my mentor, do well with cafeteria pricing, but I don’t recommend it.

You’ll actually make more money if you bundle all of those same products into one or two packages. You could have one with a higher price point of $1,400 or $1,500, and another with a lower price point of say, $700 or $800.

The Bottom Line

Whichever approach you use, don’t forget that the audience is looking for a result, and if you’ve followed my steps to the tee, they’re going to be willing to pay for it.

Ask yourself: what is the value of the transformation I’m offering? What will it save them in time and money? What impact will it have on their lives?

Once you have a genuine handle on that, set your price accordingly.

David Neagle, The Million Dollar Income Acceleration Mentor and author of The Millions Within, teaches entrepreneurs and commission-based sales professionals how to quantum leap their current incomes past the 7-figure income level, often in less than 12 months. As a world-class speaker, sales trainer, and success-mindset mentor to some of the globe’s top CEOs, David also privately mentors big decision-makers in their pursuit of quantum success and peace of mind.

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6 Point Checklist for Enrolling Clients into High-End Programs

July 5, 2014

This week's question from my portal “The Neagle Code: Directions
for Life” comes from Marianne.

Dear David,

I have a strong desire to build a successful business, but how do I convince my prospects to invest in my high-end programs? I know, without a doubt, that I can help them. How can I make THEM see that as well?

Hi Marianne and thanks for the great question!

The truth is…you shouldn’t EVER convince anyone to buy anything.

If you feel like you must convince, there are huge parts of your sales process that you’re missing.

Here’s a quick checklist to help you go from convincing (which never ends well), to influencing (which empowers).

1) Have you clearly discovered what they truly want?
Note: This should be their deep desire. It’s usually NOT the 1st thing they say they want.

2) Have you clearly explored with them what they think is stopping them from getting what they want?

3) Have they told you, in detail, what will happen if they don’t overcome this problem?

4) Have you excited the possibility that things can be different?

5) Do you have a clear understanding of their willingness to change?

6) Will your program or package support them in solving this problem within their desired timeframe?

If you can confidently answer these questions, and your prospect can clearly see the light at the end of their tunnel, there should be no convincing needed.

In fact, your prospect will be grateful for the conversation and desire to continue working with you!

And just a reminder…if you enter into a sales conversation with closing a sale on your mind, you’re not showing up in service to your client.

Always come to a conversation with the sole goal of helping whomever it is you’re talking to.

Add value to their life and value will be added to yours.

That in itself can make all the difference.

Just Believe,^®

PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

4 comments

Are successful people really selfish?

June 28, 2014

This week's question from my portal “The Neagle Code: Directions
for Life” comes from Alex.

Dear David,

I have been passionate about building my business. I invest, I work hard, and do my best to provide for my family. I feel I’m generous with money, and yet I still overhear people in my inner circle calling me selfish.

I feel stuck between a rock and a hard place. Am I really selfish to want to build a successful business?

Hi Alex.

The short answer is:

No, you’re not selfish.

Let me explain.

The definition of selfish is to force others to live the life you want to live. Unless you’re taking away someone else’s right to choose, you’re not being selfish by building your own business.

What’s really happening is this:

When you change and grow, you force the people in your life to adapt to your changes. Your growth highlights where they are not growing and makes them very uncomfortable.

This in turn translates to one of two things.

Either they support your growth.

OR

They don’t support your growth.

It sounds like the people in your life who are calling you selfish are uncomfortable with your growth and passion.

You may want to re-evaluate your relationship with them, accept them for who THEY are, and make a choice based on what you want for your life.

It’s not a myth that you are a product of the 5 closest people in your life.

Choose wisely.

Just Believe,^®

PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

2 comments

[8 Steps To A Live Presentation That Sells Series] Article #15 ~The All-Important Order Form

June 26, 2014

If you want to have a prosperous close, you have to control the sales environment. Again, the close is the portion of your presentation that is specifically devoted to selling your product or service.

One of the quickest ways to lose control is to pass out your order form too early.

Picture it. What do you do when someone hands you a printed form? You start reading or scanning it.

So, if you hand out your form before you’ve had a chance to sell the audience on the specifics of your program, you’re going to lose them to their own thoughts and reaction to your prices.

You want them to feel excited and inspired by the results they’re going to get from your program before its price even enters the equation.

That’s why I say sell them on the results first, and then about 85% into your close, signal to your assistants that it’s time to pass out the forms.

Under no circumstances should the audience have the order form in hand before you even start your speech. That is sales suicide. The audience would just shut down, thinking you only want to sell to them, and wouldn’t listen to you at all.

Low Barrier to Entry

On your order form, don’t make it difficult for a person to buy your product or service.

You want your form to be clear, easy to read, and with a low barrier to entry, which means simple and manageable payment plans, a written service guarantee, and all of your contact details.

It's also a nice touch to have a photograph of yourself printed on the form for personalization.

If you have an ezine or a newsletter, you can also include a paragraph that, as part of their purchase, they’re getting a free subscription. Just make sure to use a professional ezine service, so that it’s easy for them to opt out later, if they choose.

Get What You Need as Well

Before the buyers leave your table, read over their form and be certain that you’ve collected everything you need to process their order ~ credit card number, name, address, phone number, and email address ~ and be sure that you can read it.

There’s nothing worse than getting home and finding incomplete credit card numbers, missing phone numbers, and illegible email addresses!

Just take a minute to read it over before you thank them for the order. You’ll both be glad you did.

They Want What You Have

You have to remember that your audience actually wants the information that you have ~ and they’re willing to pay for it. All they’re really looking for are these five things:

Are you credible?
Have you done this in the past?
Do you have good results?
Is it a good product?
And is the price right?

By this point in your presentation, you’ve covered four out of five. Unfortunately, the fifth is often a swing and a miss. That’s why I’m going to show you the best ~ and proven ~ pricing strategies next time.

David Neagle, The Million Dollar Income Acceleration Mentor and author of The Millions Within, teaches entrepreneurs and commission-based sales professionals how to quantum leap their current incomes past the 7-figure income level, often in less than 12 months. As a world-class speaker, sales trainer, and success-mindset mentor to some of the globe’s top CEOs, David also privately mentors big decision-makers in their pursuit of quantum success and peace of mind.

0 comments

Goals & Time: Friends or Enemies?

June 21, 2014

This week's question from my portal “The Neagle Code: Directions
for Life” comes from Mark.

Hi David!

Thanks for taking my question!

How do you determine what is reasonable when setting timelines for goal attainment?

Hi Mark!

Sometimes, time is not a factor when setting goals, and other times, it’s important to do your research before setting that goal.

Some business owners use time as an excuse. They say things like:

“When I get x number clients, I’ll do z.”

This is a dysfunctional way of looking at time, and I certainly don’t recommend it, especially when a quantum leap can sometimes occur just by making a decision that time is NOT a factor.

If you do have a goal that requires time, for example, building a house, you must do your research and be flexible with your timelines.

Obviously it’s tough for me to guess at what your goal entails, but be honest with yourself.

Are you using time as an excuse or are you building in reasons to delay?

OR

Do you need to gather more information to see what tasks need to be completed to you to attain your goal?

Always remember, nature abhors a vacuum.

Work will always fill the time allotted.

Just Believe,^®

PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

0 comments

How to Set Goals and Follow Through (Every Time)

June 14, 2014

This week's question from my portal “The Neagle Code: Directions
for Life” comes from someone who wishes to remain anonymous.

David,

Can you please explain how you break the pattern of not following through for yourself? I don’t trust myself, and feel completely deflated when setting goals because I’ve failed so many times.

Thanks so much!

Thanks for the question!

I’m going to skip trying to understand why you’re sabotaging yourself and skip right to the solution.

If you’re really committed to changing this, do exactly as I tell you below and sooner rather than later you’ll be on your way to success!

First, start with DAILY goals.

That’s right. We’re not talking about 6 and 12-month goals right now, we’re going to start small and build to strengthen your self-confidence muscle over time.

Tonight before you go to bed, take out your notebook and pen and right down THREE things you MUST accomplish before you go to bed tomorrow.

I recommend that these be income generating “things”, but it’s ultimately up to you.

When you wake up tomorrow, put that list in front of you, and DO NOT GO TO BED THAT NIGHT until all 3 of those items are completed.

Do the same thing tomorrow night. Write down three ”things” you need to accomplish the next day, and the next day, don’t go to sleep until all 3 things are accomplished.

Setting these small, yet important, goals are small stair steps to your bigger goal and to developing the discipline and trust within yourself to succeed in whatever you put your mind to.

Once you master the daily goals, begin setting weekly goals on top of your daily goals!

You’ll gain momentum quickly and break the pattern of not following through.

Just Believe,^®

PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

6 comments

[8 Steps To A Live Presentation That Sells Series] Article #14 ~ Steps 7 & 8 Lay It All Out

June 12, 2014

If you’ve applied Steps 1-6 of my formula for a live presentation that sells, you’re rounding the bases and getting ready to slide into home.

You’re now ready for “the close” ~ the portion of your talk that is specifically devoted to selling the product or service that will be available in the back of the room after your presentation.

Many speakers get to this point and choke.

They’ve done a great job sharing their story and weaving it into their teaching (Step 6), but then when it’s time to transition to the close, they get awkward and lose momentum.

They seem to have forgotten that the purpose of their presentation is not to teach, but to sell.

Structure Your Teaching to Sell

To help avoid that problem make sure that the teaching portion of your talk is tightly related to the program you’re offering in the back of the room.

For instance, you’re teaching them two or three of your seven steps for doubling their income in 60 days, or one of the five ways to have the relationship they’ve always wanted.

Your teaching, then, is selling. It entices the audience, shows them what’s possible in their lives and businesses, and leaves them wanting more.

That way, the close becomes a natural extension of your teaching, and your program the answer to their desire.

Step 7: A Smooth Transition

When your teaching and close share the same goal of selling, transitioning from one to the other is easy. Just say something like this:

“For years we’ve been perfecting this information, doing everything that we possibly can to make it simple for you to implement it into your life right away. And we’re really excited to be able to offer that solution to you today.”

That’s all there is to it.

Step 8: The Close: Make It Doable

Now, just start talking about the specifics of your program, focusing on the results they’re going to get, what they’re going to learn, and how it will impact their lives.

Convey the strong impression that you have laid it all out for them as much as possible.

Without being deceptive, emphasize how easy and doable your program is.

Don’t overwhelm or confuse them with extraneous detail they don’t need in order to make the decision to buy.

For instance, if you’ve got a program on relationships, the people in your program are going to have to do internal work to get to the point where they’re having great relationships.

But, during the close, don’t talk about all of that internal work. They know they’re going to have to do some work, so you don’t have to highlight that fact.

If you make your program sound complicated or difficult, your audience will tune out and you will lose sales.

For the 15 or 20 minutes of the close, focus on how they’re going to benefit, and how easily your program will guide them to those results.

By the way, you’re delivering this information before you pass out your order form. I’ll pick it up here next time.

David Neagle, The Million Dollar Income Acceleration Mentor and author of The Millions Within, teaches entrepreneurs and commission-based sales professionals how to quantum leap their current incomes past the 7-figure income level, often in less than 12 months. As a world-class speaker, sales trainer, and success-mindset mentor to some of the globe’s top CEOs, David also privately mentors big decision-makers in their pursuit of quantum success and peace of mind.

0 comments