I once listened to a recording from Earl Nightingale in his program titled:
“Lead The Field”
And in it he said something that would change the course of my business and overall life in general.
But what is more interesting about what he said, is the fact that I personally didn’t catch on to it until AFTER listening to the Lead The Field Program about 5 or 6 times.
What did he say?
Something along the lines of…
“If you enter a market and don’t know what to do, watch what everyone else is doing, and then do the opposite, if you want to be successful. The majority is almost always wrong”
Put another way
If you can’t find someone who is successful in your field, look at what everyone else is doing and do the opposite, you’ll find that you never make another mistake for as long as you live.
And boy ol’ boy is that statement true.
Not just in business but also in life period.
Take relationships for example.
Most guys will find a woman attractive and talk to her for hours, reveal too much info about themselves, buying her drinks, complimenting her, etc… but fail to ask for the phone number.
Would go a bit like this;-
Guy: Hey, what is your name?
Girl: Oh my name is ______
This can go two ways.
Way #1 – GIRL – What is your name?
Guy: My name is _____
Way #2 – GIRL – Silence
Guy: Well it was nice to meet you ______
How is that the opposite of what most guys do?
The guy only gave his name when she asked him for it.
No ask, no name.
To the women shaking their heads in disbelief… thinking this is all some kind of game… well what I have personally found what most women “think” is often times wrong and that element of challenge will have you wanting the guy more.
To you guys?
Get your shyt together… stop texting that woman that you are always texting for about a week and go work on something… like building your business… if she texts you first (she should since you just went cold) simply tell her sorry, you are busy and look forward to seeing her next week… then continue doing what you are doing. If questions are asked like what you are busy with… you don’t have to answer, cut the damn phone off if you have too and continue building your business.
Okay enough of the relationship advice.
How do you apply that to business anyway?
Well back when I was doing PT (personal training) I would ask clients a question that made no sense in the traditional way we are told to get clients.
Tell me why I shouldn’t train you?
A far different question than asking – when do you want to start?
My question forces them to tell me every excuse they could possibly give me for not training them. And trust me when I tell you that I heard a lot of excuses from prospects and who ultimately became clients.
You are too expensive…
Your workouts look too intense…
I don’t have time to workout for 60 minutes.. (funny they had time to meet with me though)
To things like…
I don’t like working out
I don’t want to be sore
I don’t like to sweat
I don’t know if this is right for me..
I haven’t seen any results with my last trainer
My last trainer didn’t really push me hard enough
Yaddy yadda yadda
Depending on the response would determine if I even gave them more of my time.
If they just blamed other people instead of taking responsibility – no go.
And of course I would tell them that.
In other words;-
Having them tell me the reason why I shouldn’t train them helped me to get more clients even though I was looking for reasons to not train them since I didn’t want too, hence me asking the question to begin with.
Give the above a shot and watch what happens to your business