VALUE 7 Ways To Lose It 7 Ways To Gain It
7 Ways To Lose It From our marketing, first call, first impressions, what we say in our talks and how we close. We, as practitioners with a heart to help, are most guilty $ follows VALUE.if you are not closing, you did not build enough VALUE. Or, more accurately, you LOST VALUE it s that simple.
1. Not Knowing Your Problem: True Identity VALUE We all have a value that has been given to us (identity). Our identity creates certain feelings that create certain beliefs that drive certain actions and eventually become facts and who we are. i.e. old people given young thoughts, and young people old thoughts. Answer: Start with a new fact. We must change our thoughts to change our feelings and, ultimately, who we are. CALLED TO A PURPOSE. You are the sum total of the 5 people closest to you Pick new friends Hire a coach, and start with YOU. Read You Are The Placebo by Dr. Joe Dispenza.
The Promise You are today where your thoughts have brought you. You will be tomorrow where your thoughts take you. James Lane Allen As a man thinks so is he.
2. Too Cheap (price) Two Problems: 1.Your price is Not Congruent with your message of changing and saving lives. You say one thing, your price says another. Patrick Gentempo Your practice will only rise to the level of your first incongruency. 2. Price dictates RESULTS My VALUE Equation I.E. Joshua Bell Expectation = VALUE = Results Does the price of a pain killer change its results? YES. $2.50 vs 10 cents = 50% reduced results. Answer: Simple, raise your price on Monday.
Problem: 3. Selling They can t make a decision in their intellectual mind (at the end of a talk or in a day 1). People don t buy WHAT you do, they buy WHY you do it. i.e. golden circle Answer: Stop talking about all your features and benefits. Stimulate their emotional mind Bring them back to their WHY. In a day 1 give them the price, and if they ask what they get for that, the answer is their WHY that simple.
Two Problems: 4. Making Deals 1. Crushes you and staff members head space. Your VALUE becomes that of the last deal. 2. Price affects results esp. with discounts in health-related products i.e. Sobe energy drinks. 15 question word puzzle: No drink = 9 answers right Full price = 9 answers right 1/3 discount = 6 questions right Answer: Easy Never, ever make a deal again-starting Monday.
Problem: 5. Too Available To Patients Why should I pay when I can ask you questions over the counter or adjustment table? It lifts your veil as the expert with the answers that everyone believes have the secret they need to get well. Answer: They must have an appointment or a program. Start Monday, new rule in office.
6. You Treat Everyone and Everything Problem: You are a dabbler. HOW DOES THE PUBLIC VIEW DABBLERS VS SPECIALISTS? It sets up an expectation, which decreases VALUE and affects results. Expectation = VALUE = Results Answer: Brand yourself as the expert in one or two things MAX You must speak it this way, esp. on first call WHAT DO YOUR WALLS SAY?
7. Putting Your VALUE on Your Results Problem: Leads to BURNOUT. You will never get everyone well (not everyone wants or is ready to get well). Eventually your mindset is affected and will create worse results. Answer: Put your VALUE on your expertise. My goal is to TEACH you NOT TREAT you It s tuition This creates an increased EXPECTATION and ultimately increases your results EXPECTATION = VALUE = RESULTS
7 Ways To BUILD VALUE 1. Start with YOUR mindset- Hire a coach, hang with bigger thinkers 2. Come from your Why You must serve something BIGGER than you Build Rapport, Connection and Trust = VALUE 3. Only take COMMITTED patients I don t take everyone and you must be willing to do everything I say. not everything I say is easy
7 Ways To Build VALUE 4. Put your VALUE on your EXPERTISE NOT RESULTS My job is to teach you what you need to do, and continue to do, to get your life back. My goal is to teach you not treat you 5.Charge the BLACK PEARL PRICE 6.Elevate the EXPECTATION Price is #1, what's on your walls? And How are you looking? 7.Use SHORT, BOLD, AFFIRMATIVE statements