I Could Not Do What They Said to Do…
Way back in 1989, I started my first business venture. It was a home-based business that revolved around two aspects of the work: Building a customer base and recruiting and developing a sales organization.
I was as green as it gets. I had no idea how to talk to people, and this was compounded by an intense fear of even doing so. This was further compounded by my introversion, low self-belief, and the fact that at 28 years-old I had achieved nothing in life that I could point to that might give anyone else the confidence to want to do business with me. Essentially, I had no credibility.
I did however, have an intense desire to create freedom in my life through growing an income on my own terms. As a result of this, I listened intently to what I was told were the best practices for successfully building the business. I was provided scripts for convincing people to set an appointment with me, for handling objections, for “closing” the sale, and for getting people to further make a larger investment in inventory. I learned it, and I did it. And I hated it.
I wasn’t mature enough to understand why I hated it, because I hadn’t begun my personal development journey yet, I just knew it felt wrong. After a short period of time, I adapted my own style of doing the work, that involved my own way of contacting people and talking to people and where I made no effort to convince. And that is when my business really started to grow. As an aside, my formula was, and is to this day, treat people with kindness and respect, operate with integrity, and focus on serving what they are trying to accomplish first.
Several years later, I found a business partner company whose heart of operating matched my own value system, and that marriage resulted in a wonderfully fulfilling and successful business that still goes strong to this day.
What Really Was the Thing I Wouldn’t Do?
Okay, so reading the first part of this article, I said I “could” not do what they said to do. The reality is that I could, as in I could actually do it if I chose to, but I WOULD NOT. Because it was, and is, wrong. The word that perfectly describes this No-No is PRESSURE.
There are lots of kinds of pressure we all experience in life, and several kinds we apply, but this one, the pressure of trying to get someone to do something YOU want them to do, is the one to leave out.
People put enough pressure in life, and in their pursuits, on themselves. They don’t need more from anyone else.
You Know the Feeling…
You are interested in making a purchase. It doesn’t matter what it is. It doesn’t matter the size of the purchase. It could be a bottle of shampoo or a house. The person who is selling the item is explaining to you why you have to buy it. They are not asking you why you are interested. They are not asking you what is important to you. In fact, the only questions they ARE asking you, are scripted leading questions where any other answer besides yes would make you like look an idiot.
They are applying technique to you. It is becoming clear to you that their only interest is in getting you to buy right now. They don’t care if it is the right thing for you. After all, how could they, they don’t really know what you actually need or what you are trying to solve. This encounter for them is only about them making a sale.
You Start to Feel Uncomfortable
And there you have it. If it’s me, even if what this person is selling is the perfect product for me, I am absolutely not going to buy. I will take my business elsewhere…to the person who wants what’s best for me. Applying pressure to someone to get them to do what you want them to do, is a selfish act.
When it comes to a home-based business, it is even more magnified. Applying pressure to someone to buy your product or service, or join your business will turn them off. It will not only eliminate this person from being a part of your customer base or team, but it will leave a bad taste in their mouth and they will speak poorly about you and your company to the people closest to them and anyone else in the community who mentions you or your business.
Another Consideration for Self-initiated Organizations
If you are running any business that is self-initiated, like real estate, insurance, and other sales type businesses that are commission based, if you have to pressure someone to join your team, why would you even want them? It doesn’t matter how good you think they would be, or how spectacular they have been in another area of business or in the same business, you only want the people who WANT to be with your team.
This applies even further to the people already IN your organization. Pressuring people to do more will backfire. They will see you as wanting them to make YOU money. You can never afford to be seen in this light. Recognize that the people in your team are already putting enough pressure on themselves. Adding pressure to them will break trust, and you will not ever overcome this.
Your job is to help them do what they are trying to do, whatever that is. If they are not willing to take the steps you think they should be taking, that is their choice at this time. You will rarely know the entire story of what is happening in someone’s head or in their life. If you want to have an ongoing relationship with them, such that when they are ready to move forward, they do it with you, support them where they are, and let them know you care about them. This will serve both of you better over the long haul than any amount of pressure ever will and its a lot more fun!
Treat people with kindness, honesty, and respect. Set the example by doing the work. Invest in people to grow and develop them and serve and support them in whatever level of success they want, and you will attract and grow with the right people. If you find yourself pressuring, it’s a sign you need to do more of your own work in the field and on yourself.
I hope you found this helpful.
Many Blessings, Todd
P.S. If you are in need of coaching or training for your organization, reach out to me.
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