Bonding is creating a close and VALUED relationship. An ongoing relationship. Lets look at a few dictionary definitions of relationship:
WHAT IS A RELATIONSHIP?
According to the Merriam-Webster, it's the state or character of being RELATED to something else. The Random House calls it an emotional or other CONNECTION between people. The Oxford says it's the state of being related. I say it's all that goes on between people, once they have connected.
YOUR MOST IMPORTANT RELATIONSHIP
We're going to look at your relationships with decision-makers who can buy your services or products. But we must first recognize your most important relationship -- your relationship with YOU. You're the best you there is. There will never be another you. And you've got this one-way ticket-to life. You've got your shot at making a DIFFERENCE. And the better you relate with your prospects and customers, the more of a difference you can make.
BE ACCOUNTABLE TO YOURSELF
So your first accountability is to yourself. You are accountable for offering the very FINEST products and services appropriate for your market and available to you. For continuing to stretch and grow as a person. For being accountable for your presence here. To help this happen, regard yourself as a work of art in process -- as a living human treasure. Be sensitive to the attitude of the decision-maker. Ask yourself if this transaction feels like a FIT, feels like it's right for your client and for you. Do you feel good about yourself; is your conscience clear after this transaction?
A RELATIONSHIP INVOLVES TWO PEOPLE
Instead of pitching your products and services, analyze the possibilities for a mutual exchange of values. Look for the chance of long-term SYNERGY rather than a one-time sale. For in-depth connection. For relationship. At the very least you want to know there will be referrals and recommendations flowering from this agreement or this sale. You want this to be the BEGINNING and not the end.
GO WITH YOUR GUT
You're accountable for your COMFORT LEVEL relating with this decision-maker. Choose to offer only the services and products that feel right to you. Take into account this person and their needs, their situation and responsibilities. Plus possible end-users and all others affected by what you propose.
GIVE MORE THAN 100%
Put the cherry on the top: Go the extra mile. It feels so g-o-o-o-d. Include something EXTRA. Always -- every single time. Something not expected. Something NOT REQUIRED. Something above and beyond. A surprise that delights the decision-maker.
A PERSONAL STORY
When I was 7 or 8, there were 4 little ice cream parlors within a few blocks of my home in Ventnor, New Jersey. I'd cadge a nickel from my mom -- then I'd check out each store to see where I got the BEST DEAL for my five cents. The ice cream cones were all about the same size. However, at one of the stores the person behind the counter would dip the ice cream cone into a bowl of jimmies (little chocolate sprinkles) and then hand me the ice cream cone. Which ice cream parlor do you think got ALL my business?
A DIFFERENT STANDARD
Let the PLATINUM rule guide your every action. Do unto others as they would have you do unto them.
Burt Dubin, a 20 year veteran of the business of speaking, coaches and mentors speakers and wanna-be's world-wide. Burt works with people who want to be speakers and with speakers who want to be masters. Visit his web site at www.SpeakingBizSuccess.com. You may contact Burt at 928-753-7546 or .
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