To a man with a hammer, everything looks like a nail. ~ Mark Twain
When you approach someone with an idea or something you want to sell, assume you are out of phase. What are the chances of being in phase.
Sure, if you have an urgent care office, people show up because they are sick. The timing is right.
But when you are initiating in the marketplace of overcrowded, abundant offerings, people are likely not thinking about what you are offering. And if you act like the man with the hammer nailing everything around you, then you will likely find disappointment.
Timing matters a great deal. Getting in phase and helping someone’s mind get ready for hearing you gives you chance to be heard and valued. But this takes more work than simply going around nailing everything in site. It requires strategy.
Instead of asking how you can sell, ask yourself how you can help people be ready to receive what you are selling. The prerequisites likely come from your past buyers if you would study what caused them to buy.
What mindset did your previous buyers have?
How can you help someone to consider something they have not considered previously?
What problem became so acute it bugged them immensely? How can you push on this point?
It’s thinking about process and connection to create the timing and readiness for your message and offering to be received. This may require more appreciation for timing than you currently have, but in effect, you can build a sustainable pipeline by simply tweaking your approach.
Most people you engage are not ready. The question now becomes, how can you help your prospective customers become ready to hear you?
It’s pushing on the heavily weighted factor for selling – timing. Master this and you create the ongoing environment for continuous conversions.
