You have been lied to and in fact you’re still being lied to. Allow me to expose the culprits.
Most likely you have studied at a business school somewhere, or read a reference book, or attended a seminar or webinar, or maybe some combination of all of these. Most of what you were told was not correct. Now don’t get me wrong, I’m not saying any of those people are nasty enough to deliberately mislead you. It’s just that they are wrong, so when they tell you what to do and how to do it you are being told an untruth. Let me explain that.
Most of them will give you techniques that basically trick the target into buying from you. You’ve heard of Closing Questions, Selling from the front, Trial Close and all that. Tricking people isn’t the way to develop a long term, successful business. Imagine that you have been tricked into buying something, and then you realize. How do you feel? Your clients will feel the same way, and you have just lost a customer that will never come back.
Have you ever been misunderstood and the more you explained what you really meant the worse response you got? That’s in part because humans have several communication styles, and what is a sensible statement in one style can be an insult in another. That’s another reason why the canned approach you have probably been taught so far doesn’t work.
Why do I care that you have been lied to? I know that there is a better way to do business, one that doesn’t involve telling any untruths, and that at the same time delivers increased sales, higher profits, and raving fans who will spread the word about you and your business and never even contemplate shopping elsewhere. That and a couple of years ago I decided I wanted to change the way the world does business.
Now let me tell you some things that you may not know about me. I have been in business since my teens, I chose business related subjects at school, and I’m one of those that measure things (and then compares the before and after figures). I’ve worked in over 30 different industries, coached or mentored many people – some of whom became millionaires by following my suggestions. I’ve also played sport for the branch of the military I was in at the time, and I never run onto a sporting arena intending to come second. If I don’t play well enough to win I find out why and do better next time I meet that opponent. (There’s that measuring thing again).
And that measuring thing is why I can tell you that most of what you have been told by others doesn’t actually work. It all sounds good, I know, but it doesn’t improve the bottom line in any of the businesses I have spoken to. Thing is, it’s easy enough to identify the ones I’m talking about. They have statements like “May be atypical results” and so on on their website. That tells you straight away that either they know it doesn’t work or that you need some specific conditions that they can’t identify (otherwise they would, and that would become their target market with a virtual guarantee – and you’d buy it then, wouldn’t you?).
So here’s what I’m going to do about it: I will add posts to this thread (Incubator) that covers every aspect of doing business. Everything from when you get the idea to making it happen to how to keep it rolling along. This information will be invaluable if you are just starting out, and also if you have already got a business – but it isn’t performing the way you want it to.
In all there are over 24 different areas that are described. You may not need all of them, and you can pick and choose which bits to read. Obviously I can’t post everything at once, so if you don’t see something you want then use the Contact Us page to tell me what you’d like to know.
By the way – to find all the related posts just search for the Category “Incubator”. (And if there aren’t many then just remember that there will be regular updates – come back soon).
Let’s get started.