Real Relationships Real Revenue - Audio Edition | Invest in Relationships to Build Your Business and Your Career Give Yourself an Edge Over the Competition by Using the IKEA Effect or Building Everything Together
This week we are diving into how you can use Building Everything Together or the IKEA effect to win over your clients. This means you're going to co-create the proposals, contracts, and the way that you do business with your clients in a way that gives them some incremental buy-in on how you're going to do the work. This is an incredibly powerful method to use in business. In this episode, we dive into what the IKEA method is, how to use it during formal processes, having the investment conversation, getting incremental yeses, and what to do when things go wrong. These tips will help you stand out from the competition and get those clients to buy-in to your offer.
Tune in to find out more about:
- The optimal way to use the IKEA effect with your clients
- The four incremental yeses you’re looking for
- What to do if your clients are not engaged
- Using a call to get the first three yeses
- Why assumptions made in a formal proposal don’t work
- Tips for co-creating with a client
- Why you shouldn’t avoid the financial conversation
- How to share your number verbally with your client, not in a proposal
- Why we want to talk about finances in person with our clients
- The mindset shift needed when using the IKEA effect
- The importance of engaging the IKEA effect as much as you can
- Tips for co-creation within the formal process
- What to do when priorities change
- What to do when the timeline changes
- What to do when the team changes
- What to do when there are issues around finances
By getting your clients involved in the way you do business, you’re giving yourself an edge over the competition and ensuring that you stand out. Don’t be afraid to utilize the IKEA effect or Building Everything Together. Even if you don’t think you have any room to use this method, you probably still do, you just need to shift your mindset. Don’t waste your time or your clients' time using methods that don’t work. Make the most of your efforts and increase buy-in drastically by co-creating the perfect offer with your clients!
Mentioned in this episode:
The IKEA effect: when labor leads to love
https://dash.harvard.edu/handle/1/12136084
Listen to my interview with Mike Duffy:
Check out my talk with Jeff Berardi:
Check out my conversation with Brent Atkins:
https://video.realrelationshipsrealrevenue.com/brent-atkins-favorite-business-development-strategy/
Learn from Debby Moorman about how she uses Build Everything Togethe: