I ask them “how is it going?” Going back to this innocuous little question. If it’s going great, You don’t have a high probability client. Remember high probability VS low probability talk we had in TT? If it’s going great for them, then don’t beat your head against the wall. If they’re honest and say “Not so well” or something along this line, then I say “I know you tried a, b and c… And that’s old technology…what I am telling you here is modern and new and always gets results because it is effective. This is not any of that old stuff you already know.” Then you can start talking. Many times people stat telling you about their great techniques, and how much they already know to show YOU that they know something. And if they get results, then I don’t want to waste my time with a low probability client who will never buy anything for me unless I have nothing better to do and I want to elicit what is it that they’re doing that’s going so well and learn from them. But usually I don’t have time for that. I learned this well when I first had in a training a master trainer from another famous name of NLP come to us. I was a little apprehensive as I was a young trainer without years and years of experience in the field. And Tad said to me – don’t worry! They have the piece of paper saying they know this or that, and that they’re a “master trainer”. In reality they know nothing. He was right. After the second day, the guy -at least he was honest- came to me and said that he already learned more than in all the trainings he did with this other big name. It was a good learning for me. So I am ot impressed when somebody says to me “I know this or that”. However, if it is not going well for them….it means that whatever they know does not produce the results they want. This question “how’s it going?” Is the best question ever. And if not going well, then you have a possible high-probability client. Always remember this. Do not waste your time on low probability clients. They will eat your time, pick your brain and never become clients whether for coaching or for trainings. 80-20 rule. Stay with the 20%. I am thinking to even make a zoom webinar about this. It is such an essential part of seeking and marketing thinking and it goes straight to time efficiency and results.
BTW I have a whole project dedicated to how to do networking successfully coming up after the niche project.
