Why One Demo Said NO To Taking Over Another Demo's Club

One of my Coaching clients, Kathleen Innes, shared with me an e-mail she sent to her downline yesterday.  She was kind enough to let me share it with you.  Please read it all the way through.  I'll share my thoughts at the bottom:

John Sanpietro has posted another video on pricing. This one is entitled, "How To Compete With People Who Charge Less Than You." Find it at http://www.youtube.com/watch?v=qMw6ht0yS9M

It's excellent.

Once you've watched the video, you'll understand why I recently refused to take a 12-member stamp club from another demonstrator who is quitting. One of the club members contacted me because they "loved" my blog and website. They loved me so much they wanted me to lower my club minimum (by half!) and waive my supply fee.  I compromised slightly, but only slightly....knocking the minimum down by $5 and pointing out that I do three projects, including a 3-D item (Their demo only does two cards.)

I knew if I accepted their terms that I would resent it every time I was preparing for 12 people and driving to their houses every month.

I also knew that I could prepare half the number of projects and make the same amount of money with only six people in the club who cheerfully pay my normal minimums and fees....and come to my classroom.

Did I give up something? Sure -- the possibility of finding a crafter who might spend big and possibly a potential recruit in the 12 leads...but here's the thing. This group's current demo is quitting because she's not making any money. Of course she's not! She's undervalued her services, committing profit hari kari. I did point out to the club's representative that I would still be here in a year, and two, and beyond and that if the group changed their collective mind I'd be happy to work with them...but on my terms. (I delivered the message much more gently than that, BTW.)

I'm sure there are those of you who are shaking your heads and wishing I'd passed the contact onto you. But think about it. I value your work -- and mine -- too much to tempt you with an opportunity to undervalue your worth and undermine all of our businesses.

I don't think my dentist would be amused if I offered him half the fee he usually charges because the dentist down the block charged so much less; nor would my hair stylist be excited about the "opportunity" to cut my hair for half-price because that's what another beauty salon charged before they went out of business.

We have a great product to sell. We have access to training, resources and ideas. We have each other to support, challenge and encourage us. We do fabulous projects. We have oodles of expertise, talent and teaching ability. 

Why sell that short????

As John would say, here's wishing you a profitable and productive week. :-)

I think this is a fantastic message to send to you downline.  Letting them know they don't need to jump on every 'opportunity to undervalue themselves' is a powerful... and empowering message that will help them, and you, grow your businesses in a sustainable, profitable way!

Great job, Kathleen!

Ask yourselves, by your words and actions, what message are YOU sending to your downline?

Just trying to get you paid!