When a person calls to inquire about your services, usually the first question they ask is, “How much?” The way to respond to that question is with Critical Question number one. Instead of telling them how much, just say, “Would it be all right if I ask YOU a few questions?” Before you do anything make sure you have their permission to have a conversation.
Critical Question #1 is asking permission.
Now, I have had some pretty belligerent people call me up, and insist that the only thing they want to know is my fee. I won’t give it to them. Sometimes they turn out to be psychology students from the local University. Sometimes they’re new hypnotists trying to find out what the competition charges.
Regardless, I won’t tell them my fee until I have permission to begin a conversation. They have to be willing to tell me something about themselves. So, I tell them that before I can answer that question, I need to know a little more about them. I tell them that I don’t work with just anyone so, “How much” just isn’t relevant until I find out whether or not we’re a “fit”.
Most people who call are in earnest. They have a problem and they’re looking for a solution to. They’re hoping hypnosis is the answer they’ve been looking for. What they don’t understand is – it isn’t. YOU might be. But to know, for certain, you need to have a conversation to qualify whether or not you’re a fit.
The three questions that follow are preliminary uncovering questions that give you a way to very quickly assess whether or not you need to continue the conversation with that person.
- What’s the problem?
- Why is it a problem?
- How much of a problem is it?
Until you have answered these three questions, “How much?” is simply the wrong question to be focusing on.
Learn how to take charge of the healing process using 6 Critical Qualifying Questions in the Ready for Regression Complete First Session System course.