Do Nice Things For Others
One
of the best ways to influence someone is to do something nice for him. I
know many successful salespeople who make a habit of taking their
prospects out to breakfast or lunch. During the breakfast or lunch, they
do not talk about their products or services unless the client brings
it up. They merely make small talk, ask questions and listen. They work
on building trust, and they work on establishing a friendly
relationship. At the end of the breakfast or lunch, they tell the
prospect that they will be getting in touch with him sometime in the
future with the possibility of talking to him about helping him in some
way.
See Them As Friends and Partners
The
best salespeople and businesspeople in America today are those who look
upon their customers and prospective customers as friends and partners.
They always look for ways to help their partners improve their lives in
ways that are not directly related to the products or services they
sell. They sow seeds, and they reap a harvest. They trigger a desire in
people to reciprocate. When the time comes for those salespeople to
approach their prospects with the possibility of buying their products
or services, the prospects are wide open to the questions and inputs of
the salespeople. The prospects have a deep-down desire to reciprocate.
Customers for Life
The
highest paid salespeople and the most profitable companies have the
best reputation for customer service. You learn a series of low-cost,
no-cost ways to get customers to buy from you, buy again, and tell their
friends.
Send Thank You Notes
One
of the best ways to use this principle in your interactions is to
continually look for ways to say and do positive things for people. Look
for ways to do kind acts and favors for your friends and prospects.
Send thank-you notes. Send birthday cards. Send clippings from
newspapers about subjects that you feel may be of interest to them.
Always keep your promises, and follow up on your commitments. Always do
what you say you will do. Do everything possible to put in, knowing
confidently that you will ultimately be able to get out far more. You
will reap if you sow.
Be A Go-Giver Rather Than A Go-Getter
Someone
has observed that no one ever built a statue to a person to acknowledge
what he or she got out of life. Statues are built only to people to
acknowledge what they gave. The most powerful, influential and
successful people you will ever meet always look for ways to do nice
things for others. When you meet someone under almost any circumstance,
one of the best questions you can ask is this: "Is there anything that I
can do for you?" Always look for ways to put in rather than to take
out. The successful man or woman of today is a "go-giver" as well as a
go-getter.
Be Open and Empathetic
The
more that people feel that you are open and empathetic and sensitive to
their needs and concerns, the more open they will be to your
influencing them positively in some way. And the more you can influence
others with the power and impact of your personality, the more you will
accomplish, and the faster you will accomplish it. The more rapidly you
will move toward the great success that you desire and deserve.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
1. Look for ways to do nice things for other people, especially your
family, friends, and customers. The more nice things you do for others,
the better you feel about yourself.
2. Take time to really
listen to people, especially your staff and coworkers. The more and
better you listen to others, the greater is your influence over them.