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Once we have helped someone in making a commitment we want to be sure that they are going to keep it.
Have you ever invited someone to a meeting or an event as your guest and then left the visit wondering
are they actually going to come or if they were simply being polite in the moment?
It doesn't feel great does it? I want to share with you a couple of tips
that will help remove that doubt and secure the commitment.
These are things we know instinctively but sometimes fail to apply.
For example, when I asked my wife to marry me - and that's a great example of a will you question by the way.
You don't want middle ground and indecision on that question! You don't want to say
"how would you feel about the idea of us may be getting married!"
you say "will you marry me?" if she was to shrug her shoulders and say
"I guess so" how would you expect me to feel and react?
I would want to make sure she understood what was happening and that she was really saying yes.
Well, your business is no different. The invitation is of course, but not the process.
Here's what we want to do once you have someone who has said yes to a commitment to do something.
First we want to make sure that they know exactly what has been asked of them and by when.
We can do this by asking a simple question like this
"we have discussed a lot tonight and I am so pleased that you are willing to team up with us and build a Nikken business.
We planned for me to come over tomorrow afternoon. Can you remember what you needed to have done beforehand?"
This gives them the chance to answer and demonstrate that they understand and that they are clear.
The second thing you want to do is have them state that they will fulfil the commitment.
You want to hear them say it. This can be done by asking another simple question
question "how do you feel about completing your contact list for when I come over tomorrow afternoon?"
You can then respond with some final encouragement and leave with confidence
that they are committed to keeping their goal.
The last thing that you want to do is to plan follow up visits where needed.
If you are working with someone on a long term or a short term goal, this may happen frequently
as you develop and foster a relationship of accountability and recognition.
Many people I have met are fearful of following up
because this is where they get let down and get confronted by concerns.
Remember, it is not your goal you are following up on - it’s theirs.
Your purpose is to help them to become more right?
So see this as an opportunity to help and encourage. A simple way of removing the fear
and increasing the fulfilment of the commitment is to plan a follow up visit.
Do it immediately after you have confirmed the commitment. Simply explain that you would like to follow up.
You are excited by their dedication and would love to know how they get on.
Of course, you are also there to help along the way. So just plan a brief time
where you can call or visit and find out their experience or their progress.
Here comes the practice part: think of your next meeting or event you have coming up
and who you have there or who you will invite. Remember, with every activity
we should always look to have a call to action. This will require helping someone to make and keep a commitment
and following up on it. what would be a strong next step for this person?
Make a note of it now and prepare how you will confirm their commitment
and follow up to help them to keep it. Remember the points we discussed:
make sure that they know exactly what to do and when. This means that they need to be sure.
Have them state that they'll fulfil the commitment and then plan a follow up visit.
Always be sure to show empathy, encouragement and promise benefits.
Take some time now to practise and watch the difference these skills make!
You will be amazed!