Are you getting the results you want? We all want results. When we don’t get them, we tend to think we’re doing something wrong. It seldom occurs to use that we’re not doing something enough.
This was brought home to me by one of my writing students, Chip. His current job was on a short-term contract, so he needed to increase his writing income quickly. We chatted, and mapped out a plan. He decided that he’d contact companies directly, as well as marketing his writing services online.
“A couple of people were interested,” he told me a week later. “But times are tough. No one wants to hire a writer.”
We chatted for a while. We discussed companies’ communications needs in today’s marketplace, and he agreed that maybe he hadn’t put himself in front of companies which truly needed him. He agreed to contact more companies.
If something isn’t working, it’s tempting to change your strategy, rather than thinking that you need to do more of the same. As Leo Widrich, co-founder of Buffer, reports in his article on the pitch deck Buffer used to raise $500,000 as a startup:
One of the most important elements, that we had to learn during our fundraising process was the concept of “Ratio thinking”. Jim Rohn, the famous motivational speaker, probably explained it best: “If you do something often enough, you’ll get a ratio of results. Anyone can create this ratio.”
Take Action to Make Ratio Thinking Work for You
“Ratio thinking” makes the law of numbers work for you. If you do something often enough, not only will you get better at doing whatever it is, but you’ll get results. No results? Change what you’re doing. Once you’re getting results, do more of whatever it is that gets the most useful result. Planning can only take you so far; action counts.
As Leo points out in his article, it all comes down to persistence. If you put your offering in front of 100 people, and you get one buyer, then you should get ten buyers if you put your offering in front of a thousand people.
Persistence isn’t easy. Doubts creep in. What if you’re wasting your time? What if it doesn’t work? What if you need to do something different?
Persist in the face of your doubts. Tennis great Bjorn Borg said:
“My greatest point is my persistence. I never give up in a match. However down I am, I fight until the last ball. My list of matches shows that I have turned a great many so-called irretrievable defeats into victories.”
What happened with Chip? He persisted. And his persistence was rewarded. He’s well on the way to building a stable of quality clients. He’s committed to making ratio thinking part of other areas of his life too. He knows it gets results.
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