Today our society lives in a what’s in it for me type world. Everyone is out to get something. Let me re-phrase. Not everyone, but a vast majority of the people I deal with are looking at it with the mindset of, what can i get then I’ll give something.
That was so 2002. Actually, more the 1980’s and 90’s. Today, with the ability to go anywhere and be plugged in, you have to stand out amongst the crowd.
How does one do that? Well, let me begin by saying, BE ORIGINAL. Don’t do what everyone and their 4th cousin twice removed are doing. Heck my dog could be more original then you. And that’s not a joke. He’s wicked smart!
I’m going to give you some fresh ideas of what you can do to be original.
- OFFER VALUE
- OFFER VALUE
- OFFER VALUE
That’s the secret right there. We used to be a Glen Gary Glen Ross society. You know, the ABC’s.
Well, that era is DEAD! For real. The salesy salesman time is gone. With answers at your fingertips and information on overdrive, if you aren’t giving first, then you are dead in the water.
Seriously. And here’s how you can tell most don’t get it. Call some companies and see how they pitch you. Test the market. And then when you find the one that gives you value first, let me know if a) your radar goes up because it’s so foreign and b) you’re more inclined to work with them because of it.
Sure, it’s weird. It doesn’t feel natural. And why would it? We’ve been doing it and been receiving it the same way for decades. Change takes time and patience for that Tipping Point.
I adopted this new for quite some time ago and it’s served me well. But don’t think I’m immune to the blow back. Just the other day I was on the phone with someone, providing value. I was literally giving them 1000’s of dollars of information that they could use to help their business, for FREE. And their response, What’s the catch here. What do you want from me. You going to take my business? Nothing is free. Click!
Well, chalk that up to a closed mind and someone whom I would choose not to do business with in the first place. That’s what we all have to deal with. And I’d rather get that out of the way earlier on then start to work together and find out I made a big mistake in saying yes to the deal.
Think to yourself:
- How can I offer value with what I do?
- What would make me interested in doing business with me?
- Do I want every job or the right jobs?
When you begin shifting your focus on these objectives, I promise you that there is going to be a massive change in your business. It may not happen over night and you will have your growing pains in learning new language and tactics to offer this value. Oneday, you will go into work and it will be differnt. You, your business and your outlook on your future.
That being said, take some time and write. Write about how you can be of service to another. When you get an answer that rings true to you, take it and implement it. And don’t get me wrong, I’m not saying give away everything you do for free. HECK NO. But give enough that you grow a relationship, establish rapport and earn their trust. Those three things will create a lifetime customer/client, if you perform the service/job to the highest of standards.
“The way a person does one thing is how they do all things.” -unknown