It’s time to stop differentiating the product or service you offer.
Let’s face it, your product or service is likely to be a commodity (or quickly becoming one). A superior offer – assuming you have one – is not enough to stop the noise, especially if the average consumer is exposed to thousands of marketing messages every day.
That means you have to become your biggest differentiator by becoming intriguing and distinctive in the marketplace. Potential customers and customers are looking for a personal connection in their interactions – they want to buy from a person or group that, in one way or another, attracts attention and emotionally connects with them.
In short, you must be known and loved in the park today. “I see many good business ideas in the bathroom because nobody cares that a product or service is a little better, or even better, people do business with people they trust,” he said. Jordan Harbinger, founder of the coaching firm The Art of Charm, helps clients build trust, communicate better and create high-quality networks of influencers.
Here are four of Harbinger’s key strategies for building relationships that build trust and ultimately generate more business.
1. Rethink your network. Many of us do not automatically tend to network and make connections. Partly because we do not always know how connected we are or because we are so busy neglecting the size and diversity of our networks. That’s why Harbinger has 30 to 45 minutes of training to record everything he remembers from childhood to today. The goal is not to build a big list of people to sell: it’s the number of people in their orbit who they are and what they do. (You’ll see why in the next step.)
2. Be a connector. How many times have you met someone at a professional event and when he told you what he’s doing, your first thought is, “I do not need that kind of help” and you’re going to something else?
If you think about how to make new contacts, you will miss a great opportunity to make important links. Instead, says Harbinger, you try to build relationships between people in your network by making friends and acting as a catalyst to connect others. By connecting, you create the connection between people who could benefit from getting to know each other.
The benefits of a connector are potentially enormous. On the one hand, you quickly become known as “plugged in” – an influencer who can bring value to people’s lives. That brings you a lot of trust and credibility. You can also use the law of reciprocity, which states that you feel obliged to return the favor if you help someone solve a problem, either directly or by introducing someone who can help you, your problem. To solve goals. In my case, I introduced the main players in the financial services sector, which led me to introduce them, which brought a lot of money into my coaching job.
3. Do not assume that a record will take all of your time. It is not right. Business owners fear being buried in task lists if they offer too much help. Not like that, said Harbinger. Your role as a connector is not to help everyone you meet directly, but people you know and trust, who can then help each other. You are the center.
As a result, the introduction is easier and takes less time than many business owners assume. Often only a few e-mails are needed. Describe briefly why you are connecting people and that they should succeed (you may even ask them not to include you in their answers).
In other words, it pays to get up from time to time and make personal connections. Harbinger and I participate in different brain groups where like-minded entrepreneurs meet, connect and share successful strategies. Personal relationships are very powerful and incredible things can happen when you are in a room with the right people. At a meeting, four new contacts worth hundreds of thousands of dollars were formed.
4. Link a habit. To get to Carnegie Hall, the road to an excellent network and a good connector is the same: handy! Harbinger points out that most entrepreneurs have networking difficulties because they always find ways to put them on hold. Instead, join at least once a day or help someone on your network. This can be as fundamental as the introduction of two people who could benefit from knowing each other. The key is to get used to this kind of behavior (and remember that there is no time to suck). Once you do that, the composition becomes painless and automatic.