Full Price for YOUR Services (Product) Over and Over Again?
You Can Make It Happen Every Day!
Kevin Hogan
Page 2
Just Ask, Honey
First, the person obviously doesn't care about 500 pounds of his company's money.
Why?
It's not his money.
But it is his five minutes in paperwork.
And his superiors don't know anything about the grant!
Spending corporate or government dollars is actually necessary for a department to receive the same funding next year from the absolutely brain-dead budget people that create departmental funding each year.
Here's how it works: Whatever they got last year, they will get this year. BUT they ONLY get the money IF it is spent the prior year!
If money is saved or a department is operated efficiently, it will receive the budget that it got this year and when it comes to office furniture, picnics, parties, ...you get the idea... it won't be there.
What companies? What governments?
About 85% of all corporations with more than 100 employees and 99.7% of all city, county, state and federal governmental bodies in the United States.
Those of you who run your own small business must have your jaw on the table!
This is one reason big companies and governments are dying. It is absolutely necessary to literally throw money away, especially at the end of the fiscal year, in order to "get budget" for next year.
The great scam works like this.
Divisions and departments in big companies and government must spend their budget. They fought tooth and nail to get money for x, y and z in their budget. Sometimes they could get $100,000 for furniture but only a $2,000 increase in salary. Welcome to government and big business.
Now, the deal is that at the planning meetings for the next fiscal year, budgets aren't questioned they are simply met, unless the division/department is asking for MORE.
An example from my world: A lot of times a department will have money to hire a speaker but nothing for educational materials or vice versa...or maybe they have 15,000 left in training and they need to spend it all!!
Now, part of being creative is figuring out HOW to FRAME what YOU DO into the various line items in the budgets.
I know this all sounds ridiculous but it's how the world works.
Who would want to fill out a five minute form when, if they did, filling out that form would cause them to lose some of their budgeting for next year?
No one in Corporate America.
That's why money gets spent wisely or just blown on everything from parties to consultants, dinners to entertainers, furniture to flowers.
But there is more...less inisidious yet something you need to know...
Convenience vs. Cost - The Meta Filter
The person probably has a "Convenience" meta-program filter instead of a "Cost" meta-program filter. This severe of a meta-program aberration is seen only in about 1% of people. $500 or 500 pounds, for 5 minutes of work is not likely to go left on the table when it comes to their own PERSONAL money.
From a salesperson's perspective, it reminds me what Dottie Walters said to me one day: "Just ask honey."
You never know when they have to blow their money to have their coffers filled up...and you aren't taking advantage. They are desperate to spend it!
Think this: They MUST give their business to SOMEONE. Why not let it be you?!
Now, from the strict perspective of influence, realize that the above is ONLY ONE common cultural scenario that causes a "Cost/Convenience" metaprogram.
Some people simply will do ANYTHING for convenience irrespective of cost.
Think about it....next time...you wonder if you should ASK for the order or their business.
There is SO much money out there. So many people waiting to say "YES!" All one has to do is ask!
Thanks for writing!!!
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