YOUR BUSINESS growth will not take money, it requires something more valuable than that.
When I ask people if they want to grow their business, they instantly say yes. They look at me as though I’m asking if the sun will rise tomorrow. Incredulous.
But what I’m looking for is what is not said; their attitude, voice tone, their enthusiasm, and passion for what they do.
It’s like asking someone if they would like to win lotto.? They say, of course! But they never buy a ticket. Crazy as it may seem.
I then follow up by asking, what are they willing to do and invest in that growth, which they say they want. “What?” They say. “What will it cost?” they ask. Thinking I am pitching for their business.” “The most important thing you have” I respond. They look puzzled. “How much money will it cost me?” guardedly asking.
Reassuring them, I say, no money really, but it will take time to put aside for the changes you will need to make. At least 10% of your weekly time set aside, to strategise and learn. “Are you ready to invest that 4 hours?” I ask.
I then dial up my antenna and wait, for the telling answer.
“Oh, that sounds interesting” they will comment. “But you must understand we are very busy right now. And I just know we aren’t going to have that sort of time available. Maybe next month, quarter, next year, when we land that big account, get more people, the economy improves …blah, blah, blah.” they blurt out.
These simple statements tell me whether the person I am talking to, will continue to be in the 96% that not grow, or are ready to cross the chasm into the 4%, which do. It’s a key indicator which will determine if they have reached an inflection point, and their trajectory begun pointing upwards.
Sadly, most will continue to work their backside off, thinking that more effort guarantees growth, when it in fact, it guarantees the opposite. A life of cash flow pressure, low profit margins, and less fun, and more stress along the way.
A reminder of the metaphor of the lobster slowly boiling, and soon to become someone’s gourmet dish.
