GUARANTEED WAYS

TO CLOSE THE DEAL

TRICKY FREELANCE CLIENTS

THE “POWER OF YES” TECHNIQUE

BY SPENCER FORMAN

COURSE NOTES + ACTION STEPS

 THE "POWER OF YES" TECHNIQUE

In this handbook you will learn how to apply the very

powerful Japanese negotiation technique of "YES!"

One of our 1WD.tv students had the following question:

I am hosting a client’s website. If we ended our working

relationship, is the burden on me to help her to transfer her site
to another web host or would I just have to give her the
password information to access her files?

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EVIL GENIUS TIP
FROM SPENCE

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Ironically, the web hosting is your strongest leverage…but you may not
realize this yet.

You see… in order for the psychology of this maneuver to work, you
have to do a “clean break”. It’s JUST like a relationship breakup. You
can’t be effectively dramatic if you “sort of” break up, and then bicker
over who gets the CD Collection. You have to just pack up your own
stuff one day, move out without drama, and leave a nice note (but with
a forwarding address in case they have a change of heart).

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This particular client sounds indecisive. This means trouble for you
down the road.

Since you now hold her webhosting… just tell her that you charge
$XX.XX per month for hosting. If you’ve not given her a price for this
before, make sure you charge 4X what you would’ve otherwise.

I suggest a minimum of $25 per month, but I’d go as high as $99 per
month depending on your client’s budget.

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Here is your “secret weapon”. If she wants to move to a new
host… use the Japanese Negotiation Tactic of “yes”:

Her: “That’s too much, I want to move my site”.

You: “No problem at all, we can do that!”

Her: “Ok, what’s involved”

You: “We have a standard one-time transfer charge of just

$299.00 to move it to any host of your choosing. Please
send me the login details, and I’ll send you an invoice so
you can prepay with credit card or paypal. Once we’ve
received payment, we’ll move the site immediately for you.
No problem!”

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See what just happened?

You just put all that hassle on her for something that you’ve
not yet made the mistake of undercharging (thank
goodness!), and now she will have to deal with the cognitive
dissonance of whether to even move any of her stuff. It will
all seem like a huge hassle to her AND she has to pay for
the trouble.

Or... she can go back to the table and offer to discuss with
you a better price for you to keep doing a good job for her
as before, but with additional funds for all her changes.
Worst case, she pays you $300 for what will take you 10
minutes tops (to move her site).

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Spencer Forman is the founder of LabSecrets and LabZip,
companies that provides incredible software, practical advice,
and hands-on WordPress solutions for other entrepreneurs
who may be struggling with the mechanics of how to turn their
online business dreams into reality.

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