While connecting and developing relationships with people, you will begin to trust one another. That trust will blossom into something beautiful that all sales people strive for; referrals, letters of recommendations and raving reviews. If you take care of your clients, provide value and show them you care, they will make the introductions for you.
“Business goes where it wants to, but it stays where it’s appreciated. – Mike Otis”[note]Page 42[/note]
I recently received an email from someone that used to be a client of my company. They were so happy with their service from their prior job, that they wanted to meet and learn more about me and my current position. That screams volumes! They want to connect with me because they had such a good experience. Who knows what could come of it! It’ll definitely give me an inside look of what she experienced while using my company’s product.
“Whenever people take action, they do so for their reasons, not yours of mine.”[note]Page 42[/note]
That’s a pretty obvious statement, but it’s a nice reminder. They’re trying to fix something if they’re looking to make a change. It’s our job to get on their agenda and see their issues from their point of view. It’s all about them because we’re trying to fix their problems.
“You can connect with others if you’re willing to get off your own agenda, to think about others, and to try to understand who they are and what they want.”[note]Page 44[/note]
That drives home the whole concept of connecting with people! Ask people, “how can I help you?” Don’t go into a conversation trying to work on your agenda. The last thing you want to do is upset the person you were trying to connect with. If they don’t feel like their time is being valued, they won’t be connecting with you in the future. Be a great listener, find out what they value and build a relationship around your common values.
Talking to people is one way to convey a message. Words and tone of voice are two of the three components that help people get their message across.
“In situations where feelings and attitudes are being communicated:
- What we say accounts for only 7 percent of what is believed.
- The way we say it accounts for 38 percents.
- What others see accounts for 55 percent”[note]Page 48[/note]
What do those numbers say to you? Well, hell! If I do business over the phone, I better make sure that I’m always passionate, excited and have great information to provide. If I meet face to face, I better make sure I’m listening, intrigued and in a good mood. If body language and appearance, play such a large part in communicating, I better make sure I’m looking extra sharp.
You need to make sure that you’re able to convey all three while communicating.
“… When I include all three components – thought, emotion, and action – my communication has conviction, passion and credibility.”[note]Page 50[/note]
If you can do those three things with anybody, you’ll be making connections all the time. Imagine the size of your network and imagine the size of your reach with your network! You’ll be successful in no time!
nice! -> Scorpio Zodiac Sign
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Everyone Communicates, Few Connect | John C. Maxwell