Enrollment Matters
Meaningful connections begin with being intentional about who you’re connecting with and what you’re connecting for. The most impactful connections, at least in my experience, are collaborative, and collaboration requires enrollment.
What do I mean by enrollment?
Everyone is engaged and aligned through shared values or beliefs and a common passion or purpose.
Like any other, earning enrollment is a skill that can (and should) be learned, and the art of invitation is a great place to begin. Here are three ways to practice the art of invitation to help you earn enrollment and make a bigger difference with and for those you seek to serve.
“Let’s set the table.”
Table-setting is how I start most conversations. “Let’s set the table” helps establish the container for a conversation and manage expectations. I use Nic Peterson’s “Allegiance Capitol” questions when setting the table. Here they are.
Why am I here?
Am I in the right place?
What do I do next?
What happens next?
Here’s an example of how I use this template to begin a free 15-minute Catalyst Call.1
“Hey, thanks for making the time for this call to review your questionnaire responses. This will help us define an effective and efficient plan to get you where you want to be in life or business. Make sure you have what you need to take notes and questions. Don’t worry, there won’t be any pitch or hardshell at the end of this session. My hope is that you get the clarity and confidence you need to succeed. If you want to explore options for working together, be sure to ask. Sound good? Great. Let’s dive in.”
The Allegiance Capitol template reduces the participant’s uncertainty and anxiety and builds permission and trust.
“Would you be opposed to…?”
I learned this from former FBI hostage negotiator Chris Voss. “Would you be opposed to…” is designed to get a “No.” It replaces the commitment baked into yes-oriented questions like “Does this work for you?”
I’ve seen breath-work master Jason Campbell use this tactic when brought up on stage to lead a simple (but very effective) exercise at a corporate event. These folks are not usually interested in participating in anything that sounds or smells the least bit “woo woo.” Here’s what Jason asks.
“Would you be opposed to spending 5 minutes on your health before we break for lunch?”
The only answers to this question are “Yes” or “No.” By encouraging a “No” about a small ask, Jason helps everyone settle in and prepare to try something new.
“Why don’t you come with me?”
I use this question to help eliminate objections by friends and family when engaging in a behavior modification program, joining a learning program, or trying a new activity. Change is scary. Especially when we see someone we know and love trying to change themselves.
Rather than explain or justify why I’m doing what I’m doing, I simply ask this.
“Why don’t you come with me?”
Although not necessarily designed for a “No, thanks” response, that is often the response, and now, through the art of invitation, any further objections are eliminated.
Your Turn
How might practicing the art of invitation help you enroll the right people? Try these tactics. They are tremendous force multipliers for the difference you seek to make!
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well said, Penny. I think there are three ways to help someone take the next best step. Instruction, is the least effective. At least in my experience. Invitation is more, well, invitational and effective. The last is inception, where you are able to help someone seethe insight about the next step for themselves.
That one is my favorite, Michi. if you’re able to make our community call at 11 AM EST, will be jamming more on the art of invitation, then!