Monday, August 19, 2013
What Is Your Flight Plan For Business Growth? - Part 6
The Law
Of Preeminence
In this generation, it is difficult to find people a hundred times smarter than everyone else. And, few corporations today have access to superior technical advantages over their competitors. Nor does any one company have superior access to manufacturing, distribution or labour edge.
So why do
certain super achieves gain levels of success so much higher than others?
Super achieves
typically have a better philosophical strategy. They approach everyone they
deal with in a totally different and more effective way than most other people
do.
Super achieves
philosophy is simple, yet so many business practitioners fail to adopt and
apply. A super achiever's focus is less about self and more about others. This
is true when a super achiever owns their own business or is employed by a
corporation.
By simply
focusing on others more than oneself is the most powerful business (and
personal) strategy any person can employ.
This strategy
is known by some as the 'Law of Preeminence', which when used will more times
than not stand out as superior in the minds and hearts of your clients,
employer, employees, colleagues, suppliers etc.
The Law of
Preeminence is simply the ability to always put your client’s needs ahead of
your own. When mastered, your success will naturally follow.
Based on the
tendency of human nature to be typically selfish, it's understandable that it
seems backward to put your client’s best interests ahead of your own. In fact,
that is the reason so many businesses and people in business are unremarkable,
unmemorable and ultimately unsuccessful.
It's
frightening how many people representing companies will say and do whatever
they believe to gain a one-time sale (transactional thinking) rather than
investing the time and interest to understand the client's desired need(s) and
outcome(s).
By approaching
each prospect and client with their best in mind is the best way to demonstrate
credibility, likeability, believability and ultimately trust!!!
The strategy
of preeminence is about the mindset you have towards others. For example, some
people in business think about customers, whilst others think about clients.
What's the
difference?
CUSTOMER: A dictionary definition is... A person who purchases a commodity or service
CUSTOMER: A dictionary definition is... A person who purchases a commodity or service
CLIENT: A dictionary definition is... A person who is under the
protection of another.
The business
person with a customer mindset typically focuses on transactional sales, whilst
the client minded focuses on long term partnership and service.
If your
company uses the word customers, that's fine. But always think of them as
clients. And when you start to serve clients rather than sell customers, the
limits on your business success will quickly disappear.
What exactly
does "under your protection" mean? In this case it means you do not
sell the person a product or service just so you can make the largest one-time
profit possible. You must understand and appreciate exactly what they need -
even if they are unable to clearly articulate the exact result(s) themselves.
Once you know the final outcome they need, lead them to that outcome. You
become a trusted advisor who protects them. Now, you've given them reason to
return to you when necessary and become a long term loyal client.
The strategy
of preeminence doesn't apply only to selling clients your products and
services. This strategy is of equal importance to anyone, in any type of
business situation. If you're in administration, legal, accounting, shipping -
any department - you should use this strategy of preeminence as a basis for
dealing with everyone.
Be a problem
solver, not a problem bringer. Add value to every responsibility you undertake
on behalf of the business you represent.
Whatever you
do, if you focus on giving value and advice instead of manipulating and
maneuvering, you will win over many more prospects, clients, employers,
employees, colleagues, vendors etc.
Unfortunately
many people in business think, "What do I have to say to get people to
buy?" Instead you should think, "How can I best understand and serve
this person. Plus, what benefit(s) do I have to give?"
Selling
yourself or your business has nothing to do with sales trickery or schemes. It
has everything to do with what benefits you give your clients. The more value
you give others, the more value and reasons for doing business with you is
generated.
See yourself
as an agent of positive change. A creator of value. A value contributor.
The strategy
of preeminence is a powerful yet simple strategy that almost single-handedly
can positively transform your business or career.
This strategy makes people enthusiastic to do business with you instead of your competitors. It will give you an uncanny insight into what people want, and why people react and act various ways. It will help you to understand the true needs of your prospects, clients, employers, employees, colleagues and vendors. Plus how to approach them in a way that results in their complete satisfaction and their long-term loyalty to you.
This strategy makes people enthusiastic to do business with you instead of your competitors. It will give you an uncanny insight into what people want, and why people react and act various ways. It will help you to understand the true needs of your prospects, clients, employers, employees, colleagues and vendors. Plus how to approach them in a way that results in their complete satisfaction and their long-term loyalty to you.
All the best
with your business!!!.
If you would like to discuss how to improve your organisations capability in the areas of Leadership, Communication, Presentation & Sales then simply contact us for a complimentary, no obligation conversation.
Go to www.EffectiveCommunication.com.au to find out more
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