The purpose of PowerCore is not to do business with each other – if it was, you’d just attend once, collect everyone’s card, and follow through. When people do that they might get a bit of business, but they don’t get any where near the value the Team has for them.
PowerCore’s purpose is for Members to get to know you closely – close contact – close enough to consider you are a friend and introduce you to their clients. It sounds like this: “I know exactly who you need, you need my friend Valerie. I’m having coffee with her Wednesday morning, I’ll have her call you.” PowerCore’s purpose is Members’ referrals >to their customers >who are your potential best clients.
Members who do business with you are most likely to be coded On Base; least likely to be Home Run or Grand Slam. Our purpose, at 7am, is not to sell to each other.
But, Members will want to do business with you.
They see you every week!
They know you better than they know anyone else in your industry.
And your InfoMinutes and 7-Minute Presentations make them eager.
If, when they choose you, you give them a discount . . .
what will they say when their client asks “So what does it cost?”
They’ll share the price they paid, of course.
Now their client is expecting the discount price too.
And when the price is higher . . . Ouch.
You can not afford to let Team Members think your discounted price is your usual price.
Here are two tools to fix that problem:
1: Talk price in every InfoMinute. Every one. Either give a price with the Blue Card (the new, valuable, usable information for the left brain) or include it in the Red Card (the client example story for the right brain). When you include price in every InfoMinute two things happen, both of them good:
1A: When Members use you they know what your rate is, and expect to pay it.
1B: When Members refer to you they know and share your usual rate.
2: Show the usual rate on every invoice. If you have a really good reason for giving a Team Member a discount (I can’t imagine what it is, but you may have one.) always show the real price first, then show the discount amount – with a valid* reason – and then the amount due:
|Layout and design, 10 hours||$150/hour||$1,500.00|
|PowerCore Member discount*||15%||-225.00|
Now they know what to quote when they refer to you, and they know the value of your gift to them.
But wait – there’s an *. Why are you giving a PowerCore Member discount?
(Are you catching that I don’t consider that a *valid reason?)
Is it because your prices are inflated?
_____>Then why should their clients pay your full price?
Is it because you’re not worth your stated rate?
_____>Then how can they, in good conscience, refer you to their clients?
Is it because you never charge anyone full price?
_____>What else shouldn’t they trust?
Here’s the wrap:
1: Members do business with you because they like you and need you, not “for the deal.”
2: Members have to know your price in order to refer to you profitably.
3: you must charge Members full price.
Want to argue? Comment? Question?
Join in below and step up referrals, W!