RESULTS! That's the name of the game for you and your business. And if you're like me, you don't like to wait for results. Thankfully, your wait is over. You can now improve, enhance, upgrade or jump-start your business - immediately!
If you're like most businesspeople, you simply don't have the time or luxury to learn all the crucial essentials of business development:
- sales
- marketing
- negotiations
- customer service
- competing in a changing marketplace, etc.
Plus, you can no longer solve today's business problems with yesterday's solutions!
That's why, (here, as well as in other on-line articles)...I'll reveal proven, positive and profit-producing strategies in the key areas of business development-strategies to outdistance your competition and reach new levels of unprecedented success.
Relationship power!
Every businessperson I meet waxes rhapsodic about the importance of "relationships."
They tell me how their business is a "relationship business" and their success is "built on relationships."
Are they right? Of course they're right. But there's a difference between right and results.
When others talk about "relationships...they refer to whom they know. Their network. Their circle of influence. Their clique. Their internal club. But that's not enough! To truly maximize relationships, two key elements of "relationship power" must exist:
- your little r and
- your BIG R
Your "little r" refers to traditional relationship-building. It's your:
- likability
- trust
- humanity
- sincerity
- courtesy
- personality
- chemistry
The "little r" focuses on your ability to get along. It's your inherent nature to be warm, caring and compassionate. You're empathetic to your customers, clients and prospects. In Yiddish, the word for "little r" is mensch. And a mensch is simply, a good person!
People like to do business with people they like. However, "little r" alone is not enough. You also need to optimize your "Big R!"
"Big R" focuses on your ability to deliver results! Never forget, people are interested in who you are ("little r"); and what you can do for them ("Big R"). One without the other, only assures short-term success.
"Big R" is your ability to be a growth specialist. You, your products, services, company and team have the expertise to help prospects, customers and clients attain a more favorable future by:
- maximizing gain
- reducing loss
- increasing earnings
- slashing costs
- creating enjoyment
- assuring satisfaction
- providing security
- developing pride
- enhancing performance
- producing results
Why is the attrition rate so high in professions that require business-development skills? Because once you sell your friends and neighbors, who only bought because they wanted to be a "nice person" and honor their "little r" commitment, you have no real marketable "Big R" skills to the rest of the world.
Remember, your "little r's" and "Big R's" cannot be mutually exclusive. People invest in who you are and what you can do for them.
Profit points:
- Maximize your "little r" relationship power: fax/send a prospect/client an article that's of value to their professional or personal interests.
- Optimize your "Big R" relationship power: take a continuing education course, listen to an audio-tape program, read a new business book, etc.
- Invite a prospect/client to breakfast or lunch.
- Use e-mail as a simple and effective strategy to stay-in-touch. (Do an Internet search on a client's/prospect's business or hobby...and send them that information.)
- Take action! When all is said and done...more should not be said than done!
� Blackman & Associates, Inc.
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Jeff Blackman, J.D., CSP, CPAE is an international speaker, author, success coach, broadcast personality and lawyer. His extensive work with clients in the areas of sales, marketing, negotiations, customer service, leadership and adapting to change...has earned him the title of "business-growth specialist." His books, audio and video business-growth tools include; RESULT$, Peak Your Profits, Carpe A.M. * Carpe P.M. - Seize Your Destiny!, How to Set and Really Achieve Your Goals, Profitable Customer Service and Opportunity $elling. To learn more about how Jeff can help you...maximize results, please contact Sheryl Kantor at [email protected], 847.998.0688, fax: 847.998.0675, Blackman & Associates, Inc., 2130 Warwick Lane, Glenview, IL 60026. Contact Jeff at [email protected].