If aging in place is such a great idea why don’t people get the help they need?
I mean, you know they do (or will) need help at some point, whether with their home, help around the house, transportation, etc.
If you know it, wouldn’t it make sense that they know it, too?
Well, yes and no.
Knowing it or understanding it is one thing. Being able to make a choice to do something about it … that’s a totally different thing.
Of course, you know that already if you’ve talked with more than one potential customer.
(Stick with me here … I’m going somewhere with this.)
The reality is, of course, that people are unable to make relatively quick connections between the information they’ve been given and their rational, decision-making thinking.
Or, probably more appropriate, are unwilling to take action on information very quickly until one of two things happen:
1. Their situation demands they take action (think emergency), or
2. They’ve had sufficient time to digest everything, plan it to death and/or are prepared to the hilt to make it happen. (I.e. They’ve accomplished the list of things they fabricated in their minds that must happen before they can take action.)
The unfortunate reality is that something making sense to them really doesn’t have that much to do with it.
People are not dumb; they understand that things change as they get older … Heck, they’re living it.
They hate change and they tell themselves stories to procrastinate.
So, it isn’t necessarily that you can’t find potential customers who know (and even believe) they need to make changes to their home or lifestyle to accommodate those life things.
Rather, what you’re doing or what they’re hearing from you probably isn’t the thing they need to hear, so they’ll give themselves permission to make a change.
So, let’s take these one at a time …
They hate change
But, why? Why do humans hate change so much? Why do we have an aversion to it?
The answer is actually very simple:
FEAR.
Change can introduce variables that maybe we didn’t account for. It upsets what we think of as ‘normal’. It also has repercussions and we definitely don’t like those.
The list of things
Oh, most humans do love a well-crafted procrastination scheme. I mean, think about it… they make up this perfect situation that fully illustrates the ‘perfect’ situation when they’ll be able to do a certain thing.
Those potential customers, they just list away things until they feel safe that they’ll not accomplish it all in time. Then, if they do, they’ll add to the list.
(Not you, of course. I know none of us do that, right?)
So, when I say that I know from those potential customer’s own mouths that …
They can’t find someone to help them with their needs?
What do I really mean? Can they actually not? Well, sometimes they can’t. Maybe:
– They can’t find someone experienced or with references (or will call them back).
– They really don’t have people to ask.
– They can’t find someone that stands out as the ‘right’ company to call.
The good news is those are all things you can do something about.
How to get to all of the customers you need
The truth is, if you really want all the customers you can handle, you’re going to need to change how you do things.
You’re going to have to:
– Present your company as the right choice.
– Create a situation where you can have multiple touch points with them, so they can learn about you and what you do.
– Give them a professional and clear message that addresses their fear of change by showing them what they can have, instead.
– Create a customer experience that makes them talk about you to their friends.
It’s really that simple of a solution.
If you give them the right information enough times …
If you teach them to see what their lives could be like …
If you show them that you are the right company to serve them …
You help them create a different story to tell themselves.
And, that story isn’t based on fear. Rather, hope of a good, healthy, fulfilling life and all that entails.
But, do you know why most business owners don’t do that after they learn how?
FEAR.
Most people don’t really want a very successful company if it takes change.
Most people will say, “When I get this done I’ll take this step.” Or, “After my situation looks like this, I’m really going to dig in.”
Then it never happens.
I’m telling you this because I really want you to succeed. I want you to build a business that you can pass on or creates an incredible retirement for you.
What to do about it
If you’re tired of the hamster wheel and want to try a way to build your business that actually works, start talking to yourself about making how making changes can be so positive for your future.
– Visualize what you’d like your business to be like.
– Think about how many people you can help.
– Consider how much money you really want to make.
– Give yourself permission to investigate how to make that happen.
Then, let’s you and I setup a time to talk. Because, I can help you get there.
I promise, you will learn so much on our call that you’ll be brimming with new enthusiasm. You’ll be excited again to build your company and start making the money you’ve dreamed about.
You can schedule our call here.
I look forward to talking with you.
