What’s interesting is that Tony overcame his parents’ divorce at age 7 and then forgave his over-domineering mother who forced him to leave home on Christmas Eve at age 17. After his short stint as a janitor, Tony was hired and sold self-help programs for Jim Rohn, making a cool $3000/month – and that was in in early 70’s.
He then went on to get his GED and graduated with his class. Just to be rejected by them for being too successful.
He gained 37 pounds, spiraled into 3-year depression and lost everything, then …he discovered Neural Linguistic Programing (NLP for short).
It changed his life. So much so, that he HAD to share it with others.
- Before NLP, he was down and out, overweight, broke and depressed.
- After NLP, he could do anything he wanted – even walk barefoot across red, hot coals without being burned.
How did he spread the word? He talked to his target audience in small groups. And he proved that his mind-over-matter system worked by walking across hot coals. And he created a buzz so everyone he spoke to spread the word organically for him. Would this have been as effective had he approached potential clients one at a time? Of course not – he launched his empire one small-group talk at a time.
Here’s what Tony’s 3-step success formula looks like for YOUR business.
Step 1: Mine Your Rags-to-Riches Story And Connect To Your Audience
Everyone has a rags-to-riches story — you do, too! Have you overcome adversity? What did you learn…did it ignite a passion for something in you? Did you find your natural gifting? I’ll bet it did and chances are that you’re in the process of –- or are already in a business that sparked that passion. Bottom line – if you can do it, your personal story proves that any one of your potential clients can do it, too.
Step 2: Who WANTS What YOU Got?
Who is it that wants your services? Who has the money to pay for your services? It’s not good enough to find people who need your services (because most people do, right)? It’s an entirely different matter to find those who WANT and are willing to pay for them. The more specific you can be to find your target audience, the better.
Step 3: Create The Buzz That Makes People WANT What You GOT
Once Tony shared his story and then tapped into his passion, he created the buzz by demonstrating the impossible to targeted groups of people. He showed them WHAT they could do. The HOW was what they learned when they paid him for his knowledge – his system – his service.
So what’s your best-selling service? Now think of it differently. If you’re a Professional Organizer, instead of doing a talk called “How To Organize Kids’ Toys” – why not call it, “Kid’s Toys and Cookies”? You could give this talk in an upscale children’s store with a clientele that shops there and has the money to spend on your services (or knows someone who does). And you and your sponsor can serve cookies. Fun. Different. Memorable.
If you’re spending more time GETTING the business than DOING the business start doing group talks.
If you’re spending your time selling one-to-one, your business will stagnate and you will continue spending your time on the stuff you hate doing. Instead, connect with your audience by sharing your story, targeted to your perfect client, and create a buzz that shows them that they want what you have. And remember, the “how to get it done piece” is what they pay YOU to do.
What’s your Rags to Riches Story? Please share below.