There is a question that is indelibly written on everyone’s forehead with whom you do business. That question is “What’s in it for me?” If you approach servicing your customers with that understanding, you will always do well with them. Interestingly enough, the acronym for What’s In It For Me, represents the radio station call letters that everyone listens to, WII-FM. These sound waves are broadcast 24/7 to anyone willing to understanding this concept.
Isn’t it amazing how the faces of the people with whom you talk, always seem to light up with interest when you talk about something they are excited about. It doesn’t take a genius to figure this out. Yet, far too often, some very intelligent business people lose sight of this concept and violate this principle.
This idea is nothing new. Harry A. Overstreet in his fascinating book “Influencing Human Behavior,” said: “Action springs out of what we fundamentally desire…and the best piece of advice which can be given to would-be persuaders, whether in business, in the home, in the school, in politics is: First, arouse in the other person an eager want. He who can do this has the whole world with him. He who cannot walks a lonely way.” What Overstreet was saying, in this now, hard to find book, is that when we can identify what people really want and give it to them, we can create willing cooperation.
When you have willing cooperation, you can build a company through the employees and managers that work together. When you have the cooperation of your satisfied customers and clients, you can provide goods and services to them at a profit. They will gladly pay you what you reasonably ask, if you can first, provide to them with what they want and need.
Tom Borg is president of Tom Borg Consulting, LLC. He is a business consultant, speaker, coach and author. He helps companies and organization become more profitable by increasing their value and lowering their costs through the professional development of their managers and employees. Please see more of his blogs at csjobsBlog.com and view additional job postings at Nexxt
Isn’t it amazing how the faces of the people with whom you talk, always seem to light up with interest when you talk about something they are excited about. It doesn’t take a genius to figure this out. Yet, far too often, some very intelligent business people lose sight of this concept and violate this principle.
This idea is nothing new. Harry A. Overstreet in his fascinating book “Influencing Human Behavior,” said: “Action springs out of what we fundamentally desire…and the best piece of advice which can be given to would-be persuaders, whether in business, in the home, in the school, in politics is: First, arouse in the other person an eager want. He who can do this has the whole world with him. He who cannot walks a lonely way.” What Overstreet was saying, in this now, hard to find book, is that when we can identify what people really want and give it to them, we can create willing cooperation.
When you have willing cooperation, you can build a company through the employees and managers that work together. When you have the cooperation of your satisfied customers and clients, you can provide goods and services to them at a profit. They will gladly pay you what you reasonably ask, if you can first, provide to them with what they want and need.
Tom Borg is president of Tom Borg Consulting, LLC. He is a business consultant, speaker, coach and author. He helps companies and organization become more profitable by increasing their value and lowering their costs through the professional development of their managers and employees. Please see more of his blogs at csjobsBlog.com and view additional job postings at Nexxt
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