My advice is to go for the contacts and nurture the relationships then go for the contracts. The reason is that a
contract is usually a one time shot and even if you do an excellent job, you have not taken time to create a
business relationship. In this manner once the contract is over, it is literally over. If on the other hand, you take
the time to form a business relationship and then get the contract, when the contract is over, you still have the
relationship. This in turn can lead to further contracts, especially if they are pleased with the results the first
time around. Relationships are the key to success in any business venture. You do not find the Japanese
doing business with strangers. They take time to get to know you and then give you small projects to test your
expertise. If you want to succeed, do it the Japanese way.
You should also apply this same technique when forming your Power Team. Form that business relationship
and then do small projects together. This will give you insight on how well you work together and of the quality
of work. It is at that point you can make your final decision to go with this person on the Team. I have tried a
couple of Team members in my group from time to time and even though we worked well together, the other
person was always too busy to work with us. This person was an absolute genius with the web but he was
also in great demand. Even though he was ideal, we decided that some availability was also important.
If an event falls into the area that is part of your expertise, find a way to attend and learn from others. Every
time you attend an event, you should be able to come back with information that you can use for your own
business. If you go through the display booths, you can pick up good information about what others are doing
in the marketplace. It is also a good forum for developing new business relationships. This is much easier if
you are simply a participant at the event. If you have a table, you will be more restricted in movement. People
that drop by your table will have an interest in what you do but most often these events only provide you with
exposure. I tend to let others display and wander around the room. This gives me additional information and
ideas. While attending a special event, it will pay to mingle with other attendees and listen to what they have
to say. You will gain more insight as to what the crowd is looking for. If you decide that you want to speak at
this event the following year, you will have some insights about what they thought was good and also what
they thought was useless. Go to these events with an open mind and learn as much as you can. Do not go
with the thought in mind that you have to go because it might be good for business. Turn up your enthusiasm
and get the most out of it. These special events are tools that help you towards being more successful.
Listening to what others have to say will help you to understand the audience. If you are lucky enough to be
one of the speakers, you will be able to adapt your speech to fit the audience. I have been in the situation
where my speech was out of the ordinary and I thought it was going to be a big bomb. When I walked around
the room, I found that most people were looking forward to a change of topic. I had one of the biggest
audiences in my break-out room; in fact they were spilling into the hallway.
Your business reputation is with you everyday and even when you are not at work. If you are known for
unbelievable customer service, then people will be talking about you at all times. When you go to any length
to keep the customer happy, you can count on them letting others know about your service. In a previous
chapter I talked about the car salesperson that went as far as taking his customers to work when their car is
in for service. He bent over backwards and the word of mouth spread was fantastic. He still outsells everyone
and he does not advertise he just keeps in touch.
This car salesman also stands behind the products he sells. I remember one incident when a new car was
sold and it kept having major problems. He finally had the car replaced for his customer, an almost unheard
of thing to happen. You do not have to be a slave to serving your customers, you have to be a slave to making
them want to come back and spend again.
This same salesman on off hours will be found helping at community events and getting involved with
helping others. His reputation goes far beyond the car lot. His community service is not just flipping hot dogs
at the local fund raiser, it is being a contributor to improvement initiatives, working with youth groups and
beyond. The involvement certainly aids in success both on and off the job.
The term "Service above Self" is used for non-profit organizations but it can also be used for any industry.
Keep it in mind when you are dealing with your own clientele.
My family is now grown and on their own so I don’t have much involvement with coaching their teams at this
point in time. I do, however, take time to participate in some family activities. If you are lucky enough to have
children at home, you will be able to help them grow through your involvement. Coaching a team or simply
helping at a sports day can be extremely rewarding and you meet many other parents doing the same thing.
They will get to know you as someone that pitches in and also as someone that is involved in your children's
life. When my kids were younger, they played baseball. I went to every game and the unusual thing was that
they were the only girls on the hardball team. The parents I met were amazed at these two girls playing
against the boys. As a result I got to know more people and eventually did some business with them. My girls
only played the one year but they had a lot of fun and so did I.
Even family interests change as my children's interest in playing baseball. They moved on to other things
such as swimming and we had just as much fun there. Swim meets, baseball games, soccer matches are
all good places to have fun and make people realize that you are involved with your family. Work may be
important but keeping the balance is best. If you put business first, then your family will suffer. Even though I
keep an open eye for potential business at all times, I certainly do not focus on it everywhere I go. I am simply
prepared in case it comes up. I have met some great business people through family events
How many activities have you participated in this week? You have planned at least ten that are business
specific. Make sure that you also plan to have a family activity every day. It does not mean that you go out and
do something; it can mean that you stay home and help with homework or just play a game.
