FACT: In our arena . . . If you make a consistent habit of telling people what they want to hear, a fair number of them will write you a check.
I know this because I spent much of my early career doing just that, and have watched moderately successful people in our field do the same thing for years.
As you might expect, these colleagues experience both the marginal impact and the “sub 150” earnings this level of service deserves – but it’s a viable approach with reasonably predictive outcomes, and certainly warrants your consideration.
In my case . . . As I matured in both my selling skills and my craft, this approach eventually evolved into “Sell ‘em what they want . . . Give ‘em what they need.”
When it worked (they let us “switch gears” at some point in the relationship and actually start helping them solve their problems), it worked.
The transition wasn’t easy though – and more often than not, didn’t happen at all.
It’s a cute little saying, but the truth is: Pulling this off requires such a fundamental change in the relationship – a change far more dramatic than most would anticipate, a change that both the client and the practitioner are rarely equipped to sustain.
If you decide to go this route (which we are NOT advocating) – start making the shift as quickly as possible . . . The earlier you do, the better your chance of success.
What we’ve learned from observing Top Performing Speakers / Authors / Consultants:
If you tell prospective clients what they NEED to hear, instead of what they WANT to hear . . .
1. Yes, they’re often a little slower to write the check . . . but the checks are bigger – a lot bigger, and they usually keep coming. I’m no philosopher, but I’m pretty sure this is the way the universe is supposed to work . . . Compensation In Direct proportion To The Quality And Quantity Of Service Delivered.
The checks are bigger, because your expertise and counsel is applied to solving real problems that make or save real money – and the more you do this, the more opportunities you get to do it again.
2. The work itself is much more fun, and far more rewarding.
3. You consistently get better at your craft – your capacity to contribute continues to increase every time you solve a real problem.
4. You benefit substantially from the contrast. The vast majority of your peers will keep right on their established path of telling people what they want to hear. Executives recognize the difference pretty quickly . . . they appreciate it, they reward it, and they tell their peers.
Are You Telling Your Prospects And Clients What They WANT To Hear . . .
Or What They NEED To Hear?
NOTE: This is Volume III in the “My 150 Series” . . .
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