Why you should get the deposit as soon as the prospect says yes
This week's question from my portal “The Neagle Code: Directions for Life” comes from Lauren Robertson.
I'm experiencing a recurring problem. My prospective clients are saying YES enthusiastically at the end of their discovery calls, so I send an invoice and the itinerary for the program…then silence… Usually what happens next is they email me to say they've changed their mind or they ignore my follow up emails completely. I know this pattern is reflecting my own inner rejection issues because when it happens I feel hurt and disappointed. What do I need to do to move past this both in terms of inner-work and a strategy for receiving payment? I deeply desire to be of service and I'm sick of riding this particular merry-go-round.
Thanks for considering my question.
Hi Lauren and thanks for the great question!
My suggestion for you is to immediately STOP sending invoices.
Let me explain. When you have a prospect that is enthusiastic and ready to buy, you must ask for a commitment. It’s one of the only ways to know if they are actually serious or just wanting to get off the phone with you.
I recommend that once you get the verbal commitment from a prospect, you immediately ask for a deposit.
This allows you to gauge their seriousness, and work through any price or money objections while you’re on the phone with them.
The truth is…no matter what people “tell” you, if you don’t have a financial commitment, you don’t have a commitment at all.
My feeling is that you’ve been resistant to that because you fear judgment of some sort, and you’re avoiding the “no”.
But what’s happening is you’re getting the “no” regardless.
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.