With winter fast approaching, I’ve heard from many business owners that they’re planning to attend trade shows and conferences. So I thought I’d tell you a story.
I’ll never forget our first trade show. We were so excited about connecting with some great prospects. After the show, we got back to the office, and someone asked, “Who’s got the bag with the business cards?” (Mind you, this was back in the pre-digital age.) After a heart-wrenching search, we realized that the hard-won cards had been completely misplaced, probably still attending the trade show under a forgotten table.
It’s human nature to constantly think, “What’s in it for me?”—especially when it comes to business. But this week’s guest turns that thinking on its head, teaching that the real way to succeed is by being a “go-giver,” constantly and consistently delivering value to others.
World-renowned speaker and author, Bob Burg‘s books have sold well over a million copies, and his universally acclaimed business sales book, The Go-Giver, has been translated into 28 languages. In this episode, Bob and I delve into how to cultivate deep relationships with others so they come to know, like, and trust you—and ultimately, do business with you.
We talk about:
- How shifting your focus from getting to giving is the most financially profitable approach to sales.
- The five key elements of value that you must communicate to your customers so that they choose you over the competition.
- How to become an industry influencer by placing the needs of others first.
- The one key question to ask to grow your network and your sales.
I took my family on a trip to an amusement park a few weeks ago, and like most parents, I had a vivid picture in my mind of how the day would go. I saw the smiles and laughter on my kids’ faces. I heard their happy squeals as they went on the rides. I felt the good vibes from the amusement park staff as they helped my kids onto the rides.
So you could imagine the disappointment I felt when, as we waited in line for the park’s most thrilling rollercoaster, I noticed that the attendant, a young man in his late teens, was helping kids get on and off with a look of total and utter boredom and indifference—even a little resentment. For someone whose job it is to give kids a good time, he showed zero signs of enthusiasm.
A business owner once told me she had to let go of an employee for creating a toxic work environment. This employee had been sharing personal complaints about the owner with coworkers, rather than bringing them up directly with her. It soon became popular to talk behind the owner’s back, and before long, the circulating negativity caused a rift between her and the team. Obviously, morale and productivity suffered greatly.
Was this employee a liability? Definitely. But there’s also more to the picture. It’s possible that this business owner created an environment that discouraged people from speaking their mind productively.
Do you believe admitting you’re wrong is a sign of weakness or a sign of strength?
Do you think apologizing hurts your credibility or enhances it?
How hard is it for you to apologize to someone you may have hurt?
Has this happened to you?
You’re walking down the street with your morning coffee, feeling great. Your family, your work, your health—all great. You’re happy, optimistic, and ready to take on the day.
To say building a brand is necessary to succeed in the eCommerce industry is an understatement. On a very deep psychological level, people feel at ease when dealing with well managed brands. What often goes forgotten is that fulfillment is a critical part of your overall brand experience in eCommerce.
Do you ever sit for hours (or days or months) tweaking something—a product, an email, an article, a presentation—but no matter how many times you think it’s final, there’s always “just one more thing” to change? It’s a familiar struggle for so many of us, but it’s costing much more than our sanity.