In this episode, we discuss the importance of making it easy for people to say yes to you.
Full Transcript
Hi Everyone, welcome to the You’re Daily Cup of Joe Podcast, with your host Joe Bautista. I’m also the founder of Grow With Joe, where I combine self-development coaching and financial planning. In this podcast, my goal is to give you quick lessons on how to grow yourself physically, mentally, emotionally, and spiritually so you can have better careers, better relationships, and better personal finances.
I’m also the author of the book “More You Know, More You Grow: How to Get Better Every Day”. In this book, I wrote down over 30 tips to help you grow in those four cornerstones.
In today’s episode, we’re are going to talk about why you should make it easy for people. If you want something done for you by someone else, a great way to do so is to focus on ways to make it easy for the person to say yes.
There is a technique out there called the briefcase technique and this is what Andy Reid of the Kansas City Chiefs used to land his head coaching job there.
The briefcase technique works like this, in the meeting you lay out everything you’re doing to do to make the other person successful. So when Andy Reid had his interview, he laid out the offense that he was going to use how it would be successful in the division and the conference, and which players they would target in free agency and the draft. He did the same with his defensive scheme.
Andy Reid literally made it really hard for management to say no to him because he made it so easy for them to say yes to him.
We have to do the same thing with the people we are interacting with. If there is any confusion or obstacles in someone’s way, that is just going to increase the likelihood of them saying no to your request. When I run my business, I know I have to make it easy for the customer to say yes to my services. I have to outline what they are getting and how it will help them reach their goals. I have to make sure they are comfortable with the idea of giving me money.
If there is anything that disrupts people’s flow, they are going to say no. On my website, people were having trouble buying my book, because the button didn’t work and that’s why I wasn’t making any sales. I made it hard for them to buy my book and it showed. Thankfully somebody told me to fix my button.
If you make things vague and confusing for people, they are going to say no.
If you’re trying to go on a date with someone, make it easy for them to say yes to you. If you can make them laugh, feel secure and comfortable with you, and provide them a great time, then they are more likely to say yes to you and to stay with you. There is a lot of stuff behind the scenes that need to be worked out but to get that first yes, you have to make it easy for the person to say yes to you. Some people require more than others but the concept is still there. You just need to know who you are dealing with.
To make it easy for other people, you have to understand their desires and fears, and how your solutions are going to address those two items. So you have to know your stuff, and the way you’re going to know your stuff is by working on your craft and understanding your industry.
Andy Reid knows a lot about football and it shows. He is able to make it easy for people to say yes to him because he is a master in his craft. If you’re not at master status yet, a good way for people to say yes to you is by hustling. Doing the jobs that other people don’t want to do. This can come from volunteering or doing a job for free. When it comes to setting up meetings with prospects, I try to make it as easy as possible for the prospect to take the first meeting. I will drive to them and meet them at a location that is convenient for them.
A lot of people don’t fully understand what a financial planner can do, so I need to set up that first meeting with the least amount of resistance as possible. If I can do that, then I’m more likely to set up the meeting. I’ve gotten on a bus for fours to New York City, just to meet somebody for a couple of hours and then got back on the bus to DC because I wanted to have this meeting to help me out.
It took a lot of time and didn’t work out but I did make a connection for the future. It’s not going to work out every single time but it increases the surface area for the next lucky opportunity.
If you’re trying to get that next job promotion, make it easy for your boss and HR to give you that promotion. You should have a list of accomplishments that prove you deserve a raise and if you have an outside offer that is better than what you currently have, you can use that as leverage to stay with your company. You have to show that you’re worth the money. Businesses don’t want to keep people around who are not worth the money. As a business owner, I have to pay money out of my pocket and I want to make sure it’s worth it. So if that is how I feel, I don’t want to be a hypocrite and not make it easy for people to say yes to me.
Remember, you don’t need everyone to say yes to you, you want to focus on the right people. So focus on the folks that are going to give you the most value back for your efforts. They need your help and you just need to make it easy for them to say yes to you.
Thanks for listening today’s episode, to summarize it, use the briefcase technique to make it easy for people to say yes to you. Think of every situation that can come up, the opportunities, the threats, and you solution to take advantage of the opportunities and minimize the threats. If you can master this, then you will increase the likelihood of people to say yes to you.
To get a free copy of my book “More You Know, More You Grow: How to get better every day” just go to my website growwithjoe.me/book and just pay for shipping and handling.
I have a quiz on my website that grades your inner circle, so if you want to find out if your inner circle is an A, B, C, D, or F, you can take that quiz at growwithjoe.me/quiz
I’m also trying to do a feedback friday episode, so if you have a question that you would like to have my answer on the air, just e-mail me at [email protected]
I’m also on Instagram at Grow With Joe and Facebook just look up Grow With Joe
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Thanks for joining me today and remember if you go with Joe, you can grow with Joe, cause Joe knows Dough.
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