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Have you heard about the psychological principle of commitment and consistency?
If not, heres what it means in a nutshell:
Once an individual commits to an action (no matter how small) that individual feels compelled to continue to act consistently with that initial action.
But so what? How can you use commitment and consistency to get paid what you're really worth for the service you provide?
There are as many ways as your imagination can stretch.
But heres one particularly effective way I've used the commitment & consistency principle with a prospective client for my copywriting services.
The prospective client contacted me and said he was eager to hire me but he wouldn't be able to scrape my fee together for another 4-weeks or so.
He said, "Is that okay?"
I said, "Ok, but I am extremely busy so if you want me to take you for "real" theres a couple things you need to do:
1). Ship me the product you want me to write for.
2). Send me a cheque for 20.00 pounds but DONT make it out to me. Instead make it out to So & So charity; and I'll forward the cheque on to the charity on your behalf."
Why did I do this?
Not because I wanted to look through his product (12 Internet Marketing DVDs) while awaiting my copywriting fee to arrive.
Also, notice I didn't ask him to make out a cheque to me. That would have made me look like a cheapskate looking for a quick pay day. Instead, I asked him to make it out to a local charity I support.
So, let's examine what happened:
I got him to commit to hiring me by shipping me the product.
I also got him to commit to hiring me by sending a nominal amount of 20 pounds - which I forwarded onto a charity. This also leads to the consistency principle of him sending me my copywriting fee (i.e., I got him into the process of sending me money).
Also, by saying the money was going to a charity - it made it very difficult for the prospective client to decline without losing face. As my fee for his project was into the thousands of pounds; if he backed out from sending 20.00 he'd "show his hand" (by his actions) that he wasnt a serious prospect.
Anyway, long story short
The prospective client DID happily ship his product and donation to the charity of my choosing; he DID hire me; he DID pay my full fee; and he WAS happy with the results my copywriting produced for him.
I think the above illustrates a good lesson for any consultant / coach / copywriter etc., who has been let down by prospective clients who say theyre for real but, only -
Play you like a fool.
The solution:
Get them to send you a cheque (for a small amount of your fee) made out to a local charity of your choice.
That will separate the talkers from the doers.
Try it!
Anyway hope you start thinking about how you can use the psychological principle of commitment and consistency to your advantage in your business.
Sincerely,
Michael Silk. The Cash Flow Generator.
If not, heres what it means in a nutshell:
Once an individual commits to an action (no matter how small) that individual feels compelled to continue to act consistently with that initial action.
But so what? How can you use commitment and consistency to get paid what you're really worth for the service you provide?
There are as many ways as your imagination can stretch.
But heres one particularly effective way I've used the commitment & consistency principle with a prospective client for my copywriting services.
The prospective client contacted me and said he was eager to hire me but he wouldn't be able to scrape my fee together for another 4-weeks or so.
He said, "Is that okay?"
I said, "Ok, but I am extremely busy so if you want me to take you for "real" theres a couple things you need to do:
1). Ship me the product you want me to write for.
2). Send me a cheque for 20.00 pounds but DONT make it out to me. Instead make it out to So & So charity; and I'll forward the cheque on to the charity on your behalf."
Why did I do this?
Not because I wanted to look through his product (12 Internet Marketing DVDs) while awaiting my copywriting fee to arrive.
Also, notice I didn't ask him to make out a cheque to me. That would have made me look like a cheapskate looking for a quick pay day. Instead, I asked him to make it out to a local charity I support.
So, let's examine what happened:
I got him to commit to hiring me by shipping me the product.
I also got him to commit to hiring me by sending a nominal amount of 20 pounds - which I forwarded onto a charity. This also leads to the consistency principle of him sending me my copywriting fee (i.e., I got him into the process of sending me money).
Also, by saying the money was going to a charity - it made it very difficult for the prospective client to decline without losing face. As my fee for his project was into the thousands of pounds; if he backed out from sending 20.00 he'd "show his hand" (by his actions) that he wasnt a serious prospect.
Anyway, long story short
The prospective client DID happily ship his product and donation to the charity of my choosing; he DID hire me; he DID pay my full fee; and he WAS happy with the results my copywriting produced for him.
I think the above illustrates a good lesson for any consultant / coach / copywriter etc., who has been let down by prospective clients who say theyre for real but, only -
Play you like a fool.
The solution:
Get them to send you a cheque (for a small amount of your fee) made out to a local charity of your choice.
That will separate the talkers from the doers.
Try it!
Anyway hope you start thinking about how you can use the psychological principle of commitment and consistency to your advantage in your business.
Sincerely,
Michael Silk. The Cash Flow Generator.
About the Author:
Michael Silk is a recognised expert in guiding entrepreneurs, service providers and copywriters generate additional cash flow into their business. For a restricted time you can get a FREE copy of Michael's manifesto, Advanced Internet Cash Flow Strategies. Just click on: how to trigger fast cash flow surge into your business.
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