One of the great challenges in business is figuring out how to get other people to do what you want them to do. You'll be out of business if nobody buys your product or joins your opportunity, so, ultimately, we need people to do one of these two things. How do we go about getting this outcome?
I want to note first that I'm not interested in using techniques that manipulate people into doing what I want. I've never been very good at manipulation and I don't want learn now. Since I want lifelong business relationships with people, I want to cultivate goodwill with them by doing right by them. So we have an outcome we want and we want to get there ethically.
Let's look at things from our customer's perspective. I'm imagining my customer is a single factory worker. He works twelve hour days doing the same motions all day and comes home to collapse at the computer every night. His feet and elbows hurt all the time and his fingers feel like stones. Does he want another problem? No, of course not. So suppose we come to him communicating that we have this huge problem where we need to find people to join our business, and, oh, wouldn't he like to have that problem too! "No thanks," he'll say. He's got enough trouble in his life as it is.
We need to offer him solutions to his problems (like a prebuilt business model that'll get him out of factory work), but also we need to communicate a neutral attitude to whether our own problems ever get solved. And I think the best way to communicate that we have a neutral attitude to getting our problems solved is by actually having a neutral attitude to getting our problems solved.
I see two good ways to get there, which I'd like to write about tomorrow. So click follow and stay tuned!
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