[8 Steps To A Live Presentation That Sells Series] Article #17 ~ Should you offer a guarantee?


A few weeks ago I told you that your order form should include a written guarantee on the product that you’re selling in the back of the room.

Here’s why: The number of people who will actually return a product is very small, while the confidence that your guarantee provides can increase sales dramatically.

A guarantee lowers the level of risk in people’s minds, thus calming their fears, and helping them to get off the fence.

Longer Is Better

This may surprise you, but the longer the guarantee on your product, the fewer returns you’re likely to get.

That’s right, you’ll get fewer returns on a 12-month guarantee than you would on a guarantee that’s good for 30 days. Why? With a longer guarantee, people won’t feel the urgency to act, and so they’re less likely to do so.

Urgency to buy works in your favor. But urgency on the buyer to decide if they love and want to keep what they bought ~ that works against you.

So when you structure your guarantees, think like a quarterback, and go long.

Different Guarantees for Different Situations

When it comes to guarantees, one size does not fit all. You want the right guarantee for your situation, and in some cases, that’s no guarantee at all.

Coaching. I do NOT offer a guarantee for coaching, because, in order to get results, you have to do what I show you how to do. I can give you great information, the best information in the world, but there’s absolutely nothing that I can do to make you apply it.

Seminars. Currently, I offer a first-day guarantee on seminars. By the end of the first day, I should be able to show attendees enough value for them to want to stay for the length of our seminar.

Therefore, if they’re not absolutely convinced by the end of the first day that the seminar is everything we said it would be, we refund their entrance fee, plus reimburse them for up to $500 in travel expenses. The expenses need to be documented, of course.

Good Guarantees = Good Business

You're in business for life. You want to establish credibility. And you want people out there saying great things about you. Anything that you can do to make the experience with you and your company a fantastic one is better for you.

Show your clients that you and your company are top notch. Do it to the best of your ability.

Now, there will be some people you can't satisfy, no matter what you do. Don’t get overly upset about them.

Turn your attention to the other 99%, who will appreciate your efforts. They will be more likely to purchase because of your guarantee, and then, in all likelihood, never use it.

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.

What To Do When New Clients Back Out

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

Neagle                 Code Question


Hi David,

I recently purchased your Compassionate Conversion Program, and I’ve put it to good use. My sales have increased, but I’ve had 2 new clients email me in the last 2 weeks and tell me they’ve changed their mind!

I don’t understand…they were so excited to get started.

Is there something I can do to prevent this from happening again?

Neagle                                               Code Answer

Hi Fiona!


I’m so glad to hear that your sales are increasing!

Yes, there are a few things you can do that may prevent your new clients from changing their mind.


First let me explain 2 of the main reasons this happens.


Here’s a FACT: People hate telling other people no.

Here’s another FACT: Fear, worry and doubt are growth’s worst enemies.

So while your having the sales conversation it’s important to do 2 things.

1) Always ask for a deposit before ending the call. The act of them giving a deposit is a clear statement of commitment. If they are excited about working with you, but refuse to give a deposit, they are not really excited about working with you and are probably telling you what they think you need to hear to end the conversation.
No deposit=No commitment

2) Be proactive. Before ending the conversation, let them know that as soon as they hang up that their ego will go to work on them and desperately try to bring in fear, worry and doubt to get them to change their mind.
Ask them, “What’s going to stop you from following through with this commitment 100%?” This way, if they do contact you and say they’ve changed their mind, you can remind them of your previous conversation and they can see how fear, worry and doubt are clouding their decisions.

If you don’t understand their true sense of urgency, if you’re giving off a vibration of getting rather than giving or if you’ve not closed the sales properly are just a few more reasons clients “change their mind” after you feel you’ve enrolled them.

To learn more, I’m hosting a free livestream training solely focused on the real reasons great prospects say no.

If you’d like access, simply opt in at www.WhyTheySayNo.com

Just Believe,®
Interesting Image

 

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.

How should I market this?

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

Neagle                                               Code Question


Dear David,

I am working with children and I am wondering how I should market this service. Should I go for the help I provide for the parents (more peace at home, being able to be proud of their child..) or should I speak about how my service helps the children (better grades, higher self esteem, less fear…)?

Your Compassionate Conversion Chart is a great tool and helps me a lot but unfortunately not with this issue 🙂

 

Neagle                                               Code Answer


Hello and thanks for this question!

To begin, a better question to ask is what specific problem are you going to solve?

I suggest you address the biggest problem that offers the most amount of pain and frustration to the parent.

In this case, the parent is the decision maker and has the ability to purchase your help, therefore you should be marketing and selling to the parent.

But if the parent doesn’t sense the URGENCY around resolving the problem, chances are they won’t purchase your service.

The Compassionate Conversion Flow Chart solves this by leading you to ask: What will happen if this problem doesn’t change?

In other words, if I have a problem with my tooth and don’t know how to fix it, the reason I don’t know how to fix my tooth is that there is something about it that I don’t understand. If I’m going to get it fixed, I have to go to someone who understands and has the expertise to fix it. The pain associated with my tooth ache also creates the sense of urgency to find the solution immediately.

The Compassionate Conversion Flow Chart can totally change the outcome of how you conduct sales. By identifying the specific problem you solve for the child and parent, you can leverage the questions in the chart to guide them through the series of strategic questions that bring order and clarity in their mind to help them understand what they really need; which then empowers them to make a decision.

By helping your clients SEE the problem YOU UNIQUELY SOLVE and then tapping into a sense of urgency for them to make a change, you get the privilege of helping them with the solution; which is ultimately what sales is all about!

Just Believe,®
Interesting Image

 

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.

[Fast Cash Formula Series] Article #7 ~ What Is Your “Why?”

In the last article, I asked you to identify why you have the particular bills that you do.

Today, I'm asking about a different why.

Why do you want to change? What is your motivation for up-leveling your life and business?

I ask you that because in order to keep moving forward despite any difficulties or fear, you must have a compelling reason.

You must become aware of a strong motivation within you to make a positive change, and then keep that “why” front and center.

Otherwise, if you don’t have that strong motivation, you might just give up on your dream.

My “Why”

Before I made my first breakthrough, I was living next door to a drug dealer. It was a very unsafe environment for my family, and I had to get us all out of there.

I had debt, bills, problems and pain, and I didn't want that to be my legacy to my family. I also was being exposed to success principles, and I didn't want to go to my grave without finding out if they were as powerful as they seemed.

Your Why?

What is your strong motivation to change?

Do you long to leave a worthy legacy for your children and others? Do you feel a calling you have to fulfill? Are you trying to get away from a toxic environment?

I know an author who worked 10 years on a book about an ancestor. Her “why” was, “If not me, then who?” If she didn't vindicate her ancestor, probably no one ever would.

The truth is, that statement is relevant for everyone. If you don't do what you're called to do, no one else will. Like Martha Graham said, if you block the life force that wants to come through you, it will never exist.

And if you don't connect with a deep motivation for expressing that life force, you may give up when the path becomes difficult or your subconscious creates chaos around you.

Don't let that happen. Look within and ask yourself: “Why do I want to better my life?”

Keep It Prominent

Once you know your “why,” think about it often.

Amplify it, extoll it, honor it in the ways that make sense to you. Make a video or audio recording where you talk about it in full, and then listen to it every week. Regularly engage in fantasy where you see your “why” play out. Make a visual representation of it, such as by putting up pictures in your office of your children or grandchildren.

Whatever you choose, keep your why front and center. That way, when you're experiencing difficulty or you have to do something challenging, it will pop immediately to mind.

For instance, early on when I encountered resistance to making sales calls, the ugly mug of my drug-dealer neighbor would appear in my mind's eye. You can bet, I immediately picked up that phone!

What could elicit the same response from you?

What is the “why” that will keep you barreling toward your goal?

Got it? Leave a comment below to share YOUR “why” with me. Perhaps together we’ll inspire others to do the same.

 

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.

What if your life depended on it?

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

Question:

Hi David,

I am a business owner and I have not been making the calls I know very well how to do, and I know I should be making. How do you approach this conversation, and really help people get back to life? I have basically stopped making sales prospecting calls completely. The income is now way below my needs. I am stuck. How would you suggest I get back to being really productive again quickly and properly? I feel so dumb for allowing this to happen. I have had many big wins, some pretty high highs, but this has been worst decade of my life. Wondering if you have a thought you can share.

Answer:

Hi and thanks for your question.

The problem is not with your unwillingness to make sales calls. The problem lies with your sense of urgency to make those calls.

Let me explain.

Right now, it's serving you to not pick up the phone and do what you need to do.

Be honest, how does it benefit you to be in the situation you are in?

At first your conscious mind will tell you that I'm crazy, and of course it's not benefitting you to be “stuck”. But take some time and really think about what would happen, both good and bad, if you were to start picking up that phone and doing what you know you need to do.

You are creating this, and you are creating it because somewhere in your subconscious, you WANT to be stuck.

Whenever you doubt that, ask yourself this question, “If my child's life depended on me picking up the phone and making a sale, would I do it?”

If your answer is yes, then you know that you don't want your success bad enough to be willing to do what it takes.

You asked how would I suggest that you get back to being productive again.

I would suggest that you make a decision about what you want. The decision always comes first.

And I have a feeling that there is a decision in your life that you are resisting making and once you make that decision, your sense of urgency will increase and you'll pick up the phone and make the calls that are necessary for your success.

“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.TheNeagleCode.com to participate.

PPS: May I ask you to help me spread the word about this program? Is there someone you care for who is stuck, or struggling, or lost, or unhappy? Because if so, I would very much like to help. No matter their question, no matter their predicament, no matter if they've never heard of me before … if they would like to ask for help via www.TheNeagleCode.com, my Team and I will do our very best to provide that help.

My prospects can’t afford me!

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

Question:

Help! I don't seem to be attracting the people who can afford my programs. I have conversations with them, and just by what they are telling me, I know they can't afford my services. Most of the time I don't even offer what I know they need because I know they can't afford it. How can I attract people who can pay for my services?

Answer:

Thanks for this question!!

But hold on a second…if you don't ask for the sale, how do you know they can't afford what they need?

You don't have a client problem, you have a sales problem, and the answer is simple…

You need to step into being the expert that you are.

Allow me to explain.

Let's say you have a problem. You're experiencing chest pain. You rush to the doctor and he runs some tests. He discovers that you need open-heart surgery.

He comes back into the room to tell you his recommendation, but he looks at you and determines that you can't afford open-heart surgery.

So instead he clips your toenails and sends you on your way.

That doctor has broken a Universal Law. He has taken away your right to choose.

How does that make you feel? Probably not very good, because you'll have a heart attack without that surgery.

The above scenario isn't much different than what you're doing with the people who are coming to you for help.

You are the expert, and the truth is, if their sense of urgency is high enough, the money will be there.

Don't take away someone's right to choose what's best for them because you've judged that they can't afford what they really need.

“Just Believe”,®

P.S: 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.TheNeagleCode.com to participate.

P.P.S.: May I ask you to help me spread the word about this program? Is there someone you care for who is stuck, or struggling, or lost, or unhappy? Because if so, I would very much like to help. No matter their question, no matter their predicament, no matter if they've never heard of me before … if they would like to ask for help via www.TheNeagleCode.com, my Team and I will do our very best to provide that help.

Hit an income plateau? Here’s how you SHATTER it…

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

Question:

Hi David,

I seem to hit plateaus in my life. I hit a goal and then have a hard time going to my next goal. Last year I did over $300k but for some reason I get comfortable and want to take it to the next level (7 figures) but am having difficulty turning on the motivation and clarity.

Answer:

Thanks for this question!

Let me answer your question with a question.

Why do you want to hit that 7 figure mark, and EXACTLY how much money do you WANT?

Remember, that the very first stage in creating the life you want is to make a decision.

The first step is to decide EXACTLY what you want (or better).

Your decision should be based on something you're emotionally tied to, something specific you want, and that really pushes you to “feel” your goal.

For example, Joe wants $500,000.00 by September 23rd so that he can buy the house at 567 Random Way, and move closer to his children, so that he can take a more active role in their lives.

Joe is emotionally tied to the money he needs because it will allow him to be closer to his children.

He's made the decision and he's emotionally connected to it. The emotional connection gives Joe a sense of urgency to attain his goal. He knows that the longer he takes to hit his goal, the less time he gets to spend with his children.

This sense of urgency keeps pushing him forward.

What is your sense of urgency to hit the 7 figure mark? What's going to get you out of bed in the morning to do what you need to do to hit that goal?

I have seen many entrepreneurs choose a financial goal out of thin air, and then can't understand why they have never been able to hit that goal.

They don't hit the goal because they are not emotionally connected to it, and there isn't a sense of urgency behind it.

There goals were wishy-washy.

For any entrepreneur reading this, ask yourself the following 3 questions:

1) What exactly do I want? (Make a list and attach a dollar amount to everything on it)

2) Why do I want this? (Be very honest about this)

3) What happens if I don't meet this goal? (This will help you determine how strong your sense of urgency is)

Once you've answered this question, expect to hit the goal, and take action toward this goal EVERYDAY!

“Just Believe”,®

P.S: 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.TheNeagleCode.com to participate.

P.P.S.: May I ask you to help me spread the word about this program? Is there someone you care for who is stuck, or struggling, or lost, or unhappy? Because if so, I would very much like to help. No matter their question, no matter their predicament, no matter if they've never heard of me before … if they would like to ask for help via www.TheNeagleCode.com, my Team and I will do our very best to provide that help.