The ‘Perception of Increase’ Gets You More Clients
QUOTE: “People will go where they are given increase” – Napoleon Hill
Too many solo-entrepreneurs, especially women, tend to downplay their successes. They either don’t stop long enough to see how much they’ve actually accomplished, or they’re too shy to share with others how well things are going, for fear of bragging. And yes, bragging is annoying because it’s usually done with the purpose of making others feel inferior. This is NOT what I’m talking about today. We’re talking about sharing successes and inspiring others through our own example.
You see, deep down, your clients and prospects WANT you to do well. They want to trust that you know what you’re doing and that you’re successful at it. If not, they may feel like your “guinea pig”, become worried that you may have lost your touch and that perhaps they should go look to someone else for expert advice. Here’s what I mean: If you drive up to a client’s house in a beat up, dented, jalopy of a car, their perception of you will be quite different from driving up in a clean luxury car. It’s part of the Perception of 1ncrease.
Chapter 14 in Napoleon Hill’s Think and Grow Rich addresses this. Here are some excerpts from that chapter:
“And in so far as your business consists in dealing with other [people], whether personally or by letter, the key-thought of all your efforts must be to convey to their minds the impression of 1ncrease. 1ncrease is what all men and all women are seeking; it is the urge of the Formless Intelligence within them, seeking fuller expression. The desire for 1ncrease is inherent in all nature; it is the fundamental impulse of the universe. All human activities are based on the desire for 1ncrease; people are seeking more food, more clothes, better shelter, more luxury, more beauty, more knowledge, more pleasure– 1ncrease in something, more life…
The normal desire for 1ncreased wea-lth is not an evil or a reprehensible thing; it is simply the desire for more abundant life; it is aspiration. And because it is the deepest instinct of their natures, all men and women are attracted to [the person] who can give them more of the means of life… Be sure of this, and convey assurance of the fact to every man, woman, and child with whom you come in contact…
Convey the impression of advancement with everything you do, so that all people shall receive the impression that you are an Advancing [Person], and that you advance all who deal with you. Even to the people whom you meet in a social way, without any thought of business, and to whom you do not try to sell anything, give the thought of 1ncrease…
Feel that you are getting rich, and that in so doing you are making others rich, and conferring benefits on all. Do not boast or brag of your success, or talk about it unnecessarily; true faith is never boastful. Wherever you find a boastful person, you find one who is secretly doubtful and afraid. Simply feel the faith, and let it work out in every transaction; let every act and tone and look express the quiet assurance that you are getting rich; that you are already rich. Words will not be necessary to communicate this feeling to others; they will feel the sense of 1ncrease when in your presence, and will be attracted to you again.
You must so impress others that they will feel that in associating with you they will get 1ncrease for themselves. See that you give them a use value greater than the cash value you are taking from them.
Take an honest pride in doing this, and let everybody know it; and you will have no lack of customers. People will go where they are given 1ncrease; and the Supreme, which desires 1ncrease in all, and which knows all, will move toward you men and women who have never heard of you. Your business will increase rapidly, and you will be surprised at the unexpected benefits which will come to you…”
Perception of increase doesn’t have to be all about money. It can be about having the means for more self-care, for more time to spend with your children, for the richness of your life. The key is that you MUST be subtle in your perception of increase. Remember, we’re only talking about doing AUTHENTIC marketing here. Nothing else. Dropping hints in a Warm Update Letter, in your ezine, in your blog or Facebook updates. There are so many ways that you can do it authentically.
This is not about saying, “Nah, nana, nana, nah!” and sticking out your tongue at your prospects. It’s about showing them what IS possible for them too, if they use your products, techniques, services or by simply being in your presence. It’s about walking your talk, about being authentic in your message. There should be no mismatch in the perception. And for our types of businesses, the way we live our lives is just as important to our prospects as the way we run our business.
Clients want to trust that, if you’ve done it yourself, you can do it for them too. If you haven’t done it yourself, then they’re more apt to be hesitant about working with you. So, the key is to subtly talk about increase in your business, in your life, and also, in your client’s lives. It’s about weaving it in GENTLY into the conversation, being a verbal conversation, or your website, social media, etc.
I can’t tell you how many times I hear something like, “Fabienne, when I ‘grow up’, I want to have your life.” It’s super flattering and humbling, and I get exactly what they’re saying. The message that I share about who I am and in my marketing is that, yes, money is important, and so is family, a lot of downtime, doing things you love, having meaningful work, connecting to your faith, creating yummy life experiences and living life like you mean it. THAT for me is richness and so I share what I’m doing to INSPIRE others to do the same in their own lives, while fostering the Perception of increase.
What about you? How are you sharing your “1ncreases” with your prospects and clients? Have you given your clients and prospects the Perception of 1ncrease or the perception of flat-lining it through your life?
Begin to subtly (non-braggingly) show 1ncrease in your own life and business. A little bit here or there goes a long way. Keep it SUPER authentic (otherwise, it’s a HUGE turnoff) and be sure that it’s the truth (that shouldn’t even be mentioned here, but just in case…) Then, start weaving it in your marketing materials. Start dropping small hints here and there about your own successes or those of your clients. You’ll see people coming out of the woodwork to work with you.
I made the mistake years ago of being a little too over-the-top with this as I was learning my way around it, and I went a bit overboard (oops). It’s important to remember to err on the side of too little, rather than too much, but once you get the right balance, it becomes priceless for attracting ideal clients, those who would do anything and pay relatively anything to work with you. It makes Client Attraction big-time easy. You’ll see.