Lesson Learned – How Successful Entrepreneurs Make Decisions
We’ve all been to a sales training seminar where the trainer talks about closing and essentially says – “Some Will. Some Won’t. So What”
There are two main things most teach about closing sales, whether for products or clients. One is that most people will not take action until somewhere between the 5th and 7th Touch. The other is that if your prospect answers affirmatively to all your pre-close questions and then does not take action and close the deal, you should move on and not waste your time
Really successful entrepreneurs know something in addition to those two things. (Which by the way are almost contradictory to each other – which we will talk about another time). Everything is sales, even if it doesn’t feel like sales. Just getting your child to brush their teeth and go to sleep on time without a hassle is essentially selling him/her on the value of clean teeth, following directions and restful sleep. As a parent we may also resort to selling on the merit of an extra story if they move quickly.
The Lesson Learned is this. The way people do something is the way they do everything.
THE WAY PEOPLE DO SOMETHING IS THE WAY THEY DO EVERYTHING
And right here is where the magic begins. For me as a coach and mentor, in addition to practicing my craft I am constantly filling my calendar and funnel with people who one day will become my clients or my students. I KNOW from my studies of our unique human design, that there are many different intuition styles and thus many different ways that people make decisions. If I adopt the “take it or leave it now” attitude with each prospective client, I lose the chance to incorporate their decision making process of committing to invest in themselves, into the coaching.
Here’s the nugget. The way someone decides whether to commit to their own growth, is the exact way they are deciding things in all facets of their life. If they waver in this, they most likely are wavering elsewhere. If they jump fast in this and then second guess themselves, they are most likely doing that same sabotaging type of dance in other aspects of their life and business. The lesson learned for me is that coaching my clients begins from the moment we connect. If I wait to coach them until they have committed to their growth and education, I have done them a disservice. Why? Because many times people do not take the action they must take to succeed, because they are STUCK in not knowing how to decide and then act.
I shared with one of my mentors recently a story of potential client who was 100% on board and committed to my Foundation and Breaking Ground Formula. They were excited to stop spinning their wheels and start having a lucrative business structure that was authentically designed. In fact she had said the outline was “PERFECT”. Yet when it came time to jump, she sat down instead and said she didn’t know if she was ready. My mentor told me to let it go. My intuition told me that this person has been spinning her wheels for many years because of this exact same pattern in all sorts of areas in her live. I understand the value of not chasing prospects and of focusing my energy on a constant flow of people ready for action. At the same time I believe in the 5 – 7 touch process and, I know that this person would benefit from being coached on how they make decisions – so that they can make the decision to commit to finally breaking through her stuck place and create the business and life of her dreams.
Many people who are selling things or services miss out on a huge portion of their potential business because they walk away too soon. They judge the prospect as “not ready” and give up. Successful Entrepreneurs understand that part of your job is to guide your client or customer to take the action that will benefit them the most. If you just walk away and say “next” without some ongoing process of touches and conversation, you are leaving money on the table and people hanging who could be guided, motivated and inspired!
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Kathy Kasar says
Wow!! You really have me thinking on what process I use to make decisions. I see also how I have overlooked my own decision process in sells but also the client’s process. Many times throughout my life I have made decisions that feel so right, that are aligned with my goals and will serve my purpose and they have turned out disastrous! , I am haunted by these because I cannot understand what I missed and how my gut could feel that it was so right. When I get those gut feeelings they are intense and it feels that if I don’t take action the consequences will be a lost chance at a major shift! I jump in full of delight and anticipation, sometimes taking a big risk in making change. I love change that is good, personal growth and if it requires risk, I have the courage. So you have me thinking ‘ would knowing my decision process’ bring clarity as to what happenened in these endeavors and bring back my trust in myself and my gut, and bring back my joy?
Wow.. So glad to hear someone say something about the NEXT process.. I have always felt that could be cutting off your nose in spite of yourself. I believe too..that if the connection remains, there is still an open door for some connection later. Great inspiration!
I had a similar story to the one you shared in your email. I met this business coach at a party. He seemed confident and successful. When I asked for his card he said he would only give it to me if I scheduled a 30 minute consultation call with him. I said ok. I figured I had nothing to lose. First red flag was he was late for the call. He made suggestions to me that were ridiculous. He never made any attempt to connect with me and pitched me with his “deal.” Which I thought was overpriced. Point is he didn’t contribute any value and tried to close me without even getting to know me. And as I write this, I realize I did the same thing to a potential customer/business partner this morning. I tried to close someone I didn’t even know. On the one hand I am kicking myself and on the other it’s a learning process. I had a perfect opportunity to set an appointment for a second exposure. I’ve learned the lesson and it’s a mistake I won’t make again. Thank you for the reminder!
Entrepreneur Coaching says
Thanks for the share and keep up the amazing work.