Go grab a cup of coffee, sit down, and let me ask a
question that you should ask yourself. Are you limiting the
amount of business, the frequency of business, and the
profitability of business - your client could be doing with
you because you don't communicate clearly the advantage and
the significance of why it's important to them? And
remember, your client can be a client literally, it can be
your employer, it can be anyone you have a relationship
with, or any combination.
Take a few minutes and think about that first question. I'm
not going anywhere.
If the answer is yes, all you have to do is change that one
realization in your life and the lives of any team members
you are leading. In conducting your life as the head of
your own small business, incredible increases and
improvements and quantum leaps can't help but occur because
people from all over the world will seize the advantages
you now make clear and evident to them.
As a small business venture, your goal is to maximize your
profit. As we have told you before there are only three
ways to increase your profits. First, increase your
customer base. Second, increase the price or size of each
purchase, and third increase the frequency of repeat
business. You'll be able to accomplish all three by
communicating the value you offer to others in a compelling
way.
Let's talk about relationship power for a moment. You deal
with adults everyday from your own culture. Since, you're
dealing with people one way or the other, don't you think
you owe it to yourself to get the maximum yield out of the
experience that you possible can, not the least. And you've
got to understand that the maximum means giving so you can
receive. It means developing the ability and the genuine
interest to learn what the other side is all about.
The most powerful way to grow your culturally fluent
mindset, your global income-producing capabilities, your
empathic understanding of how others see situations, is not
to sit in a vacuum and conjure up your own idealistic view.
It's to engage people in all aspects of life, your
business, your job, from all four corners of the globe, and
ask questions. Ask them about their hopes, their dreams,
their points of view, their interests, and their goals.
That's what drives the world economy.
There are adults from cultures all over the world that want
to, and need to do business with you right now. They want
to earn a higher valued currency, they want to joint
venture with you so that you succeed. Take a moment and
read how other adults around the world want to give to you,
so that they can receive:
Jainism: "A man should wander about treating all creatures
as he himself would be treated."
Islam: "No one of you is a believer until he loves for his
neighbor what he loves for himself."
Christianity: "Whatever you want men to do to you, do also
to them."
Yoruba Proverb (Nigeria): "One going to take a pointed
stick to pinch a baby bird should first try it on himself
to feel how it hurts."
Judaism: "What is hateful to you, do not do to your fellow
man. This is the entire Law; all the rest is commentary."
Hinduism: "This is the sum of duty; do naught unto others
what you would not have them do unto you."
Confucianism: "What you do not want done to yourself, do
not do to others."
The more you understand other adults, the more effective
you will be. This is only possible by developing the
richest, most interactive relationships possible.
Now, a lot of my clients find themselves in a quandary,
thinking, "Maybe I should just be discounting this product,
or doing this service nobly for people. By "nobly" they
usually mean, "for free." The value you contribute in a
situation is so great that unless you realize a reward for
doing it, you probably won't do it consistently and
effectively for other people. It is perfectly acceptable
for you to receive a share of the rewards for the new and
additional value you create for other people.
As an aside, if you're not willing to charge for your
intangible service or product, most people won't respect,
appreciate, or use it. I used to give free advice to people
on local and global Client Attraction, and no one acted on
it. When I started charging people $350 per hour, everbody
acted because they saw value in the investment. I no longer
charge by the hour. Now, I only charge by the program.
Try this simple Giving-So-You-Can-Receive test: Write an
actual list of ten companies that sell products and
services to clients that have the same or similar profiles
as the clients (people or companies) you currently reach.
Just imagine the related products and services that your
clients are most likely buying before and after they buy
your items or programs. (Example: Your client bought a
puppy, prior to hiring you to clean their carpets!) Imagine
what events must be happening in their lives that would
initiate them contacting you, and insisting that they do
business with you.
Imagine writing, e-mailing or faxing the owner (or
president, or department head) of those companies and
letting them know that you have identified a profit center
that could easily add value to their current business, and
it wouldn't cost them anything. Let them know that the
profit center would help their current buyers to buy more
things, and spend more with them than they do now. And,
this idea has the enormous benefit of reactivating a ton of
old, inactive buyers. You would then ask them to give you
10% to 25% of the bottom-line profit for being the deal
maker.
If you actually did send a letter to all of the business
owners you've tallied, my educated guess is at least half
will enthusiastically want to know all the details and talk
to you. As you can see, the benefits of the recipient
business owner are many and obvious. People receiving this
letter all over the world would be CRAZY not to at least
call or email you to find out more about you and your
company.
----------------------------------------------------
Kim Schott, your Global Client Communication Expert, is the
author of the Keys to Client Communication System, the
step-by-step, paint by numbers client attraction program to
attract more clients in less time. To receive your weekly
how-to articles on consistantly attracting more local and
global clients in less time, visit
http://www.SchottCulturalConsulting.com
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