Q: What is the key to your ASEA success?
A: The key for us has been taking the time to identify what it is a specific individual is looking for. When you first talk to people, don’t just throw everything at them and see what sticks. That’s what I call the ready, shoot, aim method, and it’s not very effective. Everyone has problems and is looking for solutions. Take the time to get to know them and what their problems are, then show them how ASEA provides the solution. When you figure out what someone’s problem is and then provide the solution, people will listen. That’s called ready, aim, shoot. Take time to get to know them, and then show them how ASEA provides what they’re looking for. It sounds easy, but most people don’t do it very well.
Q: How do you help your team develop that listening skill?
A: We’ve created a simple method. We shot a short, six-minute video a couple of years ago, and we tell our team members to just say to people, “I don’t want to waste your time. This short video explains it better than I could. Would you be willing to watch it?” Then sit next to them as they watch it on your phone or tablet or computer. When it’s over, don’t talk; listen. The video covers it all, and they will start talking about what caught their attention. That tells you what information they need, and you can focus on providing the help they’re looking for. It’s simple, easy, and duplicable.
Q: Who should people talk to?
A: Anyone. Everyone. One thing I always tell ASEA associates is to look for people of influence. We are often scared or intimidated by people who have a large circle of influence because we don’t want to get rejected. Consequently, we tend to approach people who are less successful, less outgoing, or less confident than we are. But if you want to truly grow your business—and grow it quickly and significantly—reach out to people who are already successful and have large spheres of influence.