Do you want to make your clients an
offer they can't refuse? We all do.

And we're going to tell you how on
this edition of the Inside vs. Show.

Hey, now I'm Nikki G, this
is the Inside Vs. Show.

Today we're talking about how to make
your clients an offer they can't refuse,

and who better to do that with
than my partner, Dave Lorenzo,

the godfather of Growth.
Dave, how are you?

Hey, now, Nicola, I am so much
better now that I'm with you.

It's great to be with
you today. How are you?

I'm great, thank you, Dave.

You're always making your
clients offers they can't refuse.

That's the reason I am on this podcast
with you because that was an offer I

personally could not refuse and didn't.
So that's why we're here together.

So why don't we let our
audience in on that secret,

how you get your clients to do that?

Yeah, well the secret really
isn't a secret at all.

It's just a combination of
things that you can put together,

any of us can put together to
help make it easier for clients to

say yes to things that are good for them.

And this is the framework
that we're operating in.

I'm not trying to manipulate anyone.

What I do is influence people.

And the difference between influence
and manipulation in my book is influence

means it's good for you
and it's good for me.

Manipulation would mean
it's just good for me.

So for the example that
you set out the show,

it's great for you, great for me,
great for the audience, everybody wins.

That's how I got you to do the show. It's,

I told you it's going to
be great for everybody.

So how could you say no to that?

But we've got five specific things
we're going to share with folks who are

listening,

folks who are watching today that will
help them make better offers that people

find irresistible. And the first thing
that I'm going to open up with is

something that is so natural and so
intuitive. You're going to go, oh,

I can't believe I hadn't done this sooner.

Stop making yes or no offers
and offer people options.

Every time I sit down with someone and
I make 'em an offer to work with me,

I never give them a proposal or
an opportunity where they can just

say yes or no. What I do is I
sit down with them and I say,

there are three ways we can work
together. There's the first way,

the second way, and the third way.

And what I always make sure I do is the
first way gives them exactly what they

were looking for at a price
or an investment level.

That is completely fair to me. But then,

because I've done my homework and I've
done my discovery process on their

business and what they want personally,

I know that in addition to needing
what they said they wanted,

they also need something else.
And that something else is something that

maybe they know consciously they need,

but they had a hard time articulating
or maybe they didn't even realize they

needed. And I helped bring it
out during our discovery process.

So option one is exactly what they asked
for. Option two is what they asked for,

plus what they really need, the
thing that's underlying the issue.

And then option three is something
that is aspirational for them that will

help them move to the next level in
their business or in their personal life.

So let me give you an example from a
world you are intimately familiar with,

Nicola. So let's say you're a litigator,
but you also have a transactional, uh,

department in your law firm and
someone comes to you with an issue,

they're being sued, and you
say to them, okay, Mr. Smith,

I can represent you and I'll,

I'll represent you in this lawsuit and
here's what I'm going to do for you. I am

going to represent you in this lawsuit.

I'll be your counsel and for the
representation in the lawsuit,

I'm going to charge you, you
know, four 50 an hour and I'll be,

I'll be your lawyer. However,

I think because the underlying
issue that caused this person to

sue in the first place still exists,
I think you need to fix that.

And our transactional team can help
you plug that hole in your contracts.

So I'm going to represent you for eight
50 an hour and then our transactional

team for option number two,

our transactional team will plug
the hole in your contract for

$10,000 plus the eight 50 an hour.
And oh, by the way, Mr. Smith,

in case you have other legal issues,

we have an entire general counsel
service and that General counsel service

enables you to take advantage of
up to 15 different transactional

services every month.
Also,

it would get you the opportunity to
fix that contract issue and probably a

dozen other things that
you don't know are wrong.

We'll do a whole audit as part of this.

It's included in the price and that
four 50 an hour if you sign up for our

general counsel service,

that gets reduced by a hundred
dollars an hour to three 50 an hour.

And the general counsel service is
for a one year engagement of our

services for a flat
fee of $10,000 a month.

So instead of paying
$10,000 for the contract,

whole fixing in and of itself,

you pay $10,000 a month and we can do
15 different things every month for you.

And you get a hundred dollars an
hour discount on your legal services.

So you can just hire me to represent you
in this one case for four 50 an hour.

You can hire me to represent you in this
case and plug the hole in your contract

for four 50 an hour plus $10,000.

Or you can have our General
counsel service for $10,000 a

month for an entire year. And we'll do
15 different things for you a month,

all of which I'll outline for you.

And we'll plug that hole in the contract
and you get a hundred dollars an hour

discount on your representation.
Think about it this way,

if you work with us for
200 hours on this case,

which you could easily do,

think about the money you would be saving
if you went with the General counsel

service just on that one case alone.
I mean, it's totally up to you.

There are three options. The table for
you. I hope you make the right decision.

And I'm here to answer any questions
that you have. Now, Nicola,

when you do that, when
you make that offer,

you're different from every
other attorney on planet Earth.

'cause what does every other
attorney do? Oh, litigation matter.

Litigation matter, four 50 an hour
sign here, please. Oh, let's go.

Let's go sue somebody. Right? They rush
into the relationship with the client,

they want to get their signature on the
retainer and they don't think about the

second and the third
engagement they could have.

So point number one in offers
people can't refuse is giving them

options.

So they have other things to think
about and thinking about deepening the

relationship with those options,

that was a masterclass in that one
point alone. What do you think, Nicola?

Yeah, I love it.

And actually I brought up that point
with clients before about addressing the

problem that's at the root of that issue.

It's great that you're able to solve
the problem they came to you with,

but you add a lot more value
when you're able to tell them,

this problem is not limited
to this particular matter.

This problem is going to
cause you more problems.

You are thinking about that client as a
long-term client relationship and you're

thinking about adding additional
value to them. Clients recognize that,

and lemme tell you,

the clients very much appreciate that
because in the long run you are saving

them exposure, you are saving them money.

So whatever that cost
is in the short term,

they're not even thinking about it when
you've already identified the source of

a bigger problem that can cause them
more money and headaches down the road.

Options, options, options.
That's number one.

Why don't you give us
what option number two is.

Option number two is remove the barriers.
So let me explain what I mean by that.

You should already anticipate
what the no is going to be.

When you are making an offer to a
client, you know what those, the,

the biggest issues are that
you are likely to run into.

So think about how you're going
to address those on the front end.

So let me give you an example of this.

Let's say you run a group where
you are working with CEOs to help

them take their business to the
next level. You know, a lot of what,

like my partner over here
does on a day-to-day basis.

And I can imagine that CEOs come
to you, Dave, and say, well,

who's in this group? I, I, I'd like to
know, well, why do they want to know?

Because they want to see people like
them who are part of this group. And now

that lends more credibility to what Dave
is going to speak to them about and to

have them consider the group.

So a great way to already overcome
that initial barrier is to say,

I'd be happy to share you a list
of who's in the group they already

know by you offering to share that,

that there are other CEOs in that group
that you're willing to provide that

for them to consider. Because it's,

it shows that you are invested in
wanting to work with this person.

It also shows them the caliber of
the group you've already created.

It will sell this group yourself
without you having to say more when they

realize who's in it. So that's
one way to do it. You can also,

great option is invite them to your
first meeting. Look, I'm I'll charge you,

don't you Come check out the group and
make sure it's the right fit for you.

Now, I love doing that,

whether it is a group of CEOs and you're
considering offering them a service

that you have, or even
in a network setting,

you have a professional networking group.

You're having someone
consider joining that group.

There's a price associated with
it, there's a membership fee.

An easy way to overcome the initial
barrier because they will ask you,

what is this going to cost me if I join?

They'll likely ask you before you even
get to the end of the pitch because they

know there's a fee associated with it.
And so you can automatically say, look,

here's the fee. Why don't we do this?
Why don't you check out a meeting?

There's no charge for that.

We want to make sure it's
the right fit for you and us.

So why don't you attend a meeting?

That's something we do
in our networking group.

And I can tell you that by
the end of that first meeting,

they're asking us if they
can go ahead and sign up.

It's the best way to provide
value upfront so that someone

gets to see what you're doing, adds
credibility to what you are offering them.

And then they can't refuse
it. And we'll say, yes.

I love it.

You're anticipating their objections
in advance and removing the barriers.

Very well said Nikki G Hey Nikki.

G did you know you can also get
our show as an audio podcast?

Of course, I know you can get the
show as an audio podcast. I'm on it.

But does our audience.

I don't know. So those of you
who are watching on YouTube,

you can find us wherever
you get your podcast with.

Just search up the Inside bss show
with the Godfather and Nikki G and

you'll find us right there.

Click the follow button so that
you never miss a show. Now,

there's a couple of reasons why
you're going to want to do that.

Nikki g tell 'em what the first reason is.

You get to ask us questions
that is exclusive to our podcast

listeners.

Yeah,

we only answer listener questions
on the audio version of the podcast.

We don't do it on video.

So if you want to hear what everyone's
thinking or if you want to ask us a

question, you've got to download the
audio podcast. The second reason,

and my favorite reason is
because you can take us with you,

you can have a little Nikki g in your
pocket while you're working out in the

gym, washing the dishes
or walking the dog.

I love me some Nikki g in my
pocket when I'm walking the dogs.

I don't know about you Nicola, but
that's one of my favorite things to do.

.

Absolutely. Take us with you.

After you watch this
episode here on YouTube.

Go to wherever you get your podcasts,

click the follow button so we can go with
you on your journey and you can ask us

questions. We will see you
or more like hear you there.

And I'm going to touch on one of
the points you made in your example,

and that's going to be the third
way to make them an offer they can't

refuse.

And that is by forming a
community and showing them that

they belong in the community.

So if you sell products or you sell
services regardless of what your business

is, whether you're in B two B or B
two C, your clients are a community.

If you can highlight the prestige
of being a client of yours because

you have high profile clients
and then welcome people into your

community,

and then you sell the community instead
of selling your product or your service,

now you're onto something.
You've got something they can't refuse.

Give you an example.

Four Seasons hotels or Ritz Carlton
hotels or Mandarin Oriental hotels,

those shangrila hotels,

those high-end luxury
properties are status

symbols.

If you're traveling abroad and you tell
your friends who live in Rome or your

friends who live in the UK that
you're staying at the Shangrila,

you are telling them that you're
staying at the best of the best, uh,

in terms of hotels in their city,

and you're telling them that you have
arrived, not just arrived in their city,

but arrived from a status standpoint.

There's a community of people that
stay at these high-end hotels.

There's an opportunity
for you to enhance your

reputation and enhance your personal
brand by being a customer of those

specific hotels. So you're proud to
say that that's where you're staying.

I just spoke to a group of
CEOs this past week and the,

there's one c e o in the room who has a
huge business and he manufactures robots

for assembly lines.
And all the auto manufacturers buy their

robots from him. And I said to him,

why do people buy the the robots from
you? Because they're, they're may,

he manufactures them here in the us.

They're much more expensive than the
robots that are manufactured, say in Asia.

And I said, why do they buy them
for from you? He said, well, listen,

I could give you the rational
reasons why they buy them from me.

They buy them from me because they, you
know, they break down less frequently.

Uh, there's us people who
manufactured them and serviced them.

So they're employing Americans when
they're making American cars. He said,

you know, and they also
are better quality.

They're made with better
quality materials,

and the manufacturing quality is much,
much better than our Asian counterparts.

He said, but at the end of the day,

they buy them from me now
because the people who work on

those lines feel the pride of
working with the best tools.

And if they put those crappy
products from overseas on the

lines, the people who are
the employees would revolt,

they would be unhappy and it would
be a less prestigious place to work.

So that product has created a community
around it where they feel like they're

in an environment where
they have the best tools,

they produce the best work product,
and they do it here in the, in America.

And they all feel like they're part of
that community, that sense of loyalty.

So if you can build a community
around your offer or your offering

and welcome people into that community,

it is a powerful way to get them
to say yes every single time.

I have people who work with me in a group
setting just so that they can come to

the group meetings, they take my
advice and never do a thing with it,

but they want to be a part of the group
and they want to say they're a part of

the group because of the
people they're connected with.

So that community is a powerful thing.

And building a community around your
product or your service is a great way to

make 'em an offer they can't
refuse. Nikki g your thoughts?

Yeah, I absolutely agree with that. Um,

you definitely want to make them
feel part of it. And you know,

really that actually leads right into
my next point is if you are anticipating

it, which is you need to make
your clients feel special.

And you can do this no matter
what size business you have.

So let me give you a few
examples. So I like to, you know,

in a a practice of law,
you're working on big cases,

you're not going to have like
a, a massive client base. It is,

is of the size where you can
meet with people one-on-one.

I always do that and especially
it's a new relationship.

I want to have one-on-one time with that
client to make sure I get to know them

very well. It's important to me. I
want to build lasting relationships.

I don't care where they are,

I will fly to them. You never want to
be asking that client to come to you.

You make yourself available.

You make sure that they have time in
their calendar and you go see them and you

spend that time with them.

And I found the best relationships are
formed that way because I took the time

to make that really close
relationship with that client. Now,

some of you may be thinking,

but my business is way too big to
be flying to meet all of my clients

one-on-one.

But there are still ways you can make
every one of those clients feel special.

For example, you know, there's a
group out there that sells sneakers.

I happen to love sneakers. Some of
their marketing packaging is brilliant.

You get the box, it arrives,
there's some little note in it,

or maybe it's the branding on the box,

but it's something that feels personal
to you by way of that message.

And so you feel like, okay, this
company really caress about me.

That's a small way where you can make
all of those clients feel special.

They're going to want to keep supporting
your company and working with you

because they feel a special connection
to you regardless of the size of your

company. What do you think, Dave?

I think that's great. I think the,

the recognition and making your clients
feel special is a great way to make

'em an offer they can't refuse.

A point that I really want to
hammer home is point number five,

and that's giving them
permission to say, no,

I kind of buried the lead here. 'cause
this could be a really powerful,

impactful, maybe the most
impactful strategy of them all.

Whenever I sit down with
someone, I say to them, listen,

here's what's going to
happen in this meeting.

You're going to ask me some questions.
I'm going to ask you some questions.

We're both going to determine whether or
not it's a fit for us to work together.

If either one of us
doesn't think it's a fit,

we're going to say no and we're
going to part company as friends,

we're going to go our separate ways.

I am perfectly okay telling you if
you're not a good fit to be my client,

are you okay telling me I'm not a good
fit to work with you or this solution

isn't a good solution? You would you be
okay telling me no? When you do that,

giving them permission to say no
magically takes the pressure off the

entire situation and you immediately
find they're more relaxed,

they're more engaged,
and they're more in tune.

Now you add one more step to that and
you tell them, Hey, listen, Nicola,

here's what's going to happen. You're
going to ask me some questions,

I'm going to ask you some questions.

We're going to decide together if
we're a good fit, if we're not,

if you don't think so,
or if I don't think so,

we're going to part company as
friends, we won't work together.

Here's the one thing
that can't happen though,

and I want to make sure we're
in complete agreement on this.

We can't decide to think it over. We're
going to lay it all on the table here,

answer all of each other's questions.

I'll answer every question. I'll stay
until midnight if I have to answering all

your questions. If you agree that
you'll answer all of my questions,

we're going to decide whether this
is a good fit right here and now.

There's no saying I want to think
it over. It's either a yes or a no.

Are you okay with that?

I do that because that forces
a decision one way or another.

Now we're not talking about saying this
for the purchase of a building or a

home or, you know,

dental work or something that has
life-changing consequences, right?

We're talking about,

and maybe this is the final step in
the process for those big things. Hey,

Mr. Smith, you've toured the house, you've
got your financing. You know, you've,

you've gone through everything,
it's been inspected.

You got the inspection
report in front of you.

Now is the time for us to hash out all
the details and not leave the room until

we decide either yes or no. So this is
either the final step in a long process

or in a short sales cycle.
This is the, you know,

this is the step to decide
whether or not you move forward.

So you can say yes or you can
say no, you just can't say,

I want to think it over and
ask me any question you want,

but at the end of this, I'm going
to decide if you're a good fit.

You're going to decide if I'm a good
fit, and we're going to say yes or no.

Giving them permission to say no is
the final way to make 'em an offer.

They can't refuse Any
thoughts before we go Nikki g.

Yeah, it's great. I, I I agree.

It's you're removing that pressure and
you're also allowing them to feel as

though they're making that decision.
So when they feel pressured,

they're going to be hesitant.
So by removing that,

you allow them to feel like it's their
decision. It is, it's always been.

You just,

they just may not feel that way if you're
allowing it to seem like you have to

say yes to this, and you have to say
yes now. So I think that's great.

Alrightyy folks, that'll do it for
this edition of the Inside Bs show,

my name is Dave Lorenzo. I'm the
godfather of growth and she is Nikki g.

We're happy and thankful
that you joined us today.

We want you to join us for
another episode. In fact,

filling in right now is another
episode right on the screen.

It's one of my favorite episodes.
It's the smartphone zombie episode.

Be sure and click on that episode
and watch it. Until next time,

we'll see you right back here.

I hope you make a great
living and live a great life.