The Value of a Clear Ask

I’ve stressed enough that value is determined by the listener, so you may be thinking by now, “What about me, don’t I get to get something out of my communication?”

Of course you do. It’s the same as selling a product: the buyer gets to decide if they get value, but naturally the producer is entitled to a fair profit if they do.

Lean communication is not a recipe for just rolling over and giving your listeners anything they want to hear; ultimately you communicate to accomplish your own outcomes and benefits. In fact, you do your listeners a favor if you have a clear idea of your own purpose, and if you make your ask explicit at the beginning. It reduces the tension of waiting for the other shoe to drop, and allows them to listen for what they need to make a decision.

A lot of people are reluctant to ask directly for what they want because they’re afraid of rejection, but research has shown that people are about twice as likely to say yes as they estimate. Don’t  be afraid to ask. My neighbor Rocky once needed to get some carpet replaced. The installer quoted him a price, and Rocky asked, can you do it for less? The guy knocked $1,000 off without blinking an eye.

One question—a thousand dollars. That’s pretty lean, in my book!