You could argue that ALL humans are procrastinators, not just our clients. Making decisions is actually draining on our brains so pushing it off to later is a great way to conserve energy. Sometimes I hear team members are surprised when a challenger wants to “wait for later” or “will let us know at the end of the challenge”.
This should NOT surprise you because they are procrastinators.
Procrastinating is the perfect way to gain weight. Think about it….if you procrastinate on what to eat for dinner you will likely decide when it’s too late as you turn your steering wheel toward the McDonalds drive-thru.
Procrastinating on working out leads to someone not going and choosing to sit on the couch and watch TV and open up a bag of chips.
Procrastinating on your health is what makes you pack on pounds and get on medication. You keep saying next week, next month, next year and the day never comes…until it’s too late.
OUR CLIENTS ARE PROCRASTINATORS BY DEFAULT!
Our goal is to Coach them through behavior change ethically with “pull energy” vs “push energy”. If you are going to pitch someone continuing with us, then you should go into the conversation with a strong bonus or guarantee that battles procrastination.
I’m a big believer in being “Mr. Cool with the hook up” to create pull energy vs push energy which shows up as “signup or else x will happen to you.” The forceful closes rarely work.
Here’s some strong closing offers we’ve used…
- Signup today and I will give you 10% off
- Signup today and I will put you in our members 6 Week Challenge FREE
- Signup today and I will give you an EXTRA DAY of Small Group on your program for 30 days
Again, you should not get caught off guard when someone procrastinates. You should be prepared and ready for it.
I hope this helps you to close more deals.
Happy selling!