How hard are you making people work to hire you?
Sometimes in business, people make it hard to give them money. Like you are drowning, and they need you to fill out twelve forms in triplicate to order your life preserver.
In this episode, we talk about the importance of small victories, triage, and making it easy for clients to hire you.
Why is that important for business?
When someone is ready to hire you, it is important to find the points of disengagement – the part of the process of on-boarding or hiring you where they become frustrated or overwhelmed – and find a way to give them a small victory. This isn’t about solving the whole problem, but about making it easier to get started. If you need a lot of information to best help a client, can you determine the key things you need to get started, and begin there? This is about facilitating the “yes” process.
The confused mind says no. If you can determine the place (in any of your processes, but especially the hiring process) where a client is most likely to be stymied or stalled by confusion, you have an opportunity to make it not only easier for them to say yes to you, but for you to give them a sense of relief.
Even if someone says yes, their mind is still in “gosh, I hope I don’t regret this” mode. If early on you can create a small win, you can earn more than just their business, but also alleviate the concern that they might regret this. It is confirmation for the client that this was not a bad idea.
This isn’t about trying to fix everything right off, but about giving them a small taste of your value. Making all of their pain go away in the moment is not only bad for sales, but a disservice to them. Solving what is currently hurting them the most isn’t necessarily solving their problem. You just have to show you can take some sense of pain away and give them a sense of relief.
You have to keep earning the yes going forward. But you don’t get the opportunity to keep their yes if you don’t get their yes in the first place.
Like in curling, you run ahead of the stone to sweep the path, so the stone can go where you both need it to go.
What story do you want to tell?
So, that's our story... now, we want to hear yours!
Pull up a chair and join the conversation in our Facebook Group: bit.ly/shmsgroup
OR...
Shoot us an email: talktous@soheresmystory.com
Connect with @SHMSpodcast on Twitter: https://twitter.com/shmspodcast
Text the word STORY to 345345 to get access to bonus content and weekly episode delivery.
Want to support us?
Love this podcast?
Please tell your friends, post about us, or take moment to review us & subscribe on iTunes, Stitcher, or wherever you listen to the podcast!
It’s our final episode, and we have a lot to say, including thank you so much for listening!
Why is that important for business?
We are sad (and …
Is your business in a rut? Is everyone showing up with “Non-Player Characters” energy? When you have an Organizational Depressive State, it can be hard to get out of it – or can it be as …
How do you strike the balance between keeping things that you might not ever need, and getting rid of things that you might regret not having?
Why is that important for business?
Having …
Do you expect to be heard? Or do you just assume that how things are is how they have to be?
Why is that important for business?
Do you have a say or a voice? Do you expect to be heard? If …
Like all good lessons about asking for what you need in business, this lesson starts in a massage parlor.
Why is that important for business?
You need to be aware of your needs (in …
When you find out you are riding with the descendent of a nationally acclaimed blind wrestler, you know you’re in for some stories. And it turns out, we can turn those stories into some …
You can listen to episodes right here on the website, or if you prefer, in a podcast app. Listening in an app makes it easier to keep track of what you’ve already heard, listen without using your data plan and many other conveniences.