I remember a video where Dan Lok was talking about a story where someone called in and said they were interested in joining his high-ticket closer certification program.
And in the conversation, this individual put Dan Lok on hold and said, “I got to go do something, I’ll be back in a short bit, give me 5 minutes”
And they put him on hold for more than, 15 minutes! And then came back later, somewhat apologetic, and continued the conversation.
And Dan Lok said, “There is no way that I’m going to let this person enroll and work with me”
Now you’re probably wondering what does this have to do with me Adventgao? And why would Dan Lok do that?
It’s because evidently, they have no respect for his time, they see themselves as better than him, they see themselves as higher than his status.
They think he needs them, when in fact, he doesn’t need them at all, they need him, but they think he needs them, as evidenced by their lack of respect for Dan Lok.
Now, the lesson Dan Lok said is that, this is unfortunately all too common among beginner, amateur, and even expert, consultants, and course creators.
They demean themselves in the sales conversation, they work around the client’s schedule, they say things like, “Oh, you can’t make the meeting, no problem, we’ll reschedule, I’m available all the time anytime, you tell me when.
They go out of their way to visit the client’s office, they bend over backward to negotiate terms, pricing, and deliverables, they bend to the client’s will.
And all of that screams one very loud and clear message to the client, and that is you need the business.
And if you need the business, you have no power in the relationship, you have no leverage, you have no negotiating power whatsoever.
And the moment they’re done with you, and they don’t need you, they’ll discard you and go and find somebody else who’s cheaper, or do something internally.
And so, you want to think about when you engage with clients and prospects in that initial conversation, are you matching their status? Are you matching their level?
Because the truth is, if you match their level, they’ll want to work with you even more, because they’ll see you as somebody who’s sought after, they’ll see you as the prize.
Or are you demeaning yourself in an effort to make things convenient for the client, are you coming in at a lower status, and then getting taken advantage of? Which sadly happens all the time.
Don’t be surprised… If you demean yourself low, you will get taken advantage of, and then shortly after you will get burned.
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