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.