There’s a world of opportunity out there for what you are pursuing. But one piece of clarity that gets overlooked too often is qualification. Most people you meet cannot say, “Yes,” to what you are offering. However, a few people can.
I’m not sure why we have this block, but the clearer you can get on who you know can say, “Yes,” the more fun you can have doing business.
Thinking everyone is a prospect is discouraging, costly and wasteful. You can leave relational carnage in your wake. Maybe, it’s hard to feel that fact. Pitching everyone is like spamming, but you don’t feel the cost necessarily.
When you are clear about who can say, “Yes,” you can enjoy the relationships in front of you for what they are – people to enjoy or avoid. You can relax. You can create goodwill and focus on others more than simply what you are trying to sell.
And for the people that can say, “Yes,” you are simply helping them become aware of something they need. They are the ones your firm has been built to serve. You have to put yourself in front of them in order to help them.
Ask the question clearly if you seem to push too hard, “Can this person say, ‘Yes?'” If they cannot, then keep finding people that can.
Secondly, get clear on who does say, “Yes,” that you can bring immense value to.
This is abundance thinking. The world is your oyster and you can go out building amazing relationships with the right people as well as avoid perturbing people that don’t even have a shot at saying, “Yes.”
Who says, “Yes,” to what you offer?