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Here's how to stop going from guest to pest

Here's how to stop going from guest to pest

Earlier this week, I was on a call with one of my private clients who shared an obstacle they were facing...


They were getting hung up on this feeling of not wanting to follow through with someone simply because they didn't want the prospect to think they were being a bother.


They had already built considerable rapport with the prospect, but they were scared of going from guest to pest.


Have you ever felt this way?


Perhaps you were on a sales call with a prospect and they told you they needed some time to think things over, and then they never got back to you...


Well, did you call them back? Or did you decide not to call them back because you felt like you were being pushy?


A lot of us experience this feeling because, as human beings, we don't like to be forced into anything. And we certainly don't want to be the ones forcing something upon someone else...


But the truth is, by following up with someone, you're not forcing them into anything.


Instead, you're reminding them of an important decision they need to make.


Not only that, you’re also providing them with the information they need in order to make an informed decision. And you’re helping them walk through that decision-making process.


What if we stopped lying to ourselves about this idea that every time we follow up with someone, we're being a bother or a nag?


Instead, what if we started to reframe follow-ups like this...


If you’re selling a product you truly believe in and your prospect says “let me think about it,” but you DON’T follow up with them, aren’t you doing them a disservice by not helping them think into this decision?


Truly the most integrous thing you can do is provide someone with a solution to their problem.


So if you know they have a problem and your product can fix it, why wouldn’t you check back in with them and help them become more certain?


If you're in sales, you know that this is what it's all about: helping people make a decision that is right for them - whether that means signing up for your program or not!


Now, I get it. I’ve been in sales for most of my life, so I know exactly what people mean when they say they’re afraid of being pushy, because they can go from guest to pest pretty fast if they approach it wrong.


So allow me to share something that I’ve found to be helpful:


Next time you have a prospect who tells you they need some time to think things through before they get back to you with a decision, start brainstorming…


What’s something you can do between now and then that can help them solidify their decision?


Think about it.


In order to help them cross that bridge to making a decision, specifically to say yes to join your program or to buy your product –  you need to build their certainty.


So, how can you give them a sneak peek into what they’d be getting if they said yes?


Is there a resource you can share with them?


Could you send them a screenshot of one of your best teachings and expand a little bit on it?


Ask yourself what you can do to advance your agenda.


If you follow through without the intention of advancing your agenda, you’re likely going to go from guest to pest.


You see, if you were to send them an email saying something like, “Hey Jim, I know you’re taking some time to make a decision, and as you do, I wanted to send you this free resource. This is just a piece of what we’d be going through if you join my program. I wanted to share how powerful it is.”


Here’s what you’re doing when you’re sending Jim this resource: you’re sowing seeds.


Jim is becoming more familiar with your product and with the value you have to offer. And if you do it right, he’ll most likely become more certain and be more likely to say yes when he does make his decision.


You see, you’re not making his decision for him.


Instead, you’re providing him with a preview of what he’s going to get when he does say yes.


You’re sowing seeds and making him more certain.


Like I said before, it’s one of the most integrous things you can do.


I encourage you to try this method and let me know how it works for you!

Keep your eye on the ball!

Keep your eye on the ball!

There are many advantages to having dropped out of high school and having started a business at the age of 22.


Perhaps the greatest of them is the experience I’ve gained to navigate all the different cycles of our economy.


There are many entrepreneurs who have been in business since 2010 and only know of an economy driven by a bull market.


…Explosive growth driven by innovation, a strong consumer-driven economy with a federal reserve committed to keeping the markets stable through the printing of money…


That printing of money working to drive interest rates low…


We’re talking about a federal government that was willing to fund nearly every social program.


And a distribution of the printed money would go right into the hands of people who would in turn spend on consumable items like TV’s gaming consoles, home improvements, and new cars.


And then others would invest/bet in the stock market and the newly formed crypto markets as though they were playing slot machines in Vegas.


It’s been a fun and profitable ride for the entrepreneur of the last decade plus years… but like all things, this must end at some point… what goes up truly does go down.


When things reverse, they usually do so quickly, violently, and with a swing of the pendulum that is far from balanced.


We have all watched how interest rates have started to climb as inflation touches every sector of the economy.


There are nearly 11 million unfilled jobs; forcing companies to pay more wages and greater incentives to attract and keep talent.


If you are in a part of the country where real supply chain disruptions have hit your local stores and businesses, then you know how scary it can be when you go to the grocery store and there are no eggs, butter, milk, and meat; and there won’t be for a few more days…hopefully, if the truck arrives.


At the time of me writing this, the stock market has nearly lost all its gains from the lows of 2020 during the Covid lockdowns.


Luckily, so far it appears that the consumer is still going strong and has the funds to maintain their spending (to prop up the US economy) …at least up until now.


What happens when the consumer can no longer keep up with these macro and naturally occurring micro breakdowns?


As entrepreneurs, we for sure have to keep our eye on our “Main Street,” but we have to be equally vigilant about watching what’s going on on “Wall Street” and the larger domestic and international economy.


Now is the time for every entrepreneur to wake up and begin to put in place a game plan should things change in their markets, because they will likely change quickly and without warning.


Do you have the necessary funding in place should there be a disruption to your cash flow?


What’s your relationship with your bank? Do you have a low interest rate line of credit in place?


Do you have the ability to raise your prices? Have you built a business model and offer structure that would allow you to raise your rates without your clients saying goodbye to you?


Have you built a “moat” around your business that makes you a “must have” in the eyes of your customers, protecting you from competitors who will begin lowering their prices in hopes of generating cash flow?


Have you taken advantage of these low interest rates and paid off as much debt as possible so you don’t need to carry more debt than you can handle?


And if the interest rate is adjustable, are you prepared for those payments to go up?


I don’t mean to scare anyone or come across as negative.


After all, it has always been the worst of economic times that has given rise to more millionaires being created than any other time…


I myself started my first business in the recession of 1988 and another business in the financial crisis of 2008. Both became multi-million dollar companies.


I do, however, think it’s prudent that you keep your eye on the ball.


Strangely, it’s when entrepreneurs need marketing and networking the most that they stop spending money on it … this may be the kiss of death to those businesses.


I’d encourage you to make sure you take some time now to check in with your customers and see how they are doing.


It may just be that they are struggling, and you may be able to adjust your services to help them and to protect yourself from being dropped completely from their accounts payable list.


It’s a great time for you to reevaluate your own spending.


Are there some recurring subscriptions you pay every month but may no longer need?


Are there some programs or services you don’t need or use any longer?


Economic shake outs like we are going into right now – and will likely be in for the next 18 months –  are a necessary part of a good, strong, and healthy economy. They always lead to more innovation, more creativity, and more profitability.


As an investor in the financial markets, it can be a bit scary to see your retirement portfolio drop by 20% - 50%...


And as an entrepreneur, it’s scary to see long time clients suspend your service.


And then you’re left to make the hard decisions about cutting some of your own staff. But in the long run, the shakeout makes the overall economy stronger.


So, hang in there all you entrepreneurs!


Remember, a strong work ethic, creativity, innovation, and a willingness to add value will always be rewarded in any market!

A productivity hack

A productivity hack

The other day, one of my clients shared that they were having trouble getting stuff done and focusing. 


Have you ever been there? I have! 


They told me they’d start one task and then remember they had something else to get done, so they tried to do them both at once… 


The result? It was impossible. 


So in the end, they didn’t finish either of the tasks. Why? Because they were trying to multitask. 


But really it wasn’t multitasking… 


Did you know that multitasking is actually scientifically proven to be impossible?


Human beings are simply incapable of performing two high-level tasks at once. We just aren’t wired that way. 


So when this person said they were multitasking, what did they mean? They were switching back and forth between two things. 


And this, my friend, often does more harm than good. It requires a lot of energy to switch from one task to another. And then to come back to it and remember what you were doing takes even more energy. 


Think about it like this. 


There’s clearly a difference between starting a new series on Netflix and binge-watching it versus starting a new series, pausing it in the middle of an episode, watching something else, and then going back and forth between two shows. 


It simply doesn’t make sense. It takes more brainpower to remember what was going on in each show because you’re constantly getting interrupted.


It just doesn’t flow. And it’s the same way when we try to do several things at once. You know that quote that says the hardest part of getting a task done is simply starting?


Imagine starting new tasks while leaving other tasks unfinished. And then starting new ones again. 


Once our mind begins something new, it hones in on that thing. And it’s hard to go back and forth.

Despite what you may have heard about the effectiveness of “multitasking,” it makes sense that jumping from task to task isn’t nearly as effective as honing in on one task until it’s completed.


I want to share this with you because I know in my own life, sustained focus has been really important to me. 


It’s allowed me to keep my eye on the prize and to really deliver on what I say I’m going to.

 

If you find yourself struggling with your productivity or focus, my tip to you is this: next time you have to complete something, try shutting everything else out and set a timer to complete what you need to get done. 


When you set a timer, you know that there is a beginning time and an end time, and your brain will hone in on whatever it is you’re trying to accomplish within that time. It’s as simple as that. 


You’re giving yourself enough space to think, but not too much space. You know that there’s a deadline. And when we set deadlines, we’re much more likely to accomplish things.


 I encourage you to test out this method and let me know how it works for you!