Many times as entrepreneurs we get into a role of feeling the need to sell to grow the business at any cost, even if that means that we are working with people that are not a good fit. The short term gain of increased revenue is lost when the new client has buyer's remorse. The agency ends up using precious time and energy on them. Things don’t go smoothly on client fulfillment and eventually you feel as though they are to blame when in actuality the client was a bad fit from the beginning.
You are now listening to Leverage for Growth. Hey everybody this is Jesse P. Gilmore founder of Niche in Control and creator of the Leverage for Growth, welcome to the daily leverage edition.
Today’s topic is this “Desperation of Selling vs The Patience of Seduction”. Sit back, relax and welcome to today’s daily leverage.
So this morning, I was driving to a dentist appointment while listening to a conversation kf my mentor talking about the difference between the desperation of selling and the patience of seduction.
This is not my first time hearing about this concept but it touched on an important lesson I was relearning yesterday.
I had booked a second call with a potential client that I realized I had done so through convincing them of the solution that we had
They had been looking for a lead generation company for their agency to help with new business and thought that that is what leverage for growth is and niche in control does.
On the first call, I asked more questions to determine the root cause of the issue to growth and realized that it is not that they need more leads but rather that they need more freed up time to focus on business development.
This is a common misconception with those that we talk with during our discovery calls.
The root cause is something other than what they originally come to us seeking.
In that first call, I had to do a lot of convincing and showing how we were different.
We don’t just solve leads, we solve the agency owner problems. We get to the root cause of the issue and solve it.
He was reluctant but booked a second call to learn more.
As I prepared for the call, I was reviewing the notes and realized that I had been focused on booking the next call rather than patiently walking him through a place of seduction.
The energy was off and I knew it.
Then he didn’t show up for the call.
We went back and forth for a while afterwards as I expect prospective clients to communicate effectively and respect each other’s time.
We both realized that it wasn’t going to work out and decided to move on.
This reminds me of the times that I have been too eager to get a sale or close a new client, has always turned into a bad experience.
The only time we have ever decided to give refunds or cancel contracts with clients have come from times when it came from actually selling the service.
Rather than providing an environment for them to make their own decisions and commit to the experience.
This is why last year I had a company meeting where we talked about how we are no longer a transactional company.
Focused on selling products or services.
We are a transformational company.
We are focused on creating experiences and changing lives.
We are creating a movement.
This is vastly different than simply trying to grow a company.
This also means that we are not for everybody.
We are unique
We are selective
We generate amazing results for the right people
We are for those agency owners who are looking for a proven process to transform their life and business to be by design rather than default
Who need help with the skillsets and the mindsets to become the entrepreneur that they are called to become.
We go beyond business
We create holistic solutions that enable our clients to ascend to new levels of success
We have the case studies to prove it.
So we are focused on the patience of seduction and finding the right people for our programs
Because with the right people, we all win.
Why is this important?
Many times as entrepreneurs, we get into a role of feeling the need to sell
To sell our services or products
To grow the business at any cost
Even if that means that we are working with people that are not a good fit
The short term gain of increased revenue is lost when the new client has buyers remorse and they end up using precious time and energy on them
Things don’t go smoothly on client fulfillment and eventually you feel as though they are to blame
When in actuality they were a bad fit from the beginning.
We must define what our ideal client is and what we will and will not tolerate from them
We must set up the environments for our prospective clients to make multiple micro decisions that lead towards buying from you
Playing the long game in bringing in new clients will pay off in the end with a better experience for all parties
Now it is time for the daily leverage.
Where in your world whether in your relationships or business, have you been focused on the desperation of selling rather than having the patience of seduction?
Is it in your relationships with your spouse, partner?
Is it in your business with prospective clients or even hiring new team members?
Once you have located where you have been focused on the desperation of selling and you need to focus more on the patience of seduction.
What are you willing and able to do about it today?
That is the end of our daily leverage. This is Jesse P. Gilmore and you have been listening to the Leverage for Growth podcast.
Thanks for joining me on the Leverage for Growth podcast. I believe in you and your capabilities. I hope you spend the rest of your day feeling inspired. But keep in mind that inspiration is fuel to propel you into action. If you do not take action towards your own growth and the growth of your business, then that inspirational fuel that you’re feeling is wasted.
Put your ideas into action by joining me in the next live event. It’s online. Go to nicheincontrol.com/nextliveevent. We have events every other week and we cover all sorts of topics that will grow your business when you put them into action. So these events are for you to put that inspiration and creativity into practical action to grow your business. I would love to see you there.
Go to nicheincontrol.com/nextliveevent. That is nicheincontrol.com/nextliveevent. See you there!
At Niche in Control, we unlock your potential within you and your agency through the development of you as a leader. You step forth to discover the potential you have always had. We help you with clarity of vision, strategies coming from a place of competence, operational systems to develop consistent client results, retention, pricing and packaging to differentiate you from the rest of the market and finding, developing and managing the right team to support you in the realization of your vision. Stop playing small. Rise to your potential. Your time is now. Can you feel it?
Melanie Sommer:
I’ve gotten more time, more clarity and more money.