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“Master the contents of Endless Referrals and you will practically GUARANTEE your future success.”

~ Tom Hopkins, Author, Master the Art of Selling

Archive for the ‘The Go-Giver’ Category

Solving Their Biggest Problem

Friday, April 17th, 2015

Lean In - Sheryl SandbergIt makes sense, doesn’t it? Those who solve the biggest problems provide the biggest value and — as a result — earn the highest incomes.

In her bestselling book, Lean In, Facebook Chief Operating Officer, Sheryl Sandberg shares a wonderful story in this regard. Shortly after beginning at Facebook she was contacted by a woman named Lori Goler who was at that time a highly regarded executive at eBay. She told Sheryl:

“I want to apply to work with you at Facebook, so I thought about calling you and telling you all of the things I’m good at and all of the things I like to do. Then I figured that everyone was doing that. So instead, I want to ask you:

“What is your biggest problem, and how can I solve it?”

Sheryl was floored. As she related, in her career she’d hired thousands of people, “and no one had ever said anything remotely like that.”

In other words, Ms. Goler was asking how she could add value to the company; not how could the company add value to her.

Which question is most likely to get someone hired?

A while back we looked at the storied career of Kat Cole. Beginning as a restaurant hostess at age 17, she actively looked for ways to add value to the organization above and beyond what anyone asked and certainly way above and beyond what was expected. She was constantly solving problems and increasing her market value to the company.

At just 32 Kat was named CEO of Cinnabon and now, at age 35, she is CEO of Focus Brands, the company that owns Cinnabon and five other restaurant chains.

You needn’t be applying for a corporate job or be part of a big company in order to do this. Whether you are in sales, have a small company or…whatever you do, if you can seek ways to add value to people’s lives and businesses through solving their biggest problem(s), you are on your way to major, major business and life success!

What problems are you focused on solving in the marketplace?

Please feel free to share with us.

Making The Customer Feel…Special

Sunday, March 8th, 2015

Two of my least favorite activities are shopping for clothes and taking new headshot photos. The first nauseates me and the second…well, I simply don’t enjoy the process.

This brings me to a recent experience. As a panelist at Michael Port and Amy Mead’s recent Heroic Public Speaking live event, I took advantage of the opportunity to get a new headshot done by renowned photographer David Heisler. The always-classy Michael and Amy had brought him in from Austin, TX.

Being that it’s getting time to update my website photos in order to reflect my ever-more graying hair, The timing was right. Still, that didn’t mean I was going to like it! :-)

Y’know what, though? For the first time ever I didn’t keep repeating to myself, “when will this be over?”…”when will this be over?”…”when will this be…?”

David has a way of making it fun. More than that, he also has a way of making you feel as though you are the most talented, professional person in front of the camera that he has ever had the honor and pleasure to work with. He and his wife/business partner, Crystal know just what to say, what to do, and exactly how to say and do it so that you get caught up in the process of sharing your awesomeness. ;-)

Max and Agent 99 - Bob Burg and Kathy Tagenel
“Would you believe…?” Max and Agent 99 checking in with the Chief

Yep…that’s exactly how they make you feel.

And, checking with some of the other speakers and attendees, that’s exactly how they made them feel, as well. And, I wasn’t surprised.

This is really such a key to how we as entrepreneurs (or, intrapreneurs if working inside a company) can separate ourselves from others.

Aside from being excellent at the technical aspect of what we do (without that, the rest simply won’t matter), to the degree that we provide our customers with the kind of exceptional experience that makes them feel good about themselves, that’s the degree to which we will be untouchable in the marketplace.

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Learn more about David Heisler Photography at davidheisleratx.com.

When First Becomes Last

Friday, February 27th, 2015

other people's interests firstLately we’ve looked at placing other peoples’ interests first and how, far from being self-sacrificial, it’s actually the key to building successful business and personal relationships.

So, it was very cool to come across the following quote from one of my heroes, High Point University President, Dr. Nido Qubein:

“People who invariably put themselves first will find that others tend to put them last.”

True, isn’t it? The more we focus on ourselves the less others focus on us. The more we focus on others, the more they focus on us. In his classic, The Science of Getting Rich, Wallace D. Wattles touched on this as the natural principle that “action and reaction are always equal and in opposite directions.”

As you place your focus on the interests of others and constantly ask yourself how you can add value to them (again, this includes business and personal relationships) you’ll find they tend to do the same. Or, in today’s lingo, “right back at ya’!” ;-)

The question some will have, however, is, “but what if they don’t? What if they’re just the ‘selfish’ type who cares only about themselves?”

Sometimes, it doesn’t matter. If, for whatever reason, the benefits of the relationship (business or personal) are worth it to you, then no need to change anything. Just be aware and watch your back.  So long as both parties benefit, carry on.

Or, depending upon the unique circumstances and the type of relationship, you have choices including, but not limited to:

  • Continue to focus on them believing that they are simply in the growth process. You can gently and tactfully coach them along, as well. Some will get it and grow into it.
  • Immediately remove yourself from their life and influence. You don’t need to be mean or nasty about it or even verbalize it. What if circumstances dictate you’re not being able to sever all ties. That’s okay. Stay classy. Always treat them with respect. However, you won’t be emotionally involved in the relationship.

Most people though will indeed respond as you set the frame.

To paraphrase Dr. Qubein, put them first and they’ll tend to put you first.

Life is good.

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We invite you to join our Go-Giver Ambassadors open Facebook group. We post a daily shot of inspiration — a quote from the one of the books. Visit Go-Giver Ambassadors and join us. It’s free, it’s fun, and it’ll start your day off right!

The Thrivers

Saturday, February 7th, 2015

David Neagle - The Millions WithinI’ve been studying David Neagle’s amazing book, The Millions Within and I think this passage from near the end of the book is one of the most terrific I’ve ever read:

“Thrivers know that love, security, and self-esteem are available to them on the inside so they don’t have to go out and get them. Instead, they go out and give them.

“It’s always a pleasure to be around these people because they give their best to everyone in service each day. They give love. They gladly offer recognition to others. They’re able to freely express themselves. They know what they want and where they’re going. They are filled with purpose that springs forth from the true desire in their heart.

“When you are a thriver, you see the opportunities that the Universe sends you as opportunities to give, not to get. Yet as the saying goes, ‘you reap what you sow.’ You give to your world and are repaid by the Universe.”

Isn’t that so true? Whether they are business leaders, top-producing salespeople, or your child’s school teacher; whether it’s the firefighter, law enforcement officer, the athletic coach, the athlete himself or herself, or the person who always has a listening ear, they are thrivers.

They give of themselves — not because they need the acknowledgement of their worth from others. They already have that within themselves. They do it because it’s congruent with their values, they operate out of an abundance mindset, and it simply brings them joy and happiness.

They are always grateful for all of their many blessings, aren’t they? And, we are always grateful to them!

Who are the Thrivers in your life?

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We’ve set up an open Facebook group, “Go-Giver Ambassadors.” We post a daily shot of inspiration — a quote from the one of the books. Visit https://www.facebook.com/groups/GoGiverAmbassadors/ and join us. It’s free, it’s fun, and it’ll start your day off right!

Noble Selling Purpose…and Profit – In Perfect Harmony

Tuesday, January 27th, 2015

Selling With Noble PurposeLisa Earle McLeod is the author of Selling with Noble Purpose, a book that basically shows how and why those whose actual purpose in selling what they sell is greater than the money…actually make more money.

In a recent post she wrote:

“People often ask me: How do you balance Noble Purpose with the need to make a profit? My answer is, you don’t balance Noble Purpose against profits. Successful organizations make more profits because their Noble Purpose drives their business decisions.”

When thinking about it this makes total sense. Not only is there no dichotomy between selling this way and making a profit, the two are absolutely aligned. When your purpose in selling your product or service is noble your focus is totally and absolutely on the value you bring to your customer. The customer feels this; he or she understands this and is much more likely to buy from you.

This — of course — aligns with John David Mann’s and my statement from Go-Givers Sell More that, “Money is an echo of value. It’s the thunder to value’s lightning.”

Yes, Lisa’s philosophy of Selling with Noble Purpose is not “la la”…it’s not “out there” and it’s not in any way self-sacrificial.

Far from having to balance anything…it’s the most congruent and harmonious way to do business. It’s  also the most profitable way of doing business one can possibly imagine while bringing ultimate value to others.

Now THAT’S a win all the way around!

And, as Lisa says:

“When Noble Purpose guides your business, you make more money.  When Noble Purpose guides your life, you become happier and more successful.”

Question: What is YOUR Noble Purpose in sales? How about in life?