The Desert of Arizona
Sunny 65 Degrees
We’ve got a late edition of the Client Letter today as I spent the morning finishing ghostwriting a book for a client. I have to say, finishing a real book makes you feel just a wee bit like you just birthed a baby.
(Having 7 kids, I’ve seen a fair amount of births but I wouldn’t be so audacious as to think I even have the faintest clue what it’s actually like to bring a life into the world. So appropriate apologies to the real mothers out there for my analogy 🙂
But onward… time to make more doughnuts.
Next Tuesday, I’m doing a live training on how to become “the pursued” in your business. In other words, how to attract and not chase.
If you haven’t signed up yet, do it now.
Let’s say you’re a brand new service provider. You’ve got no clients and nothing to do. You’ve lost count of the number of times you’ve heard the successful folks talk about “not needing” the business. But you’ve got nothing. So the only way you can possibly imagine to “not need the business” is to fake your way through it.
Philosophically speaking, I have no issue with the whole “fake it ’til you make it” approach. (Just to clarify: my definition of “fake it ’til you make it” has nothing to do with saying things that aren’t true–aka LYING. That’s something I’m not interested in doing.)
So do whatever works best for you. There are certainly plenty of examples of the “fake it ’til you make it” approach working. You “act as if” and slowly, over time, reality bends itself to make it real.
In terms of effectiveness, however, I think there’s a better way. You can “make it,” without having to “fake it.”
The secret is to use PROCESS. This is something we’ll discuss at next week’s event. How to use process to build the attractive force around you without faking anything!
For example, you could group all prospect calls on ONE day per week. When someone inquires about working with you, they get scheduled on that day. If that day is full, they get scheduled the following week.
Just think about how this FEELS different from the prospect’s point of view. Totally different than wanting to speak with a service provider who is available “any time.”
This builds in authentic scarcity without you having to fake anything. You’ve authentically limited the supply of you. When supply is limited, value increases.
You don’t have to fake it to make it, you just need to create the process that builds that attractive force for you. It’s a wicked smaht way to go.
If you want to dig deeper into this, make sure you register for Tuesday’s event.