Timing, Part 2 with Antonio T. Smith, Jr.

Timing, Part 2

6/29/23

• Split customers into 4 groups:

1. Seekers — people looking for solutions

• Something has happened, and now they’re looking for something to make their situation change
• If you look at your Seekers as cash transactions, you will lose them.
• It will be hard to convert them to Believers
• They are in a season of confusion

1. Believers — People who think it’s going to work out, but can’t see it

• They blindly walk with you because it’s something that’s feeding their belief
• Seekers who get it now
• They have accepted that it was their fault in some way or another and have begun to realize there is a better way
• The most important part of a Believer is the idea that “Those people have it, and if I do what they’re doing, I’ll get it too”
• Your business should not have a back door more open than the front door
• The people in your organization hanging on to your every word need your attention that cannot be duplicated
• Believers need special attention 
• Believers are ready to buy low-end products 

1. Workers — People who are no longer seeking, they have completely decided on their destiny

• You will not change their mind
• They are focused and on fire
• They have a written down plan, a definite purpose, and one hell of a burning desire
• This worker is so enthralled in their purpose, even when they want to relax, they cannot.
• This worker is so on fire, they’ve also become a servant to like-minded people
• The most important and illuminating attribute of a worker is 2 things: (1) They just want to bless the organization through work, and (2) They just want to bless the leader of the organization through work
• A worker is just happy, blessed, and grateful to be in the building
• You cannot demotivate a worker
• Workers stay in overflow
• They are the 20% in the 80/20 Rule
• Workers give
• You do not have to do anything for a Worker to give except cast a vision
• They give with either their money or their presence
• Workers are your residual income and predictable revenue

1. Disciples — Customers who are super fans

• They duplicate the organization 
• They’re the ones giving special attention 

• Evangelism — to spread the good news
• Evangelize to get customers
• Discipleship 
• Will be discussed tomorrow (6/30/23)

The Best Way to Reach 4 Groups

1. Seekers 

• Produce a lot of content
• You need to have free trials
• Only show up to church one of three ways:
• Someone drags them along
• Show up out of obligation
• Something tragic happens
• When you’re seeking, you don’t have faith
• When you’re in seeking mode, you’re so hurt, the idea of being cheerful is stupid
• Seekers don’t trust anybody
• Go to the Seekers where there’s no resistance
• Don’t put a Seeker in a Disciple position

1. Believers

• Give special attention
• Personalize your support for them
• Show them your wounds (a demo that your product works)

1. Workers 

• Cast a vision
• You don’t have to convince a Worker to buy from you

1. Disciples

• Will be discussed tomorrow (6/30/23)

Closing Thoughts

• Attach your trading power to what people want
• When they get in the organization, you then give them what they need

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