A few months ago, my Facebook friend Kundan Chhabra posted something that caught my eye. It was about creating a context of good will in your business. I messaged him asking if he would be willing to write a guest post for my blog about it. It took a few months of conversation but what you see below is the result of those back and forths.
Kundan is someone I met online with whom I’ve been consistently impressed. His ethics on business and marketing and his commitment to social justice are values I wish I saw in more entrepreneurs.
The approach Kundan outlines is true in my experience.
I hope you enjoy.
Tad: We were connecting recently about an ‘aha’ you’d had about the connection between one’s dating and romantic life and marketing. I was wondering if you’d be willing to share it.
Kundan: I’ve been thinking of my love life recently and how it’s starting to have parallels with my business as I go through the soft launch of my new site. And I’ve been pondering a new model of dating that I like to call “contextual dating” or “communal dating”.
I once asked a client: “When you go to a party or an event, do you talk to everyone or only to the women you’re attracted to?”
“Only the women,” he said.
“Talk to everyone. And be a Source of Stability for everyone in the room. And be fully your True Self.” I suggested.
This is the lifestyle I live and teach.
As a result, I’ve had some great experiences.
The number one thing I have noticed is that by the time I talk to a woman, they have already seen me, felt me, known me and become attracted to me (or not). Often, they saw me before I saw them. For example, one time I was dancing on my own during blues dancing (I often dance on my own in between dancing with partners to rejuvenate and recharge myself. Sounds strange but I am also doing energy-work on myself and the room as I dance. That’s why it actually recharges me).
Through the mirror, I could see a woman sitting by the wall and looking at me with complete admiration on her face. It just so happened that I was also attracted to her. So I eventually went up to talk to her as I sat next to her. At some point, she said, “I like the way you dance.” That, I already knew. So eventually I asked her to dance with me. And it was enjoyable.
Another time, I was dancing at another event, and I heard a voice from behind me say, “Thank you.” I turned around and saw this beautiful woman. I’ve had a wonderful intimate connection with her for 2 years since that day.
I’ve been noticing a Parallel with my business as well.
Lately, as I dive deep into the deepest depths of what I call my Heart Virtue and Super Power, and create content from that, I’ve been noticing a similar effect.
(Your “Super Power” is your most powerful strength, your greatest gift to the world and simultaneously the number one way you desire to be loved. Your “Heart Virtue” is your deepest Why, your most meaningful “virtue” you were born to embody, experience and express).
Clients and prospects reach out to me first.
By the time they are on a Discovery Call with me, they tell me, within the first 5 minutes of the call, “You don’t need to sell me anything. I already know I want to work with you.”
So, there’s no fight, no war, and no “overcoming objections”.
There’s also no “being a stand for them”.
What’s your take on what ‘being a stand for them’ is all about? Why is this taught so often?
“Being a stand for them” is a popular tactic these days that supposedly replaces NLP manipulation in the teaching lore about enrollment conversations. I think this still comes from a Warrior mindset of seeing it as a fight (Supposedly a fight between the client’s Ego defenses/fears and what they really desire which is apparently your program or offer).
It sounds compelling. Is it that it frames you as the hero and them the victim?
Yes. It does.
But it is not necessary if you set a proper context long before the enrollment conversation. In some cases, the enrollment conversation is not even needed if there is a proper context: people sometimes go directly to the sales page and buy. In fact, for all sales below $200, I am able to completely eliminate the enrollment conversation altogether.
How do you do that? And why?
How? By having a crystal clear point of view, problem, solution, story and offer are so that they create deep empathy in the client: that it, they feel fully seen, gotten and understood. In other words: through the social context itself that we’ve been talking about.
Why do I do this? Because I’d rather not give away an hour of my time for free just to make a $200 sale (or below) when my rates are at $1000 an hour.. Plus, it’s unnecessary when it’s clear to the client that either this is all the money they want to spend or that particular session/offer is what they want. My enrollment conversations are not to convince people to buy from me. They are already convinced when they contact me. So, it’s just a question of helping them decide which offer is right for them.
“My enrollment conversations are not to convince people to buy from me.” Amen.
This is why I ask the following pre-enrollment question when they fill out the enrollment form when they schedule the enrollment call with me on Calendly: “Do you have capital or a budget to invest in your education? “Yes I do. I have: 1. $1000 to $5000 2. $5000+” Choose one. (Minimum Investment of $1000 required to work 1-1 long-term with me. Are you prepared for this?).”
If they say, “No” to this, I message them and re-direct them to an offer that’s below $200.. (Although I may raise this to $333 soon. No reason in particular for this. Just my Intuition).
I have absolutely no desire to convince a client to get a loan or credit card or some other way of ‘making it happen’ if they are already convinced that anything above $1000 is too much. I used to do the convincing in the past. Not any more. This is why I’ve created this “social context system” of getting business in the first place.
That sounds like a lot less work. How are you defining ‘context’?
I see context as the entire container for why we are having the enrollment conversation. It’s the Facebook groups we are both a part of, the Facebook Live videos they have watched before and/or other content, prior comment threads and PM messages, and the larger conversation about our deeper reasons for doing the work we do.
And I am learning that Robert Cialdini, author of “Influence”, says pretty much the same thing in his book “Pre-suasion” – that most of the ‘sale’ occurs long before the sales conversation even takes place as a result of the context you set or don’t set.
So, how do you create a social context of goodwill in your business?
You become a source of stability, nurturance and transformation for your industry.
You be fully your true self.
And, tactically, how does this show up in your business?
You share relevant content that authentically expresses your unique point of view about how your people can best address their issues. You share your own stories of transformation or those of your clients.
Do you have a different take on this than others who talk about ‘content marketing’?
I think of this as being a ‘key holder’.
Let me expand upon this. Imagine your clients have a treasure box. In this treasure box lies the solutions to their problems and the specific thing they desire in this specific area of their life that you have expertise in.
But that treasure box has a lock. Your expertise (especially your Super Power) is the key that unlocks this box for them. I can’t emphasize this enough. When it comes to business, your content actually has to be relevant to your audience. Not just relevant. It has to exactly fit what they are searching for: like a key to their lock. This is how you create the good will that specifically inspires your audience’s Deep Intuition to be activated so that they go: “Wow! This person is my Keyholder for this specific problem.”
And it’s all from the content I create which sets up the context for the enrollment conversation.
But, it can’t be just random good will. It can’t be like Santa Claus shouting “Ho Ho Ho” and spreading good cheer. It’s more like Being a Yoda to the Luke Skywalker in them or being a Morpheus to the “Neo” in them.
Frank Kern calls this creating Good Will by providing “Results in Advance”. If they want to go from A to Z, you create content that takes them from A to C. My model is more about providing a way for them to do it all themselves (for most of the stuff I teach anyways) but if they want to go deeper and be even more effective, they can hire me as their coach.
What’s your take on niching?
Your niche is the group of people for whom your Super Power is the key to unlocking their treasure, and because your Super Power is completely unique (no one else in the world has it), you magnetise a very specific audience that is specifically attuned to you: your Super Power can’t solve any other problems: only their problems. So it’s also important to know the number one problem you’re born to solve. So this is where deep Inner Self-Connection is critical: a lot of this is based on deep Self-Discovery work.
So, just to recap: it sounds like most people put most of their effort in sales towards the actual sales conversation and you’re suggesting that the focus be moved to much earlier in the process in the creating of a context of good will. Is that right?
Yes, that’s right.
What are the three biggest factors that contribute to this?
The three biggest factors that contribute to this are:
Self-Connection (whether through the meditation I recommend here or the deeper work I do regarding “Heart Virtues” and “Super Power”).
Relevant Content to your “1000 True Fans” AKA “Brand Heroes” which brings up:
Niching (Again, I have a slightly different take on this. My definition today is that your niche is the group of people for whom your Super Power is the key to solving their biggest problem. So it’s an inside-out approach rather than outside-in).
And regarding niching: if you really got your niche right, there is also less struggle and manipulation or even “taking a stand for you” conversations.
Can you give more real life examples of this that you’ve witnessed in others? I’d love to hear times you saw people destroy the social context of goodwill too and how it hurt them and others.
Yes. I was once on a Discovery Call with a woman who claimed she could help me find exactly what my niche is: she apparently had a magical power to immediately tell exactly what my niche is. I was told (by the person who recommended me who it turned out was her coach) that clients cried in their sessions with her because it was apparently so powerful and eye-opening.
That’s why I reached out.
She immediately asked me to be on a Discovery Call with her – even though I didn’t know her at all, which itself felt odd to me. So there was no prior social context of Good Will, Nurturance and Good Will at all.
During the call, she wouldn’t let me off the phone. She wanted a $1000 sale right on that phone call.
And she kept saying, “This may be uncomfortable for you. But I am putting a fire on your butt so that you take action. I am taking a stand for you.” I ended up not hiring her even when I eventually did have the money.
And it sounds like, the way you see creating this context of good will has a lot to do with you being very attuned to yourself, being stable inside, so that you’re coming from a place of generosity rather than being a vampire?
I’m also hearing that your sense of it is that when you figure out your Super Power which, by its nature, solves a very particular problem for people, and you share that with the world more freely, you’ll be coming not only from a place of strength but your ideal clients will recognize that and be drawn to it?
So, is your Super Power related to your take on things? Your point of view? Is it connected to your diagnosis of their issues or is it some other thing?
Yes. It’s part of my Point of View when it comes to helping other coaches and healers make a sale.
It’s how I create content when it comes to my own business. When I write a post or, especially, when I make a Facebook Live or Live series, I tune in to who I want to communicate to. And I do that by tuning in to who best my Super Power can serve, what Purpose I serve, and what treasure I am unlocking. And so, I am not particularly worried about Facebook algorithms or visibility.
For me, it’s not about how many people I reach but exactly whom I reach: I set the intention to reach exactly the right people for whom I am either their Keyholder, OR their audience includes people for whom I am their Keyholder.
So it’s a mixture of Inner Alchemy with outer Business Strategy. So there’s a certainly a certain level of “Co-Creation Magic” – what some people might call “manifestation” but I prefer calling it “co-creation”.
And it’s not always about attracting a client.
For example, one time I posted my poem called “A Love Letter to Anger”. Within 2 minutes of that post, someone with a large mailing list immediately messaged me and asked if she can mail it to her mailing list with complete credit and links of course. Another great example is you yourself reaching out to me to write this article for Marketing for Hippies, Tad. Right? You did that as a result of my post in Awarepreneurs.
So it may not always directly attract a client yet but it certainly increases credibility, visibility and good will with our target audience or “brand hero”, which creates a cumulative context of Good Will, Nurturance and sense of Alignment with me.
Anyways, I just wanted to offer this up an alternative path because this is a topic that has come up often in the Conscious Business community regarding manipulation in sales, marketing, sales calls and selling from the stage, etc.
To summarize: it’s about setting up a Social Context of Good Will, Nurturance and Specifically Relevant Alignment with our “Brand Hero” and sets us up as their Mentor in the Epic Story of their Lives long before they even get to the sales page or the enrollment conversation, whatever the case may be.
About Kundan: Kundan helps you simplify your business as a vehicle for creating that more beautiful free world that you had a glimpse of in your Awakening, mystical, psychedelic and flow experiences.
He does this by helping you discover your Greatest Gift (your Unique Super Power) and Deepest Why that had been created out of your Greatest Longing. Your Greatest Longing that had been born and grown out of your Greatest Struggle the way diamonds and pearls are created.
He then helps you embody your Remarkable Legacy in communion with exactly and only the people with whom you can create the optimum collaboration. Out of this service to the exact people whom you were born to serve, you experience the Deepest Spacious Fulfilling Intimacy with yourself, others and the world. You can learn more about his work at: kundanchhabra.com.
Note: If you sign up for his email list you’ll get the pre-enrolment and enrolment questions he refers to above.