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“Bob Burg opens the floodgates to Fort Knox.”

~ Dottie Walters, Author, Speak & Grow Rich

Archive for the ‘The Go-Giver’ Category

The Value (And The Sale)…Was In The Solution

Tuesday, August 25th, 2015

roofMy friend, Ilene, related to me a fantastic story on how a roofer helped her own a new roof for her home.

Earlier this year a powerful hailstorm greatly damaged the roof of Ilene’s home as well as that of many others in her community.

This was followed shortly by a number of roofers knocking on doors and offering to repair and replace roofs.

Ilene and her husband, Alan, had held off doing so until the above-mentioned hero of our story told them that the chances were excellent that if there was damage on more than 25 percent of their roof, their insurance company would need to foot the bill.

Surprised, they did some research and found out this was indeed true. They then called their insurance company.

When the insurance adjuster visited them, he explained that because the roof was ten years old they would need to take that into consideration and he would get back to them.

He did, and told them that the company would absolutely cover it. Ilene and Alan soon afterwards received a check for the full amount of the new roof.

Guess who got the sale?

Yep!

Why? Because he was the most skilled roofer of all of them who’d called?

He might or might not have been. Regardless, that’s certainly not why the sale was his.

It’s because he was the only one that, rather than simply selling his services, found a solution to the problem his prospective customers had.

Selling: discovering what a person wants, needs, or desires…and helping them to get it.

Yep…that’s really what it is!

The Fragility…of Receptivity

Friday, July 10th, 2015

In John David Mann’s and my Go-Giver book series we discuss the fifth and final law, that of Receptivity and how challenging it can be for so many.

In one sense, the abundance of lack messages permeating our daily lives can create a focus on what is missing rather than on all the natural prosperity surrounding us.

Then, there are worthiness issues that rear their ugly heads from time-to-time. “Am I deserving enough to receive?”

Adding to the above receptivity challenges is that they both typically work on an unconscious level where the person is not even aware that the issues exist!

There’s another aspect to receptivity though that can also stand in the way. While it’s on more of a conscious level, it also means we knowingly have to face some possible fears.

Receptivity can be a fragile thing, because to be receptive, you must leave yourself open. Keeping yourself genuinely open to a yes also means you expose yourself to a possible no.

Allowing yourself to be vulnerableHaving the courage to embrace an unexpected path also means embracing the risk that this path may lead nowhere — or nowhere good.

Perhaps this is the most challenging thing about being receptive: it means allowing yourself to be vulnerable.

The key is to embrace that vulnerability and, rather than letting potentially uncomfortable experiences diminish your joy and sense of fulfillment, let them deepen your ability to receive the abundance you desire.

Your thoughts? We’d love to…receive them.

We loving seeing all the new members of our Go-Giver Ambassadors Facebook group. Every morning, my awesome business partner, Kathy Tagenel posts an inspiring quote from John David Mann’s and my, Go-Giver book series that is designed to start your day off right and give you something to keep in mind throughout the day. Check out today’s inspirational quote at http://www.facebook.com/groups/GoGiverAmbassadors/

The Referral-Based Mechanic

Thursday, May 28th, 2015

Referral-based Mechanic - Bob BurgIn his new book, Enhanced People Skills, John Terhune tells a great story about bringing his car to his mechanic for servicing (the warranty with his dealership had expired). The particular issue was a part that would have cost him well over $500 to repair.

After doing some research, the mechanic informed John that the part had been recalled by the manufacture and so John should take the car back to the dealership where they’d most likely replace the part at no charge. They did and John saved what would have been an unnecessary expense.

Did the mechanic lose anything?

Well, one might say he lost over $500. But, did he really? I don’t believe so. Not only would John now never even think of taking his car to anyone else; he eagerly and enthusiastically refers everyone to him. And, John is definitely one of those Centers of Influence who business owners and salespeople want as their Personal Walking Ambassador.

The mechanic benefited greatly from his decision to put John’s interests before his own immediate one.

Please don’t think, however, that the mechanic was being selfless (which I define as “incongruent with self”). He was not. First, he was acting congruently with his values — that being honest and placing the interests of the customer first is the right way to live life.

Secondly, he understands that it’s also the best way to conduct business. He knew his own business would be well-taken care of. Not through some magical thinking but rather for very logical reasons. When you place the other person’s interests first, they like you more and they trust you much more than they would otherwise.

Not only does that feel good…it’s very, very profitable!

Perhaps you’ve been in John’s situation, or the mechanic’s. Feel free to share stories of either.

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We loving seeing all the new members of our Go-Giver Ambassadors Facebook Page. Every morning, my awesome business partner, Kathy Tagenel posts an inspiring quote from John David Mann’s and my, The Go-Giver series that is designed to start your day off right and give you something to keep in mind throughout the day. Check out today’s quote and photo at http://www.facebook.com/groups/GoGiverAmbassadors/

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.