Sooner or later you will hear someone rattle off the statement of “Know, Like and Trust”.
This is a framework to attract more clients.
To be upfront honest….when I first heard about this, I had no idea what they were talking about.
Maybe I was out milking cows when the wisdom of this was being passed around.

When I started….no one knew me.
Why would they like me? They don’t even know me.
There were already so many teachers, presenters and coaches in the world.
Trust? That I could see happening. My parents taught me by example to be fair, honest and do what you said you were going to do. I wasn’t worried about the trust step…the others….???

Since I had no idea how to get “known”....I chucked it to the side.
The “like”...well, I was at a loss, too.
How do I get people to like me?

How do you make everyone in your audience happy?

Well, you don’t.

I watch the new upcoming coaches and presenters being really concerned about making everyone happy and making sure everyone likes them. There tends to be a type of people or a particular group of people who just won’t jive with your message or you. 

So instead of trying to impress them….DIVE INTO THE WORK.
DO your ‘thing’ and get really good at it. The KNOW ~ LIKE ~ TRUST will happen organically.

Here’s advice from my journey…

1. Show up. When I started I did a free 90-120 min event for the public every 2 weeks. No cost, in person live event. Bring your friends come as many times as you want. Free content, free coaching, free motivation. Now these days I do a webinar every 2 weeks, so 19 years later I still do the same pattern.  Show up.

2. Be 3x as Big. When you show up to share your message go 3 times as big as normal. Playful works. Having fun also works.

3. Engage with the audience. Ask for volunteers….open up Q&A sessions, involve the audience as much as you can. It literally turns into a reality show.

4. Solve their problem. Don’t play shallow and cheap with them. Address real problems, real issues that they are going through. Demonstrate what you can do for them. When they see you in action and they can hear what you are capable of doing…they are going to buy something from you.

5. BIG ASK. Tell them to come back in 2 weeks and ask them to bring friends, family and coworkers with them. As long as you can fit in the room you can show up.

6. INVITE TO YOUR NEXT EVENT. Somewhere during your presentation hand out a flyer and invite them to your 2 day workshop that’s coming up. Some people need to have 2-3 samples of you before they “KNOW YOU” and “LIKE YOU”. So keeping a good pattern of showing up, doing a great job and inviting them back again will turn these people into raving fans.

Start where you are.
Use what you have.
Do what you can.
~Arthur Ashe

GET BETTER 
Practice is what you need. Smarts can be worthless if you can’t express them and you are uncoordinated in the process.

LOVE THE PEOPLE
You are in the people business. They are the most fascinating creatures. The more of them you can interact with and to get to know what is really going on in their life you can shape and form your product of service to fit what they want and need right now.

BE MEMORABLE
Share personal stories. Share your struggles. Share your wins. The more you open your heart to your audience they will get to know you really fast. Sharing with them gives them a chance to click that “like” button and move right on to the TRUST level.

HONESTY
Be that type of business owner that is up front and honest in all your dealings with people. Greed can sneak up and bite you in the bum….keep your head focused on good honest business. Deliver what you said you would deliver even if you have to lose sleep getting it done. Referrals are still a real thing. What a compliment it is when others pass your name along with great things to say about you and your business.

KNOW ~ LIKE ~ TRUST is timeless.
If I can grow a business….you for sure can.
Decide today that you will never quit.
Now schedule your next 3 dates to show up and share with the public.

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Stronger ~ Lighter ~ Smarter

Kirk