Since I started in my current industry, that saying has been the mantra of the industry professionals. I’ve learned through my journey that if you show ten people any new idea, out of that ten: two will ALWAYS say YES, two will ALWAYS say NO and six will be on the fence, or somewhere in the middle. This correlates very well to the Law of Diffusion of Innovation which was popularized by Everett Rogers, a professor of Communication Studies, in his book Diffusion of Innovations.
The percentages aren’t perfect, but they are close. The “yes” people are the Innovators and the Early Adopters. These are the people that stand in line for hours, even days, to get the newest, greatest iPhone. I know we all have friends like that. The “no” people are the laggards, and these are the people that wouldn’t have an iPhone even if one was given to them. In this bell curve it leaves about 68% to be influenced or “sold”. A lot of people think that selling is a bad thing. The crazy thing is that we are ALL selling all the time. Here are a few examples: Getting your child to go to bed on time, convincing your significant other to go to your favorite restaurant, and getting your resume perfect. According to www.freedictionary.com, one definition of “Sell” is, “To persuade (another) to recognize the worth or desirability of something.” With this definition in mind, we are all selling all the time.
Now knowing that 20% of people will say yes right away, 20% will say no right away, and 60% are on the fence/in the middle, it is easy to see why SOME WILL; SOME WON’T. SO WHAT? SOMEONE’S WAITING (or “SW”) is so important. Numbers don’t lie, but people aren’t perfect. As you get better at selling your particular product, service, or yourself, you will see that that 60% tend to start saying “YES” a lot more. You just need to go through the repetitions required to get good at whatever it is you are trying to get good at. If you are a Martial Artist and you start at a White Belt, you can’t expect to be a Black Belt in two weeks. You must go through the repetitions to progress through the belt system. It’s the same way with starting any new venture: you must accept that you aren’t going to be the greatest out of the gates and you must be willing to “learn the ropes.” One key ingredient to believing SW is passion. You have to be passionate about your product. Too many times, people just are trying to make a sale. In my company, I truly believe that we are helping people drastically change the direction of their family’s financial future and helping them add more FUN, FREEDOM, and FULFILLMENT to their lives.
Once I shifted my mindset from “I’m ‘selling’ this idea to people” to the mindset of “I’m giving people the opportunity to change their lives,” my sales skyrocketed. In any endeavor you are working on, remember SOME WILL; SOME WON’T. SO WHAT? SOMEONE’S WAITING, and go through the numbers and find the ones that are looking for what you are offering. Trust me; when you find the one that’s WAITING, that will be a GAME-CHANGER day. The only way to find the person that is waiting is to go through the numbers.
If you would like more information on how you can change your family’s financial future or add more FUN, FREEDOM, AND FULFILLMENT to your life, email me.