In today’s “TGiF” world (Twitter, Google,
i-Phone and Facebook), we are more
“connected”, but more isolated than ever before.
I personally love social networking and actively
network on Facebook. But I also make time to
connect face to face, because nothing can replace
that. As I write this piece, I’m off to Ohio for
three days to do nothing but build a potentially
high value relationship.
There is no promise that I will get anything out
of the relationship, but I know that by investing in
this person’s cause, understanding them, serving
and adding value, he will know who I am and
know what I am about.
American Legend Zig Ziglar says “You can
have everything you want in life if you just help
enough other people get what they want”
All too often, small business owners approach
a prospect, potential referral source or highly
influential people like “Gimme Jimmy”. Gimme
Jimmy just goes around saying “gimme, gimme,
gimme”. Jimmy is a taker not a giver.
“Give and it WILL be given back to you,
pressed down, shaken together and running over”.
It may not come from the same person, but my
experience has shown me that if you give people
what they want, they will be more apt to give you
want you want.
What do people want? What do they need?
People like food, so feed them. Donuts, dinner,
lunch, brownies, cookies and candy work. People
like money, so pay them. They like gifts, so give
them gifts. They like support, so help them. They
like a listening ear, so listen well. They like help
with their business and their clients, so educate
them. They like to be entertained, so show them a
good time.
Jim Cathcart, bestselling author of Relationship
Selling says that “relationship selling is becoming
an asset to others before they become an asset to
you”. So, when you want to build a relationship
with someone that can benefit your business, find
out what they like, what they want and what they
need and simply be the one to give it to them.
BUSINESS
Bob Burg on my stage
Having a chat with Zig Ziglar
At a seminar with bestselling
author Jim Cathcart
At Jeffrey Gitomer’s office in front
of The Little Black Book of Connections
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