This week’s question from our portal “Ask Us Anything” comes
Lots of people attend our events. We convert a certain percentage of people; when we do follow-up procedures for those who don’t sign up.
Many people will attend and not buy, because they think they’re going to do it themselves. They’re like, “Now I have all the information, I’m going to change. I’ll do it myself.” They’ll tell us, “Let me go implement, and I’ll join later.” And they don’t.
The benefit of joining with us is we map out the process. We give them guidance and accountability to keep them moving. They usually have an idea of what to do, but they don’t plan it, map it out, or execute it. What’s a good way to follow up and help those people understand that they probably aren’t going to do it by themselves?
If someone said to me, “Let me go implement,” I would say:
“That’s great. You need to go implement, but you also need to know if you’re doing it right. That’s why we have this program—to make sure you’re doing it right. You don’t want to spend all this money and get halfway down the road and find out you’ve been doing it wrong.”
Most people do it wrong—then they don’t get the results and think it doesn’t work.
When people try to cut costs, it’s like, why would you do that? As a coach, you could probably save a person YEARS with your knowledge. Yet they’re scratching for pennies. I would tell them that.
I’ve told people, ”I’ll save you 10 years in what you’re doing. The chances of you figuring out strategically what to do, having the mindset of what to do, and dealing with the emotional stuff that comes up—plus all the other entanglements you have in your life—the chances of you making it are almost none.”
And that’s 100% true.
I think you need to be more direct with these people.
If you know they’re penny pinching, I’d say, “Do you have any idea how much this is costing you because you don’t want to pay a little bit more?” If you value money that much and you value what you just spent with us, don’t throw it away by going out there and trying to implement it without any guidance.”
Sometimes people will take years of trying to do it by themselves, before they come back.
In my company we’ve actually mapped it out—when people try to do it themselves in the beginning, how long does it take for them to come back to us? There’s a three-year average.
It’ll take people three years to come back around after they’ve said no the first time.
Often they’ll come back and say, “Hey, we screwed this up. Would you show us how to do it the right way?”
Most people don’t ever figure it out on their own. A few do, because they really want it and something just got in their head the wrong way.
But I think it’s time for you to have a hard conversation with these people in that moment.
David
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