A sales trainer was giving a talk recently where he asked a curious question. For coaches like me, he recommended asking new prospects, “Do you want the result or do you want the process?”
To illustrate his point, he asked his audience, “Who here wants to get in better shape?” More than a few people raised their hands. He picked a woman whose hand was raised and asked her, “Do you actually want to work out or do you want to lose weight?”
She said, “I just want to lose weight.”
“Great,” he said. “You’re a ‘haver.’ You want to ‘have’ the result.”
“Me,” he said, “I’m a ‘doer’ who likes the process. I actually like to work out . . . . I want to sweat, I want to work hard.”
So for coaches who want to attract a lot of good prospects, he advised marketing messages focused on the end results people want, not the process that gets them there.
Curious Advice What’s curious about this advice is: Can you really get results without the process?
In other words, if you want a certain result, doesn’t that mean it’s not currently happening for you? To make it happen, then, wouldn’t you need to do something different, i.e., undertake a process of transformation?
Looks to me like we have to be “doers” to be “havers.”
What do you think? Leave your insights in the Comment Box
Marketing Fantasies It’s a fantasy perpetuated by the American marketing machine: That you can have every last thing you want. Period.
Really, life is a continuous string of trade offs. To get one thing, you must trade off something else. For instance, the result of good health comes only with a trade-off of the time and effort to do the steps that bring good health.
Marketers do a disservice to our health by failing to be upfront about the “doing” that must be done to achieve it. We end up with dashed expectations and give up hope that we can ever achieve this thing called “good health.”
Wise-ening Up Of course, it doesn’t help that we are pretty gullible. “You get what you pay for,” is a truism for a reason! And we’ve all heard it a hundred times: Pay little to achieve the treasure you want and you will get a treasure that isn’t worth much.
Likewise, do very little to achieve the gift of good health and you get very little in the way of good health.
Ready to Do? If you’re ready to start the “doing” so you can “have” the wondrous gift of good health, you’re in the right place. Put it on your calendar now: Starting January 24, 2019, discover and do the #1 Best and Most Brilliant Way to Make All Your Healthy Eating Dreams Come True. Don’t wait any longer!