I mentioned in yesterday’s blog about the sales process I have at RISE.
The vast majority of my time and effort goes into things that help existing members make the changes that they joined for, of course.
But the business wouldn’t last all that long without some sort of structured process for bringing in new people to replace those that move on (beware those that tell you that “no one ever leaves” because they’re clueless and / or lying. Or places that tell you that they only need “word of mouth” because, unless they’ve been fully booked for years on end, they’re prioritising their own comfort over helping people).
Most conversations I have with potential members go relatively smoothly.
Exchanges of messages or conversations on phone.
They either end up joining or I recommend something that’s a better fit for them.
Or maybe they stop responding to the messages.
Perhaps no show the phone call that we’ve arranged together.
In those cases I’ll keep following up.
Not forever, but definitely for an amount of time.
Because I know how easy it is to get cold feet.
I know how many people I could have given up on before who I got there in the end who then thanked me for not giving up on them.
Sometimes people get annoyed when I continue to follow them up.
Often at this point they’ll start lying about what’s happened so far.
I’m sure they won’t see it themselves as them lying but they will twist the narrative to me hassling them rather than me doing exactly what they’ve asked me to do.
They’ve filled the form in asking me to contact them or they specifically arranged for us to have a phone call and didn’t tell me anything to the contrary in the meantime.
Normally in those situations, I’ll just present them with the facts of what has happened – what they have done and how what I’ve done in response was just what was promised based on what they had done.
Rarely at this point do they go “Oh sorry. My bad – I forgot”.
Often doubling down on what they’ve done.
Sometimes starting with insults at this point.
Only the other day, someone sent me a string of personal insults including a suggestion that “wasn’t being very professional” with my response to them.
I disagreed with that.
As I explained to them, my “profession” is helping people see through their ‘stories’ and self-limiting beliefs in order to help them gain the results or changes that have thus far eluded them.
You could say my ‘profession’ is “calling people out of their bullsh*t”.
I don’t necessarily use that phrase but many in the coaching sphere do and it fits just fine.
My coach says exactly that when he’s doing the same for me.
My job isn’t just to smile and nod as people give me their justifications of what’s happened (or not).
They’ve had infinite access to that already and that hasn’t gotten where they wanted to get to.
I suppose I could be selective with who I do that with and when.
But where do you draw the line on that?
I’ll be selective (and hopefully skilled) In the way I do that.
And use techniques and words appropriate to that person in that situation with a view to what will help them the most.
But a massive part of why I’m still successful in this industry after a nearly quarter of a century(whilst the vast majority of people are long gone) is that I do help people see through those self-limiting beliefs.
Calling people out on their bullsh*t is literally my profession.
Much love
Jon ‘Bullshido’ Hall 8888
P.S. Want someone to smile and nod, then I’m not your man. Want someone who will actually help you achieve thoses results that your say are important to you? Then I am. Try that out, litereally risk free —-> www.myrise.co.uk/apply 8888
