By the Ocean
Cloudy 78 Degrees
10:38 a.m.
They either want it or they don’t. This is how humans work.
They know what they want when it comes to buying things.
Getting to that answer as quickly as possible saves everyone a lot of wasted time and effort.
But our minds don’t like it. Our minds like to hope.
- “Maybe they’ll buy it after a while…”
- “Maybe if we send 800 emails instead of 6 that will do it…”
- “Maybe if we just wait longer, like 10 years, that’ll change their mind!”
Ha.
Our mind, (and that little kid inside of us who still wants everyone to love us…are we allowed to say that? eek!) likes to see every prospect as a buyer who just hasn’t realized it yet. But this is silly. The numbers show that a small fraction of all prospects buy.
The numbers show even more! That a tiny fraction of those buyers are responsible for most all of the revenue and profit you will ever experience.
What this means is that MOST PEOPLE have no business getting anywhere near your business.
That’s a reason to rejoice when you find one of those folks. You can send them on their way and stop hoping.
Disqualification is progress.
And once you understand that, the REAL question is:
How quickly can you disqualify someone? How quickly can you get to the truth about what they want, even if it’s not you?
Part of attracting the right thing is rejecting the wrong one.
If they don’t want it, they don’t want it. The world has 8 billion other people to ask.