More certainty
Dictate, don’t ask
Website “check X’s availability”
Are you ‘choosing’ or are they?
- People with low value beg
- People with high value choose
Don’t oversell yourself – shows them they’re doing the choosing
- They want to book you, get to the point
- Ex: “I’ll send you a copy of my book”
- They would’ve hired you with/without a book
Don’t say ‘thank you for your response’ = “Thank you for talking to me”
- Just say “Thank you” or “Thanks” = end of conversation
- By trying to build rapport, you do the opposite by wasting their time
- If it doesn’t add, it detracts
If my schedule were completely booked, how would I respond?
- You would never try to ‘convince’ someone
- Liars go into detail. Truth tellers expect to be believed
“To spell out the obvious is often to call it in question.” – Eric Hoffer
- If you say “I’m busy” = people question it. But
- if you say “Here’s my schedule…” = ‘busy’ becomes true
Never negotiate against yourself – How would you respond if your schedule was full?
- Ex: His price is a lot = “Yes he charges a lot. We have to increase it every year”
- They don’t want the cheapest, they want the best
- ‘Lowering’ your fee doesn’t get the gig
- ‘Accepting’ a lower fee gets the gig
- Lowering fee = they’re choosing
- Accepting low fee = you’re choosing
- ‘Accepting’ a lower fee gets the gig
You get to the point of being in-demand, by actually being in-demand
- Send out tons of emails, to a point where you can’t keep up