1. Be Likable: Likability is the gateway to connections and ultimately to relationships.
If others don’t find you likable, then it is virtually impossible to form profitable
business relationships. If you are not likable, people will not buy you or from you. Likability
is responsible for first impressions because it happens in an instant, and it is responsible for
ongoing impressions because it can be lost in an instant. When people find you likable, the door
opens to emotional connections, to trust, and ultimately to business relationships that help
you build a successful career and income. Smile and use your positive attitude and optimism
to project a cheerful, smiling, outgoing personality.
People love to be around happy, optimistic people.
2. Connect: The key to connecting is listening
deeply with your eyes and ears. Listen to what your customers say and observe their emotions.
There are things they are passionate about. Look for common ground here. When you truly connect
with someone, you take rapport to the next level. You begin to move from a business relationship
to a friendship. Connecting tears down walls that tend to get in the way of real communication
and understanding. When people feel connected with you they feel more comfortable telling you
their real problems. With this information in hand, you have the opportunity to solve problems
that really matter. This ability provides real value and engenders true loyalty. Strong
connections are hard to break and are the foundation of truly prosperous, long-term
business relationships.
3. Solve Problems: One of the immutable laws of the universe is that when you give to others,
you are rewarded ten-fold. Problem solvers are the champions of the business world. However,
it is impossible to solve problems you do not know about, which is why connecting is so
critical. The essence of business is one person solving another person’s problem. A solved
problem is the value that buyers pay for. It is the most important lever in the People Buy
You philosophy. The most successful business people take problem solving to the next level.
These individuals are constantly on the look-out for problems they can solve-even if it
has no direct impact on their business. They live by the motto, “By helping others get
what they want, I will get what I want.”
4. Build Trust:Trust is the glue that holds
relationships together and the foundation on which all long-term relationships rest. Trust
is developed with tangible evidence that you do what you say you will do, that you keep
promises, and that you maintain a consistent commitment to excellence. It means going the
extra mile in everything you do. In a world in which most people are doing just enough
to get by, those business professionals who consistently do more than they have to, will
stand out. Buyers appreciate and reward this commitment to excellence with repeat business,
referrals, and ultimately with trust.
5. Create Positive Emotional Experiences:
Learn to make dealing with you fun, relaxing, and rewarding. You always want to leave your
customers and prospects thinking about you and remembering you positively so it is
imperative that you find ways to create positive emotional experiences for your
customers. The key is to focus on the little things. Remember birthdays, send handwritten
notes, do the unexpected. Just as an anchor is used to hold a ship in place against
currents, wind, tide, and storm,; positive emotional experiences anchor your relationships.
They leave people wanting more of you.
