Helping Others Is The Key
It is amazing how many businesses and business owners focus all their attention on themselves and their own problems instead of the prospect. Yeah they pretend they are interested in what you are saying, they ask the right questions now and then to act as if they care, but really they are not listening. It is these business owners that really should not be allowed in business.
When you truly take your focus away from yourself and onto your prospect it is amazing the solutions you can find for your prospects, clients and customers. I hear all the time business
owners and sales reps telling me this exactly what they are doing, however I can hear in their voice that it is not, it is being faked. So how do you remove your own self interest and focus solely on the other person.
I know it is not an easy thing to accomplish; we are bought up in society as self promoting individuals, as creatures that must hear their own voice and be made to feel important at every opportunity possible. So how can we push all of this to one side and start thinking and caring about what another says?
There are so many great lessons a person can learn from being part of a charity group, a church group or a group whom purpose is to help others with nothing expected in return. No I am not saying your product or service should be free, however these lessons of caring, helping, listening are ones that truly stand us in great stead for business selling and relationship building.
When was the last time you went to a networking event and just listened to everyone else, you did not promote yourself once to anyone? Not an easy thing to do, but worth trying one day. We live in a world where we feel we must push ourselves onto others, whether they want to hear us or not. I am amazed how many business cards I have thrown away because it was shoved in my face and I did not care about what they did.
The key to changing your focus from you to the other person is in the way you think, your overall mindset around how you see and how you value other people in life in general. If you knew you did not have the solution the prospect needed would you sell them second best just to make the sale? I know probably 90% of people just said no to themselves, unfortunately probably only 50% would really follow through and lose the sale. This is society at present; however it is also the way to business failure.
If one is really serious about making this change then they really need to start within and find out what their value is on helping others. Without this being a core value that is important to then change will be difficult to come by.
Michael Griffiths is the CEO and Founder of My Small Business Marketing Guru. Helping small business owners generate more leads, clients and increase profits with online marketing strategies. To get your free black mask marketing resources and dvds please visit http://www.mysmallbusinessmarketingguru.com.au