There are 5 magic words that can create opportunity…and productive buzz for you and your business or service:
“How can I help you?”
Copywriter, Steve Slaunwhite, encouraged my deeper thought about those words. He shared the story of an independent sales trainer he interviewed. As a successful salesman, this guy didn’t make a gazillion cold calls a day. He answered the *what’s-the-secret-of-your-success* question by simply saying –
“I help people. Specifically, I look for people who I can help today, who may be able to help me in the future.”
He explained that he sought people who could be potential clients and who might recommend him to their clients and colleagues. (Important principles I’ll highlight in a moment…).
For example, this sales pro would arrive early for the monthly meeting of the professional association he belonged to. The reason – so he could offer sales coaching – no cost – to those who needed it. His strategy, by the way, resulted in large sums ($) of new business for him over a two year period.
Attracting and keeping clients is the essence of doing business or providing a service. Learning from the sales pro’s story, here’s a few strategic principles to practice, then I’ll invite you to put them to use by helping me…help you. Ready? Here we go!
>>Build a relationship<<
Focusing on the relationship keeps everything and everyone in the proper perspective. As trite and greeting-card as it sounds, let’s say it together – “people don’t care how much you know, until they….know how much you care.” The relationship is the field-of-play for offering the brand of caring help that you and your business, product, or service provides.
>>Get a clue<<
Stories emerge in relationships. When people tell their personal or corporate stories you get clues about where and how to help (if you’re listening…). And remember this takes time but it’s worth the investment.
>>Keep your circle open and active<<
Relationships are circular – think influence – as in “circle of influence.” Who’s in your circle? What’s their story?
>>Establish a reputation<<
Build the relationship – increase your credibility. Clients, potential clients, or people in general will get to know you as the go-to…, the expert, the guru, etc. as you help them achieve their goals, reach their profitability potential, and become successful.
>>Expand and work your network<<
Helping is contagious…viral. A pay-it-forward principle gets activated…one hand washes the other. Serving another’s interests or needs isn’t just altruistic it’s infectious. Imagine being the catalyst of an expertise, a product, or a service that’s spread around. Before it’s traceable to you it must start somewhere. Why not you, your business, or service?
Hopefully, I’ve helped you think about helping others through your business/personal practices. More so, I hope you’ll take action. What goes around comes around.