Do you ever get an awesome idea you’d like the rest of the group to accept?
Maybe it’s as simple as where to go to eat. Maybe it’s as big as revamping your gym’s programming.
Whatever it is, it’s time to think about taking that idea and making it someone else’s idea. In “How to Win Friends and Influence People,” Dale Carnegie ponders this notion when it comes to getting others accepting your ideas: “Don’t you have much more faith in ideas that you discover for yourself than in ideas that are handed to you on a silver platter? If so, isn’t it bad judgement to try to ram your opinions down the throats of other people? Isn’t it wiser to make suggestions –– and let the other person think out the conclusion?”
In Chapter 8, Carnegie retells a story about Adolph Seltz. A sales manager, Seltz found himself with a discouraged team of salespeople. But, he had an idea which he had to make their idea. Seltz stood up in a meeting and asked his team to share what they expected from him. After taking down notes, he then asked them to share what he could expect from each of them. It was a “moral bargain,” as Seltz put it. The salespeople basically sold themselves on the idea of how they were to perform and what was to be expected of them, and sales shot upward. Imagine if they had been told what was expected of them?
“No one likes to feel that he or she is being sold something or told to do a thing,” wrote Carnegie. “We much prefer to feel that we are buying of our own accord or acting on our own ideas. We like to be consulted about our wishes, our wants, our thoughts.”
Think about the new client that walks through the door. Typically, once they’ve come in to your gym they are already sold on the idea they need to do something to get healthier. They just need to be sold on the idea that your gym is the best place to do it. And you sell them on the idea when it becomes theirs.
I know the few people I’ve talked to that now do CrossFit only started once they wanted to; no amount of convincing helped. One friend took over two years to join since I started telling him he should; I realized once I stopped harping on the idea, once I let my results simply speak for themselves, he joined. It had to be his idea, not mine, to do CrossFit.
While this is a great tactic when talking to the potential member, it’s also something to use on the backend of your business. Whether it’s getting Coaches on board with a change in programming or coaching, or whether it’s convincing a co-owner of a brilliant new route to take, remember to let the other person feel like the idea is his or hers.