Going From Good To GreatAug 21, 2023
It’s well known in sales that there are 2 potential client archetypes that traditionally hop on a call with a sales rep.
- Those who are going from a bad situation and trying to get to a good situation.
- Those who are in a good situation and trying to become GREAT.
So what’s the difference between the two?
My hunch, awareness..
Think about it, how many clients do you encounter on a daily basis that you KNOW - with an extremely high degree of confidence you could help… but no matter what you try, no matter how many times you ask, no matter how frustrated they might be… those clients just stay… stuck.
Generally, these are the clients trying to go from bad to good - and it’s unfortunate - but there’s a psychological shift in the readiness to accept help that needs to occur. Things need to become BAD ENOUGH that help is sought out.
Now on the flip side, let’s look at those out there who are trying to go from good to great.
These potential clients KNOW they need a catalyst to take them to the next level. Why? It’s likely a learned behavior at this point.
Let’s say, for example, that you have a potential client who successfully navigated an injury in the past with support from a guide. They understand the potential to go from good to great, they are conditioned for it.
Those looking to go Good to Great are ready to invest in greatness because they see it as a necessary part of the equation.
What happens at the highest level of sports?
Do you see the greats going at it alone?
Or do you see them with a team who helps them work on weaknesses, maximize strengths, and see things that they can’t see?
A golf pro might have several coaches: a swing coach, a putting coach, and a mental performance coach - because they know this is the difference between those who settle for good enough and those who continue to explore the limits.
I tell my clients all the time because it’s important to me to practice what I preach - at any given time, I have 1-2 coaches I am investing in and working with to take my potential from good to great. If you’re going to walk the walk, you better talk the talk.
This always carries over into my conviction when I offer the benefits of investing in coaching.
I’ll leave you with something to consider… Do you think about how you view investing in yourself as a strength or weakness when you ask a client to invest in your services?
Is that decision trickling down?
Is it a path you want to continue or change?
Interested in learning how to apply this to your clients?