Featured Article: Are Your Prospects Out of Control?
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 Are the prospects you target for your business out of
control? If not, you have a problem.
Before I elaborate, let me dispel a big myth about
people. The myth is that "People are resistant to change." Everyone seems to proclaim it, so we believe
it - but let's take a moment to examine this statement.
If we were, by nature, resistant to change, we wouldn't go to
school, date, get married, have kids, get a job, workout, try a new
restaurant...the list goes on.
The truth is that people are very good at changing. In fact, T. Napier Falcon says, "Change is
the central activity of the human experience."
Steven Hawking said, "Adapt or die is the universal ultimatum and humans
are no exception."
But the question remains:
If people aren't resistant to change, then why do we encounter resistance when
we're trying to influence (i.e., sell to or lead) others?
Why People Change
To answer this question we need to understand why people
change. It comes down to one simple
reason: people change to gain control
(or maintain a level of control they've already achieved). And they only want to gain control if they're
currently feeling out of control !
People won't change as long as they think they're already in
control. Change involves risk, so unless
they feel the proposed change will help them gain or maintain control, they'll
resist changing.
How does this apply to you?
If you want to influence someone, it's all about CONTROL. Control is what people value, it's what they
buy and it's what you sell.
What About YOUR Prospects?
So let's go back to our original question: "Are your
prospects out of control?" If not, then
you're wasting your time approaching them with your product or service. You also want to ask yourself, "Do my
services hit the sweetspot of where my prospects feel most out of
control?" In other words, you want to
identify all your prospects' out-of-control areas where your services can help
them. Specifically, how can your services
help them gain control.
By focusing in these areas and "selling control", you'll
find the selling (or influencing) process much easier and profitable.
What are the steps?
So here are some initial steps to improving your influence
and income:
1. Identify the areas where your prospect
is out of control.
Where do your prospects feel the
most pain? What keeps them up at
night? What's wrong with their
world? What are they missing out on? What do they need more of (or less of)?
2. Identify how your product, service or
idea will help them gain control.
Remember, this is what people want
and what they will buy - CONTROL. You
need to be able to show the prospect how what you're selling can give them
that. If your service doesn't quite hit
the mark, make the necessary adjustments to your offering that will provide the
ideal solution.
3. Structure a conversation that will help them understand both #1 and #2.
You want to develop a strategy to
help the prospect become aware of how out of control they are (people tend to
be in some level of denial about this) and how you can help them gain
control. I'll cover this in more detail
in a future newsletter.
If you'd like some coaching on how to do this, specifically
for your situation, e-mail or call our offices to set up a consultation with me
personally (215-968-2483).
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Want A More Profitable Business? Take This Profile!
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No matter what level your business or practice is, we all want to take things to the next level (unless, of course, you're ready to retire)! This could mean more clients, more leverage, more balance...the list goes on.
Sometimes it's unclear to know exactly what to do. But more often we know what to do, but aren't following through - AND WE DON'T KNOW WHY!
We may spend money on taking assessments, going to seminars and hiring coaches to help us solve our problems. Still the problems continue.
The missing piece in being more successful can be referred to as "tension management".
That's why I'm saying to you:
Let me explain what this profile is NOT:
- it's not a psychometric tool,
- it's nota personaility profile,
- it's not a measure of aptitudes or attitudes
This profile is called "ChangeWorks" and the resulting report is called a ChangeGrid.
Here's what the ChangeGrid will reveal:
- how ready you are to actually perform the mission-critical activities that will grow your business,
- what are the opportunities for significant growth in your business, and
- which areas of your business represent untapped potential and unrealized profits!
The ChangeGrid measures the productive tension you associate with a certain activity. The Grid can then be used to help you manage your tension for success.
Taking the profile is simple and will only take 10 minutes:
1) Click on the link below
2) Fill out your contact information (your privacy is protected)
3) Follow the instructions to complete your profile
4) We will contact you to set up a free phone consultation to debrief your ChangeGrid.
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