NOTE: THIS POST IS PART OF THE 4-PART "DIFFERENTIATE OR DIE" SERIES...
➊ Do Your Homework… Make Your First Impression Matter
It’s never been easier to find out something about anyone. Just Google them…
Go ahead! Type their name into Google and run a search. You are bound to find out something you can use to help you bond with them.
There’s nothing more flattering than when someone you meet with has obviously taken the time to learn a little bit about you in advance.
Find commonality… common contacts… common interests… talking points… areas where you can bond around.
➋ Keep Stellar Records… Improve Quality Of Every Interaction
As business people we may make hundreds, maybe even thousands of contacts each year.
This makes it all the more critical to keep good records.
Today’s CRM (customer relationship management) software such as my favorite, Infusionsoft makes it really easy to effectively track interactions whether they are by email, meetings or phone conversations.
Now when we are about to resume conversations with someone we haven’t spoken to in a while, we can go back and see exactly where we left off.
➌ Follow-Up And Follow Through For Best Results
There’s nothing worse than not following up with a new contact. You’ve gone through the process of meeting them.
Have a system for staying connected, email marketing systems make this easier than ever!
Consistency is key here!
Be sure to make each contact purposeful and valuable to your contact.
➍ Listening Is Hard Work… But Worth It!
We have the ability to hear.
But… do we always listen intently when our contacts speak?
If so, we probably wouldn’t forget their name within seconds after they tell us.
Seek first to understand and then to be understood! Not the other way around.
Most of us are so busy trying to figure out what to say next that we don’t really listen to what the other person is saying.
Be genuinely curious!
➎ Have Integrity! Your Word Needs To Be Gospel
As a matter of fact, your word is all you have! It’s gold. Treat it as such.
How? Be honest!
It’s as simple as that.
Abuse it with your contact and you can damage your integrity and credibility with them… possibly forever.
➏ Want Genuine Respect? Then You Need To Show Respect!
Respect for your contact, their actions, beliefs and their time. This doesn’t mean that you have to like it… You just need to respect it because it’s important to them.
Nothing damages a relationship more than utter disrespect.
This is even more reason to research your contact and find out what makes them tick!
Hey if you can avoid offending someone, why not do it?
➐ Exercise Patience… Get Effective Results!
We live in a world of instant gratification. We want everything yesterday!
While this could appeal to some… It reeks havoc on our ability to be patient!
Keep your cool!
And most certainly don’t come off as desperate!
Remember it’s okay to be persistent. Just not pushy!
➑ Be Authentic And Trust Will Follow
Don’t be afraid to share something about yourself.
Allow yourself to be vulnerable.
People do business with people… NOT companies!
Let your contact get to know you… The real you!
Soon you’ll see some of your relationships grow to a deeper, more fruitful level.
➒ Be Giving And Generous, Not A Taker
Let your generosity flow!
If there’s any credence to the law of reciprocation it will all and more come back to you in one way shape or form.
But give for the right reasons without expectation of anything in return.
Allow yourself to experience the joy of giving!