"For everyone who exalts himself will be humbled (ranked below others who are honored or rewarded), and he who humbles himself (keeps a modest opinion of himself and behaves accordingly) will be exalted (elevated in rank)." - Luke 14:11 AMP
I mentioned in Part I that people do business with those they know, like and trust. I also said that when you invite people to join your business, they wonder if they can really do what you are showing them. You may remember how I spoke of my experience years ago when I was introduced to Toastmasters International, how I felt when I attended my first meeting as a guest wondering if I'd be able to do what I saw all these people doing, standing up at the podium and giving a calm, effective talk with relaxed poise. I'll never forget how the other members put my mind at ease. They showed me that if I kept things as simple as possible I could excel at public speaking while learning to lead and communicate with confidence.
You may also remember this video I shared from Part I:
"Do what I do...and say what I say...and make me proud," said Bill Murray as he encouraged his fellow soldiers during practice as they prepared for promotion exercises which signaled graduation from basic training.
I see a common theme in the scene with Bill Murray, my years with Toastmasters, and with people who are invited to presentations for the purpose of getting involved with a business: each time someone is wondering to themselves: Is this something I can really do?
This is the question that a prospect or invited guest really wants to answer. Even if they are interested, they will say NO if they believe there's no way they can learn to do what you are sharing with them. So the responsibility for answering the unspoken question that rolls around in their minds does not fall to them, but to YOU. But it isn't just what you tell them that answers their question, it's how you tell them that makes the difference.
When introduced to something new, a person's natural tendency is to worry that they won't be able to do what they see; it's too hard to do, too hard to learn, impossible to master. Even if this isn't really true, it's their perception and that's all that matters in their minds. Overcome their objections and show them that what they see is not as impossible to achieve as they might believe it is. As I learned in Toastmasters, the best way to address this situation is to show your "newbie" how to take simple steps at the beginning that help them build momentum, along with their confidence. You don't give a thirsty child a drink of water from a fire hose at full blast, and you don't give your prospect or new member more than they can handle at the very beginning. Keep things simple:
"But the wisdom from above is first of all pure (undefiled); then it is peace-loving, courteous (considerate, gentle). [It is willing to] yield to reason, full of compassion and good fruits; it is wholehearted and straightforward, impartial and unfeigned (free from doubts, wavering and insincerity)..." - James 3:17 AMP
Let your people know that you are there to help them, not the other way around. Don't over complicate things, and don't reinvent the wheel. You will drive people away if they feel overwhelmed or threatened. Simplicity is king, not complexity...and if you really want to reach people where they live, remember these words:
PRIDE: a feeling that you are more important or better than other people; inordinate self-esteem: CONCEIT (too much pride in your own worth or goodness)
HUMILITY: the quality or state that you are not better than other people: the quality or state of being humble (reflecting, expressing, or offered in a spirit of deference or submission)
Let them know you are there to help them, that your interest is in them, not in you. People are drawn to humility and sincerity long before they are impressed by knowledge. Knowledge puffs up with pride and inflates your ego if you're not careful. Build people up with a servant's heart, a spirit of humility. Serve them, give them confidence in themselves and their abilities, let them know their dreams are not only possible but reachable. And as you do so, you will be astounded by what you will be able to accomplish in their lives...and in yours.
That's all for now, gotta run. Until we meet again, remember:
Keep it simple...See ya!
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