The Desert of Arizona
Sunny 17 Degrees
I’m sure there’s a name for this phenomenon, but I don’t know what it is.
Have you ever gone out of your way to accomodate a would-be client only to have it backfire on you? They say something like, “Well, what if you could do X for us? That would really be of interest to us.”
You don’t really do “X,” but you make an exception; then you present the possibility to them. And then they disappear.
Any attraction that did exist has now disappeared.
Everyone loses in a situation like this. The client doesn’t get the help, you don’t get the client.
This doesn’t mean “clients suck” (even though someone like me, in a former incarnation, might have suggested that very thing :), it means you don’t understand humans.
You have to figure out where you’re going to stand in relation to your marketplace. And then you have to stand there.
Do you meet them where they’re at? Or do you look at where they’re at, figure out where they want to go, then provide what they need to bridge the gap between those two locations?
What would happen to the perception of a “pack leader” in the animal kingdom, if he consulted each member of the pack for advice about which way the pack should go?
At a very deep level, this would erode the confidence in that leader.
Despite our outward appearances, we are all still very much animals. So these rules seem to apply.
Your prospects and clients are attracted to you because of a FEELING they get from interacting with your universe.
You must treat this knowledge very carefully or you can very easily destroy your chances of ever helping them.
Leaders lead from out in front. They exist in a position others would LIKE to be in but can’t necessarily get to.
The gap created between these two spots is what creates the attraction.
If the gap closes from the end of the client (they get closer to the goal), they get more excited to be approaching the destination.
But if the gap closes from the end of the leader (meaning you come back to where they’re at), the shine of the leadership position starts to fade.
We’re talking about energy here. The better you learn how it works, the greater the force will be that attracts the right people to you.