The Desert of Arizona
Partly Cloudy 47 Degrees
The longer you have a Platform Spiral working for you, the more magical the results will seem.
But there’s something you never want to forget, even when your system is running like a well-oiled machine:
You will pay a price for providing prospects a shortcut through the system.
I can tell you that I’ve done this. I’ve made this mistake too many times and looking back, I can’t think of more than one or two examples where it wasn’t a dumb move.
Now everyone’s experience will differ, but for me, this rule includes referrals. They go through the system or dumb things happen. Easy to say, hard to follow some times.
Referrals are supposed to be the best way to get business. They might be for others. It hasn’t been my experience for me.
And here’s the reason. With the Platform Spiral approach, you need time to allow it to work. There’s magic that happens in there somewhere, but it can’t happen if you skip out on the “baking” part of the process.
The media platform works in a way where your need to SELL is removed because you’ve engineered a situation where the prospects sell themselves!
With a referral, the referrer has “sold” them enough to reach out to you, but this new prospect has not been given the raw material and time required to SELL himself or herself. From my perspective, this is a problem.
It’s a little bit like saying you can SKIP the baking process for your special chocolate cake because you are working with superior ingredients.
Clearly, that’s a laughable assertion. But still, I’ve done it. Oops.
Just let everyone go through the system. That’s why it’s there.
Have the discipline to sit on your hands and put people through the system.
Yes, it might make YOU feel uncomfortable to do that to some “VIP,” but that’s your issue to deal with. And yes, this means you are often times delaying the sale on purpose.
Get over it. Because your prospect will ultimately be better served by selling themselves on you… period. They will tend to listen better, respect more, pay more and on and on.