The Desert of Arizona
Sunrise 28 Degrees
If you think about the resistance someone has to hiring you, there are basically two ways to deal with it.
The first is what I call the “old school” way. That’s where you sit there (if you get the opportunity) and work through that resistance directly with the prospect.
A lot of people call this selling.
This works well enough. Especially if you’re more like a traditional corporate sales person. Those guys just sell and then get out. They’re usually not involved with fulfillment, so they don’t have to worry about what happens after the sale.
As a provider who sells and delivers the service, though, it’s different. It’s extremely short-sighted to push your way into a client’s world with no thought about how that affects the next part of the relationship.
In a nutshell, it usually screws it up. At the very least, it weakens it. Because there you are, Mr. Service Provider, who pushed your way in the door. They didn’t ask you to be there. You forced yourself into their world.
Despite what they might say, they’ll NEVER forget that.
Then there’s the OTHER way of doing things. It’s not about barging in, it’s about attracting over time.
You could think of it like sculpting.
The artist, Michelangelo, said, “I saw the angel in the marble and carved until I set him free.”
That’s kind of what this other approach to selling yourself is like. You start with a block of stone and you slowly chip away, chip away, chip away.
Eventually, you end up with clients.
That’s resistance you’re chipping away. It takes time and it’s slower than blowing the office door down and barging in.
But the depth and the strength of the relationship you build (which is what controls how much $$ you get) is unparalleled.
How do you choose one method of “selling” over another? Well, a very simple way to do it is to look at what everyone else is doing and choose the other option.
Most people are barging through the door eager to tell the prospect all of the things that can be done.
The other option is about attraction. Attraction created by a Platform. It’s about a real system that you power that gets the clients for you. That way, you don’t have to fly by the seat of your pants with each new prospect.
You’re not making it up as you go, you’re just working the system.
This is the way of the Platform that I talk about. That’s where you build a vehicle that delivers value on a consistent basis to a lot of prospective clients.
There are only two types of people in my Platform world. The first type of person is totally onboard with the strategy behind it. In theory, they “get” it.
The other type of person actually does it. They actually build the Platform and run with it.
Have you ever thought about how Oprah got to be so famous?
I’ll tell you how: she built a Platform and delivered consistent value to millions of people every week day, for a long time.
From the outside, I imagine it looks like she shot up out of nowhere. Clearly, that’s not the case. It took years. Years of being more valuable than just about anyone else in the lives of her viewers.
What day will you step up and do that in YOUR world?
If you need a map, get the Platform Launchpad today.
The secret ingredient here is TIME, so the best time to start this is a year ago.
Second best time is now.