| “I wish I could, but I don’t want to,” Phoebe Buffay responded bluntly on an episode of the sitcom Friends.Why? Because Phoebe had received an invitation that lacked an Impression of Increase.
Coined by author Wallace Wattles, the Impression of Increase describes the concept of feeling better off after an experience. “All human activities are based on the desire for increase; people are seeking more food, more clothes, better shelter, more luxury, more beauty, more knowledge, more pleasure, more life.” ~ Wallace Wattles, The Science of Getting Rich Everything in nature is either growing or dying. So, naturally, we are attracted to that which will help us grow. We constantly decide how to spend our time, energy, and money. And the Impression of Increase drives those decisions.
If we don’t get an impression that the activity or person will help us advance, then we typically say, “No. I’m too busy,” or “I have decided to go in a different direction,” or, if we are Phoebe-honest, “I don’t want to.” But we always make time for people or activities that can help us progress. As a boss and a business owner, I start every day thinking, “Who can help me solve my problems today?” I prioritize those people and those conversations. Impression of increase also shapes participation in mentoring:
The challenge is that people answer these questions rapidly based on a program title, an email subject line, or a flyer. So, when it’s essential to convey an Impression of Increase, we must be deliberate with our communications. Forget about what’s in it for you, and don’t worry about what’s in it for them. Instead, rouse people with your undeniable commitment to helping them grow, advance, and increase. © 2022. Ann Tardy and MentorLead. www.mentorlead.com. All Rights Reserved. |