As far as your business is concerned, the world is made up of the right type of people…and well, the wrong type. The problem is most of us waste a lot of time chasing down the wrong type, hoping to turn them into the right type. It’s not going to work. I think we all secretly know that inside (if we’re honest with ourselves), yet we can’t seem to let it go.
When we learn how to recognize the right type of people from the beginning we can save ourselves a lot of time and frustration and spend our energy where it counts to grow our business. Here’s a little 101 Primer on recognizing The Right Type of People.
The Wrong Types of People
In relation to your business, think of the world as being made up of six different types of people. As the graph above shows, MOST of those people are not the ones you’re seeking for leadership roles in your business. Let’s take a look at each of them.
The base of this pyramid is made up of the Bewildered. They are the vast majority of people that don’t know they have a problem and therefore certainly don’t see you as having the ability to solve it. Their needs might be glaring at you so brightly you need sunglasses to look at them, but there’s NO convincing the Bewildered folks that you have anything that will make their life better. They don’t see the problem, so how can you solve it?
It’s tempting (I know I’ve done it a ton) to try to convince these folks that they DO have a problem and that you actually have a solution that can change their lives. People have to WANT to overcome their deep pain before a solution to it looks attractive.
Walk away. It will save you both frustration.
Next up on the pyramid are the Seekers. They actually DO know they have a problem, but they’re not invested in solving it. They might SAY they want to solve it. They might act like they’re ‘all in’ but in the end, they do nothing.
You can dump time and energy and products aimed at solving their deepest pain, but you’ll be in this party alone. Knowing you have a problem and investing yourself into helping solve it are two different things.
Don’t be more willing to invest in someone else’s life then they are willing to invest in their own. You can’t fix everyone.
The Analyzer is someone who both knows they have a problem and are wanting a solution. The issue is that they can’t make up their mind. Ever. They flit from one idea to the next, never landing long enough to arrive at a decision. In the meantime, they brush off solutions that really might address their deepest pain, waiting for something better to come along.
The Fact Finder
These folks are getting closer! They know they have a problem. They want a solution to their problem. They research everything they can find to arrive at a solution to their problem. They know everything about their problem and potential solutions. In fact, they might think they know more than YOU do about your solution to their problem.
Things can go either way with these folks. They have a hard time sticking with one solution long enough to see if it will actually solve their deep pain. If you can get them to stick it out long enough to have their deep need met, they’ll be enthusiastic leaders who know everything there is to know about your product.
Balance is the key with these folks. Encourage them and walk beside them, but until they’re 100% in, don’t over-invest in them.
Consumers are the right type of people. They’re the folks you want to target. They are willing to spend money to find a solution to their problem. They don’t’ even have to know for sure they’ve found the solution to buy in. Once they see how your solution meets their deepest pain, they’re enthusiastically all in. They will sell the solution to others just by their enthusiasm.
When you find the consumers, you’ve found the sweet spot. Invest in them. Grow your business with them. Give to them. They’re who you are looking for. They will turn into your leaders and trusted team members. This is the core of your business.
Leaders are the tip-top of the pyramid. They’re the cream of the crop. They’re more than consumers as they’ve already had success as a leader in other ventures. They know how to lead others. They know how to invest themselves and grow a team. These folks go from zero to 5,000 without any help from you. They’re every network marketers dream person. If you create a culture that a leader wants to partner with, your golden. They will help you take your business farther (and faster) than you ever thought possible.
Focus on the Right People
When we know how to recognize the right type of people (and therefore the wrong type, too), we will know how to spend our energy. Of course, I’m not saying to completely blow off every person you encounter that isn’t a consumer or leader, but decide how much you want to invest before you come across them. Do you want to spend 40% of your energy on the Bewildered, trying to help them see they have a problem and then only 10% on your consumers who are willing and ready to build a business? That doesn’t make sense, right? Yet, we often fall into that kind of trap.
What if instead, we did it the other way around? Spent 40% on our builders and 10% or less on those folks that aren’t ever going to see how what you offer will meet their deepest need. Save your energy for the people that really need you. And for the people that you need.
Learn how to spot the right kind of people. And watch your business grow.