by Rick Baker
On Jul 22, 2010
Sales Tweet #4 How about finding Clients for your Clients. Clients' Clients...keys to help you unlock many more doors.
The Thinking Behind the Sales Tweet
Jeffrey Gitomer provides some great ideas in this area. For example, he talks about setting up 4-person lunch meetings where your Client brings a referral for you and you bring a referral for your Client. That is, you bring a Client for your Client.
by Rick Baker
On Jul 21, 2010
While listening to Stephen M.R. Covey’s CD-book ‘The Speed of Trust’, I was thinking – if we could build trust at our workplaces then that would help pave the path for more passion at our workplaces.
I have been keeping my eyes and ears open for ways to build passion at our workplaces ever since a friend asked me –
“How would we do that?”.
How can we build trust at our workplace?
According to Stephen M.R. Covey:
- Trust impacts the ‘economics’ for your business. Trust is not just the warm and fuzzy right thing to do. A workplace with trust is much more efficient than one without trust. And, the economics of improved trust can be measured.
- Trust is the #1 responsibility of leadership.
- Trust can be learned.
There are 5 Waves of Trust:
- Self-trust (give them a leader)...credibility upon which to build trust
- Relationship Trust...behaviour
- Organizational trust...alignment trust
- Marketplace trust...your brand, your reputation trust
- Societal Trust...contribution trust
How to Build Trust at your workplace:
- Make trust an explicit goal…corporate and for employees
- Explain its value in economic terms
- Measure it
- Implement it: train and apply
For well over 10 years I have told folks 3 things are sacred to me in business. One of those 3 things was and is – Don’t Lie To Me. I have spent some time explaining exactly what I mean. From now on I will not have to do that. I will either simply use the word “Trust” or I will recommend reading/listening to ‘The Speed of Trust’.
PS: This Covey book strikes several other chords for me: the father-son ‘chat’ illustrates an example of family business at its best, the trust message encourages us to aim for a better business future, the statement ‘trust can be measured’ is compelling…and more.
by Rick Baker
On Jul 21, 2010
Sales Tweet #3 Think about your 7 best Clients...your "bright lights". What do they have in common? Duplicate the bright lights.
The Thinking Behind the Sales Tweet
To maximize our success we need to focus on our Strengths. Similarly, when we determine what makes our best Clients stand out as best Clients we have an opportunity to template or profile our Ideal Client…to avoid the trap of commodity-like competition target marketing is an essential.