BRX Pro Tip: Make it Easy to Say Yes
Stone Payton: And we’re back with Business RadioX Pro Tips, Lee Kantor and Stone Payton here with you. Lee, I feel like I have probably intuitively geared my whole sales approach over the years to trying to make it hard to say no. But you said something not very long ago that maybe there’s even more wisdom in this, and more strategy and tactic and mindset behind this that would be that much more powerful, and that’s the idea of just make it easy to say yes.
Lee Kantor: Yeah. People are bombarded with complicated messages and they’re busy. And they’re not going to take action unless you just make it so stupidly simple to say yes. And it doesn’t matter what you’re asking for. It could be a meeting, could be an introduction, could be a referral, whatever it is, it doesn’t matter, just try to keep it as simple and specific as you possibly can. Remove as much friction as you possibly can. The easier it is to say yes, the more often people will say yes.
Lee Kantor: So, just go through some of your correspondence, whether it’s an email or a proposal or whatever it is you’re working on, and look at it through the lens of making it as simple as possible and as specific as possible in order for the person to say yes as easily as possible. And don’t send it until you removed anything that is causing friction or anything that maybe is unclear, especially around what that next step is.
Lee Kantor: Because saying yes, you want to have a collection of yeses in order to get them to eventually buy whatever it is you’re selling. So, you don’t want to do anything that gets in the way of the next yes. And if you don’t have clarity and you don’t have simplicity, you’re just setting yourself up for failure when it comes to this.
