Got a question from Greg about what I’d do if a prospect is asking for 1:1 coaching, doesn’t want to do group even though they haven’t even talked about it yet.
There’s a bunch of things we could do here. But one of our clients, Mike Gionta, has a little test that he does with clients when they ask that. I think he’s amazing.
He says, “Okay. I’m going to give you two options. I’m not saying I do, but imagine I have the power to put my thumb on your forehead and just hold it there for 10 seconds. And when I took my thumb off, your business has magically doubled. That’s option A. Option B is we do a 1-hour call once a week for a year and your business grows. Which would you prefer?”
And most people say, “Well, dude, if you have the power, I’d love you to just touch my forehead. Wouldn’t that be amazing?”
He’d say, “Here’s the thing. I actually don’t have that power. But what you’ve just told is that you’re more interested in the result than how long it takes or what the model is to get there. You’re more interested in the result than the 1:1 call. Am I right?”
“Right.”
“Let me show you how we do that faster.”
Anyway, I just think it’s a great little framing tool that opens up a conversation about results or time. Frankly, people aren’t buying your time.
If they ask, “How many hours do I get with you?”, it’s because they don’t know what else to ask. Really, they’re here to buy results. Nobody wants to spend hours with you, they want an outcome. And they think that spending hours with you is a way to get it.
Next time a client asks how much 1:1 time they get with you, just tick your thumb right in and say, “If I have the power to…” and watch what happens. Cool?
This is Taki from #AskTaki saying thanks to Greg for the question. Thanks to Mike Gionta for the final answer.
Take good care. I’ll talk to you soon.
Taki Moore, out.
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