The question I have for you this week is: Are you a “giver” or a “taker”? I would venture to say that most people would answer that it is better to be a giver than a taker – following the old adage that “it is better to give than to receive.” But for the sake of growing your business, I want suggest that you might want to think about being more of a “taker.”
Have you ever been asked by a perspective customer: “why should I use you?” or “how can you help me?” Often time our first response is to “give” our resume’ or to “give” them a list of all the great products and services our company provides. If this should happen to you again, I propose that rather than “giving” them this standard response, first “take” some time to say “I’m not sure you should use me or if I can help you until I know more about you.” Then “take” some more time to ask questions and “take” as much information from them as possible.
The truth of the matter is that to be truly successful building a quality relationship with a customer, you first must understand THEIR wants, needs and goals. “Take” this information so you can tailor a strategy that best suits their ultimate desires. In some situations, once you have the whole picture, you may not be able to help them or maybe you aren’t the right fit for them. If that is the case, you will make a much bigger impact with them when you tell them you can’t help them or end up being the resource that points them in the right direction than you would by not living up to their expectations.
So when meeting new clients, growing your database or acquiring new customers, be a “taker“ not a “giver.” If you do, you and your clients will be much happier with the results.
Girl Scout cookie season recently came to a close. I certainly bought my share. As big a sucker as I am for a kid selling something, I have come to realize I didn’t buy every time I was approached. As I evaluate my cookie purchases, it becomes evident to me that all the girls who were successful in selling me their cookies had certain sales skills – skills that I believe translate well to our business. Here are four qualities that made a difference to me when making my purchase:
- Knowledge – I bought from those girls who knew the names and ingredients of all the various cookies. You should know everything there is to know about your business, industry, products and market. As they say, “Knowledge is power.”
- Trusted Adviser – I bought from girls who were willing to share their expertise and opinion and give me THEIR advice on what cookie was the best – “Thin Mints are awesome!!” “Tag-a-longs are my favorite!” You should be your clients trusted adviser and be willing to share your experiences. It’s not enough to have the knowledge and information if you aren’t willing to tell your clients what it means and how to use it to their advantage to get the best deal.
- Enthusiasm – I only bought from the girls who seemed to really enjoy selling their cookies and excited about the opportunity to do so. I said “no thank you” to all the girls who sat back in their chairs, with a scowl on their faces , who seemed to only be there because of their moms. I encourage you to LOVE WHAT YOU DO and don’t be afraid to show and tell people. People want to work with people who enjoy what they do and are good at it.
- Appreciation – I always felt better about my purchase when the girls showed true gratitude. Even though my transaction was over, I went away feeling good about my purchase and often shared the story of my positive experience with others. Clients are often hard to come-by. Make sure you let them know how much they mean to you. If they feel this appreciation, post transaction, they are more likely to refer you to others and also be repeat customers.
I hope you can use these four skills to help grow your business. Please let me know if I can ever be of any service to you. I want to wish you all the very best and much continued success. Have a great day and a wonderful week.
Coach Chuck, 925-596-4018
Copyright – 3/15/16
In the news this morning was the passing of Nancy Reagan. Regardless of your politics, there is probably much to learn from a lady who lived so long and experienced so much. Here are three reoccurring themes that I took away from the news coverage that could help to grow your business.
1. Nancy had Style – Again, regardless of what you thought about her personally, everyone interviewed spoke of her style. What’s your style? And more importantly is your style part of your branding. Your style doesn’t have to be flashy or glamourous but it should be immediately apparent and representative of who you are. Don’t be afraid to differentiate yourself from everyone else.
2. “Just Say No” – “Just say no” became one of Nancy’s catch-phrases for her anti-drug campaign. Are you saying “NO” often enough? As people in a service industry, we want to please others. However, I want you to know that it is okay to say NO to those TASK that negatively affect your time management of doing what you do best and to PEOPLE who drain your energy and don’t allow you to be the best you that you can be.
3. Love notes – It was repeated numerous times that Nancy and Ronald loved and adored each other. They showed this adoration each day by giving each other love notes. Do your clients know you love them? Make a point of sending out “Love Notes” on a regular basis to your clients not only letting them know how much you love and appreciate them, but how much you love your job and helping people fulfill their dream of home ownership.
Hopefully these three very simple tips can help you grow your business and allow you to be as successful as Nancy.