Gulp!
Channel: Carolyn Herfurth
Date: 2011-08-18

http://thebiztruth.com

You make your recommendation to your prospect and give him your price.  

There's a moment of silence a then a BIG GULP!

The question is... which one of you is doing the gulping?

Is it you, because you're full of self-doubt?  Questioning whether you're charging too much?  Wondering if you're worth it?  

Or is it your prospect who's doing the gulping because he just got done telling you EXACTLY why he needs you and you told him EXACTLY what will change for him when you work together... but now he's not sure.  

I want you to know something about what your prospect is battling with... On the surface he might be wondering whether your services are worth the investment. 

But deep down inside and he's probably not even aware of it, he's second guessing whether HE's worth it.

At his core, he wonders whether his efforts are worth the time, effort and expense.  Maybe he should just bag the whole thing and settle into his current reality of reading more books, doing more self-study and scouting out free resources. 

Even though, at his core, he knows that's what he's been doing all along and it hasn't made the drastic difference he needs.

Being an entrepreneur takes a leap of faith. Faith in yourself. Faith that what you're doing for others will help them make their own big leaps. And faith that the investments you make in yourself are necessary to accomplish big things.

I know that the biggest leaps I've made in my life and my business have come about after I've stroked a check for tens of thousands of dollars (which I've done many times... starting almost 10 years ago when I bought a franchise... because ... beneath it all... it's proof that I'm committed to myself, I believe I'm capable of great things and it lights a fire under my ass...

So when you KNOOOOOW you're worth it based on results you've gotten for other clients, stand strong because it's the best thing you can do for your prospect.  

So stand strong, Entrepreneur.  Stand strong.

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