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How to Move Through Your Prospects Biggest Blocks - by Heather Dominick

I've found that there are three big blocks that most often come up when anyone is looking at using a professional's service or getting ready to buy a product.
  •     Money
  •     Time
  •     Timing

This is with the understanding that everything else is a match. They have a need and you can serve that need. They feel connected to you. You have established trust, you both feel excited, and the energy of possibilities is clearly in the air between you.

Then one of the major blocks pops up.
What now? How can you help?

Let's start with first understanding the energy behind the blocks. By doing this, we are able to come from a place of empathy, rather than sympathy. It is a disaster move, as a service provider, for you to join them in their blocks.

That might sound something like, "I know exactly what you mean Ms. Prospect, and there are a lot of things that I really want, but can't have either. I hate it, too." This is a HUGE disservice to them and you.

So what you are really looking at here is fear (of the unknown, success, change, doing something positive for themselves...the fear takes different forms for different folks, but fear is fear).

We make excuses because we can't see the difference between an outer reality and our inner belief regarding that reality. For most of us, we have a hard time separating the two; we make them the same.

It might sound something like this:
  • I don't have the money now. = I don't believe I can raise the money.
  • I don't have the time now. = I can't see how to make the time.
  • I'm not ready now. = I'll never really be ready.

Back in the summer of 1999, I was studying in Ashland, Oregon and one weekend we found this beautiful lake to swim in and saw that across the lake people were jumping cliffs. Now, this is something I use to do a lot when I was in high school. So I swam across, climbed to the top, got to the edge and froze. I could not jump off that cliff. Every time I looked over the edge I thought, "This is a fifteen foot cliff; what if I miss and slam into the rocks, I could break my leg, I could die..."

Then, as I stood there, this boy, maybe he was eleven, came up next to me, and asked, "Are you going to jump?" I started to come up with all these excuses, but sighed and just told him I was really scared. And this is what he said to me,

"It's just air and then water. Just jump."

As I watched him sail over the edge and then bob up to the surface just seconds later, amazingly to me, I jumped. It was exhilarating! (And, obviously, I survived.)

This, my friend, is exactly how a prospect feels when considering working with you. They see a financial investment, an obligation of time and a challenge. They're preparing to jump.  So the automatic-human-fear-reaction is to make an excuse (Anything but jump!)

And, again, the worse move you can make is to join them. "Yes, this cliff is really high. You're right; it's impossible to jump. I understand how hard it is, so let me call you back in a few months and see if you're ready to jump then."

I can tell you, they will never be ready. (I know if that's what I'd heard, I would still be standing on that cliff, or worse, I would have turned around and gone back the way I came.)

Again, assuming your offer is right for them and they will truly benefit from working with you, then you are NOT serving their best interests if you "just let it slide." Telling yourself that you are serving them by letting them slide is your own excuse.

The energy of commitment is very strong. Let your prospect know that when you make a commitment the Universe begins to line up for you. Things may start slower than planned, but when you truly commit, it happens. Let them know that, together, you will take care of their concerns (money, time, doubts).

My sense is you'll hear, "Let's do it!"

Can I tell you it will ALWAYS go this way? No, but what I can tell you is that if YOU make the commitment to take a stand for the truth about the difference your service will make for your clients (and don't back down when they give you excuses), you will have a client who puts themselves completely in your process and together you will produce magnificent results.
Go ahead. Take a stand.

Your EnergyRICH® Call To Action

When clients are afraid to move forward, they will make excuses. They will give excuses that keep them from facing the challenge.

As a professional, you need to call forth the magnificence of your client, not join them in their fear.
  • Take a stand for them.
  • Take a stand for you.

Ready to take a stand for yourself and your business? If yes, join the EnergyRICH® Business Boot Camp. You'll be amazed at what starts to happen for you. You can ONLY win. The focused, powerful, group energy begins to make things happen very quickly. You're given lots of vital "how to's" at the same time to help you systematize your business for prosperous growth. Jump in and join us as an early bird (this special rate will be gone SOON) http://www.energyrichbootcamp.com. (Why waste a lot of time and money when you can manage your energy to build your business successfully with JOY?)

Heather Dominick is the creator of the EnergyRICH Success System®, the essence of her years of education, marketing training, and sales tools. Heather uses this proven step-by-step system to coach entrepreneurs by creating an energetic map to harness their energy once and for all. Her coaching philosophy is that an individual cannot “do” business, but needs to BE business at a holistic level that integrates thoughts, feelings, words, and actions. She calls this managing your energy. It's important that an entrepreneur do the inner and outer work necessary to activate this skill and belief in them. Only when you have activated this in you, can you fully and confidently present yourself and your business to others. That is what is at the heart of assisting individuals in making any outer changes in their businesses.

Heather's strengths include helping clients to articulate their businesses and life visions, and develop strategic execution plans to achieve these goals. Her primary focus is in helping entrepreneurs identify sources for increasing the productivity and profit of their businesses. She is an insightful accountability partner who helps her clients stay focused and motivated while growing, changing, and enhancing their businesses, successes, and lives.

Visit her online at http://www.energyrichcoach.com

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