Firstly there is nothing new here it comes from Entrepreneur and founder of The Strategic Coach, Dan Sullivan. In his book he talks about four referability habits that are the building blocks of great relationships.
Why I have decided to post this blog is that we are seeing a new generation of people and many seem to have never been exposed to these simple habits or forgotten them.
These habits are very simple
- Show up on time
- Do what you say you will do
- Finish what you start
- Say please and thank you
Here they are in a bit more detail
1. Show up on time
It's sounds pretty basic doesn't it? But respecting someone else's time shows that you value them. Most smart business owners show up on time when they are meeting a prospective client. People appreciate it when you value their time. That's why strategies that incorporate this habit into a brand promise is often quite compelling. Driving down south this weekend I was reminded of this seeing a plumbing van with the word's "I will turn up when I say I will" on the side. When you are next calling a plumber, who are you likely to call? The plumber that's done a standard letterbox drop - or the one that says "I will turn up when I say I will or it's free!"?
2. Do what you say you will do
Again, so simple. Yet so many people don't seem to be able to stick to this. If you say you're going to call to follow up, do so. If you promise to deliver a product or service by a certain date, do everything you can to fulfill your commitment. Don't promise anything that you aren't going to be able to deliver.
I have found that the best promise to offer someone is " I promise I will do my best". Often we see Salespeople making promises that service simply can not deliver, none more obvious than software sales people
3. Finish what you start
This shows you have commitment and that you'll see things through to the end. Sure, I know that some projects or jobs blow out because of unexpected circumstances. And, therefore, the time you allocated to the job isn't going to be enough to cover the original brief.
This is a delicate situation. If the blow-out is because of a miscalculation on your part, my advice is to wear it. Treat it as a learning experience so that you estimate better next time. However, if the variation is due to increasing demands from your customer, then it might be time to renegotiate delivery or payment in a diplomatic way.
Most Entrepreneurs fail miserable at this habit. Fantastic at starting projects but fail dismally at following through. If you make the commitment to start it either see it through personally or make sure you have a team around you that can – and make sure they do
4. Say please and thank you
Basic courtesy is a winner.
Next time you are standing in a line with parents with children. Listen to the way they order. My experience is that they will emphasis to the children the value of this habit and then not do it themselves. It is just simple common courtesy and we miss so of of it in today's society because people are just too busy.
Are you likely to refer business to someone that doesn't take the time to say thank you?
So when was the last time you thanked a key relationship
Ultimately, we all like doing business with people who do what they say they will, when they say they will - and who are nice to deal with!
Simple, really.
No comments:
Post a Comment