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I keep giving my expertise away for nothing!

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

Question:

Hi David,

Thank you for your guidance! I am a nutrition coach and also an elementary school teacher. I am often approached by friends/co-workers/acquaintances with questions about weight loss and management. I am passionate about my expertise and love to converse about these topics, however; when asked to provide more personal advice, I am uncertain about the best way to shift from an inquiring acquaintance to a client. Should I just outline my services and costs verbally? Email? Pamphlet? Your thoughts are much appreciated!

Answer:

Hi Erin, and thanks so much for your question!

I would like to take this moment to introduce you to your two new best friends…

THE QUESTION.

And

THE BOUNDARY.

You see part of your problem is that you’re not in control of the conversations you’re having with your friends/co-workers/acquaintances. You’re allowing them to be in control. And the other part of the problem is that you’re not setting clear boundaries about what you will and will not give away for free.

And the only way for you to regain control is to bring in the QUESTION.

I cover this in-depth in my training called Compassionate Conversion, but I’m happy to give you an abbreviated version here.

As soon as someone asks you a question, I’d like you to answer with a question. This allows you to be in control of the conversation, and positions you as an expert, rather than a friend/acquaintance/co-worker.

Example:

Co-worker: What’s the fastest way to lose 10 lbs.?

You: What’s your biggest frustration with losing weight?

In just the simple asking of that question, you can immediately see what they are really wanting help with, and they can see that you’ve got their best interests at heart. Let’s continue:

Co-worker: I just can’t seem to stick with eating healthy. I’ve tried and tried, and every time I last 2 weeks, and then end up eating Oreos.

You: I see. There are a number of reasons that can be a factor when trying to lose weight. Based upon what I know about you, I think I can help. I have a program I think could really help you kick the Oreos to the curb for good. When would you like to schedule a time to talk?

This sets a clear boundary that you’re not going to solve all of their problems at no charge, and it maintains that you’re in charge of the conversation.

Anyone in a “helping” profession can relate to this scenario, and the key is to use questions and boundaries to make sure that you’re converting inquiries to clients.

If you’d like more (question by question) instruction on how to manage a sales conversation, go to: www.compassionateconversion.com

“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.

 

P.S. Whenever you’re ready… here are 2 ways we can help you grow YOUR business:

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What you can expect to learn during this 3 day event:

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