Monday Morning Boost: “People buy from people they…”
When it comes to building a business, the answer is our network. When it comes to growing sales, the answer is our network. When it comes to leading a team, the answer is our network. Whether created through in-person relationship building or gained through marketing and sales efforts, our network is vital to every aspect of creating and maintaining a successful and effective business.
Unfortunately, too often we make the erroneous assumption if a person is “in our network” then they automatically know why they should do business with us. It’s like the old adage, “People buy from people they know, like, and trust.
But this old adage is wrong.
Think about all the people you know, you like, and you trust, yet you have never ever bought from them. And think of all the people who know, like, and trust you but they have likewise never bought from you.
This is reality.
Most of the people who know us, like us, and even trust us will never buy from us. And I mean NEVER EVER for any reason buy from us.
Why not?
We have not “Earned the Right” for their business.
What’s Missing???
Ty Bennett, one of my early mentors on this Red Edge journey along with being my speaking coach and friend, was the first to teach me this more complete way to state this fundamental rule of business should be:
“People do business with people they know, like, trust, and VALUE.”
“Honesty and likeability are important,” Ty shares in his book Power of Influence. “But if people don’t see you as valuable, they will never do business with you. If you don’t come across as professional, knowledgeable, and credible with the right skill set to get the job done, you will never be as influential and successful as you would like.”
HOW TO CREATE VALUE
Creating value takes intentional and consistent effort, in everything you do. Here are three ideas (shall we call it a Power of Three?) on how to create value.
❤️Ty Bennett suggests we focus on “constantly developing our knowledge, our skills and continually striving to get better.” One of those areas to continually improve on is our reputation, Ty writes on his Relevant Leadership blog.
“Reputation is your track record. It is confidence in character and capability over time. Henry Ford said, ‘You can’t build a reputation on what you are going to do,’ so reputation only comes after you make the investment. Lasting influence is built and sustained by reputation. People can be influential in a given situation, or for a temporary period of time, but lasting influence is based in reputation. That is why it is so important to guard your reputation, cultivate your reputation, and be a person of character and ever-increasing capability.”
❤️Michael Marcial, another mentor and friend, teaches we should focus on the “gold sitting right here in your social circles waiting and wanting to work with someone like you [by making] sure you let them know you’re available for business and get super clear on who and how you can help them.”
❤️Another wise mentor suggests we can create real value by focusing on “Earning the Right for the Next Conversation.” We can better “earn that right” when we focus on our WHY, create a solid VISION, and then structure an effective STRATEGY with corresponding ACTIONS so we can deliver our promised RESULTS.
Okay, so I’m not sure how wise that last mentor is 😉 but I know the concept of Earning the Right for the Next Conversation actually works. I have practiced it for 30+ years and helped many other leaders to implement it as well.
If you could use some help “Earning the Right” for those next conversations, drop me a note and we’ll chat.
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