Have you ever thought about some of the guiding principles that aid in our success or failure in our business lives? I saw an article recently that made me think about what my Mantra’s might be on why we “win or lose”. The article was by Maurice FitzGerald titled “Big deal win-loss analysis – Here is a method that works”
The message I took away was…
Sales people will tell you that if they win a deal it is because of relationships and if they lose a deal it is because of price. In truth, you either win or lose for the same reason…relationship
Armed with this thought I tried to summarize 5 Mantra’s related to building strong relationships and the importance of your personal brand.
People do business with people
No matter how sophisticated the technology…the products…the services…nothing earns more credibility than YOU being YOU and taking time to show a genuine interest in others. Spend more time asking questions to get to know someone (as a person) than you do talking about yourself.
The world belongs to those who have the courage to show up. Showing up isn’t just about being physically present it is also about being emotionally present and bringing your “A” game at all times!
Everyone we interact with is busy…they meet a lot of people just like you… that day…that week…that month. If we are being honest….most times our message…our products…our services aren’t remarkably different from the other people that showed up before us…or after us. How clients or partners choose to spend their time…their money…and their energy has a lot more to do with YOU and how YOU make a difference.
Your personal brand means everything
This is not only who you are in that moment… with that one person you are hoping to impress…but…it is with EVERYONE you interact with. It is also about your on-line brand…what you post…where you post…how often you post and whose posts you are paying attention to.
It seems obvious in today’s world but you should spend time…
It isn’t JUST about what you choose to say or do…it’s as much about what you CHOOSE NOT to say or do.
Here are some examples (there are a ton more I know):
Out of Sight Out of Mind
There are a lot of people who also make the conscience choice not to participate in social media or building their on-line brand. The thought of putting themselves out there is just too overwhelming…it’s too risky…it’s too much work…or they just don’t see the value. All the latest research will tell you that people do most of their research on-line before ever making a buying decision…..this includes the person selling to them…and…that’s YOU.
If you truly want to be a trusted adviser…an influencer and be viewed as someone that someone else would do business with you need to participate! It’s about:
My opinion is that anyone who has made the choice NOT to participate will come to the realization on their own when it’s too late. The time to start participating is while you have strong relationships….when you don’t need anything or when you are not looking for your next job. If you do it right and build your brand on-line consistently…even if time has passed since you interacted with someone…it will still feel like you are connected…like you are keeping up with one another…and that they feel they know you. It can be a lot of fun and should be done with genuine interest and with an open heart. That way…when you DO need something…people will feel like YOU are the person they want to do business with.
Leadership questions of the week for YOU:
Thanks for reading and remember….YOU make a difference!
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