Us vs Them

One of the most important shifts you can make in your business is to recognize that when it comes to selling prospects or coaching clients, it’s not ‘us –vs- them.’

Selling isn’t someone winning and someone losing.

You don’t ‘capture’ a lead.

Someone probably shouldn’t be ‘closed.’

Maybe it’s all semantics…but I don’t think it is.

I think that the goal is to get a prospect to ‘raise their hand and say they’re ‘interested.’

Not usually ready today…but interested in learning more.

Sure, we’ll gladly take those who are ready today…but in many ways, it’s better to connect with someone before they’re ready so you have an opportunity to persuade them why you’re the best option when they become ready.

Then we treat them as our Ideal Prospect…until they give us reason to believe they aren’t.

We educate them, inspire them, provide social proof and build a relationship so that we hopefully become their obvious choice when they want help.

If they decide it’s not for them along the way…maybe they unsubscribe from a newsletter…no sweat.

Not our person.

Focus on those who are great prospects.

Then, when they get closer to being ready and want to talk…we learn what they want…what the dream come true result would be for them…and we help them see how we can work with them to get there.

We show them how we can be the guide, coach and teammate they need.

When they join…and at this point they most likely will because you’ve made it about them…you’ve basically entered into a partnership that will allow them to invest in you and you to invest in them.

So, when you think about business…my suggestion is to stop doing anything that makes you feel like the prospect or the client is the opposition.

They’re looking for a teammate…and your success will reflect how good you are at being one.

Dedicated to Your Success,

Pat

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