While progress is the part that is exciting (this is the purpose of the LAP), it’s also the scariest for our recipient (or ourselves). The rubber meets the road and we’re not sure how much rubber it’s gonna cost us. This is the point where cost is calculated. The love and affirmation help us to feel safe in taking a risk. The progress is the risk.
- How much time, energy, and money is it going to cost me?
- Is the result worth the cost?
- How likely is the result going to come in this gamble?
So, when we’re asked to do something simple, like “just return this contract signed” we probably have a ton of obstacles / objections that are completely unvoiced.
When asking ourselves or another person to take action, we want to make sure that we take away as many obstacles as possible, don’t add any obstacles, make the result awesome, and build trust that the result will result.
The LOOTERS format of a proposal makes all this smoother for bigger commitments. WIth smaller commitments and shorter messages, certain things gotta be implied.
We can reduce cost
by making the next step we’re requesting be easy.
Send this contract to your lawyers,
vs
Print out and sign this contract
vs
Sign this contract online
vs
Tell me “heck yeah!”
We can improve the reward
by making a clear and believable outcome
and we’ll move forward toward having production meetings
vs
and we’ll continue to the next step
vs
and you’ll be 80% to having your show booked
vs
and we’ll be all locked in – getting it off your plate and assuring you’ll have a great entertainment experience on June 3!
Take Action: rebuild
look thru old text messages that have no response from the recipient. sometimes a response is the only next step you’re requesting. How can you rework one of those messages to clarify the next step? Maybe “send me an emoji and i’ll try to guess where you are”