There are lots of people whose modus operandi is to get something for nothing. You can find them on the prowl hoping for opportunities that are easy and people who are simple.
Qualifying your real customers, followers and team members is quite easy. It takes a determination to define who you do business with and why. Here are ways to help people fire themselves in the face of your value proposition:
- Explain The Work. Sure, everyone would love to know how you deliver your service or product. There is a price you pay for something worthwhile in sweat equity. Give direction on every process step, supplier, content piece and array of work which constitutes your value proposition. The effort and complexity scares away most who are not willing to pay this price.
- Enlarge The Vision. Take the conversation to a much bigger picture of what is possible. The person who can’t think big would allow their fear to paralyze them.
- Propose A Cost. Price scares people. It represents risk which they would prefer someone else would take. Your true value should withstand Sir Henry Royce’s belief, “The quality is remembered long after the price is forgotten”.
- Demand A Result. Accountability separates people quickly. Many are still trapped in junior high with excuses for not delivering. Their problems are still more convenient than their execution.
Hard work, thinking big, paying a price and delivering are timeless dividers which are great tools to get to the moment of truth – is your buyer for real? Are they willing to pay a price in an area they have a deficit in – knowledge, strategy, execution? Or are they looking for something for nothing. The passing of entitlements of the old economy are making the issue more prominent and frequent. Developing a skill for helping people win or quit is an art worth mastering. Your success in the new economy hinges on it.