Category: Servitude Heart Selling

Change the Way you Think

When you change the way you think you change your results because all thing are created first in your mind, then in reality.

“If you want to make minor, incremental changes in your life, work on behaviors, practices and attitudes.
But, if you want to make significant, quantum improvements, work on the way you think, your paradigms.”

And Learn to ask Smart Questions because the Question is Always the Answer.

 

What would your business look like if you changed your thinking from a  “Customer Service” philosophy to “Customer Helping” philosophy?

This is the Principle of Servitude Heart: You can get everything in life that you want if you’ll just help enough others get what they want.

What do customers want?  Help!

They want answers, they want information, they need service, they want to place an order, they want a solution to a problem…they want HELP!

 

How would your business be better if you focused on Principles NOT policies & rules?

With rules (or policies and regulations) you, or more importantly, your employees, only have two ways to do something, the right way and the wrong way (according to whoever wrote the rules).

Rules are like sticks, they’re unbendable. You can use them to prod, threaten or even beat someone with but when a rule doesn’t work, your employees only choice is to “break” it…and likely suffer the consequences. It’s classical two-dimensional thinking.

Principle-centered thinking on the other hand is three-dimensional thinking in that it allows you to stand apart and see the whole terrain.

Principles will act as your compass in that they always point you toward True North whereas  rules, policies or regulations are more like a map. They are only good as long as the terrain or the market doesn’t change or you haven’t been given the wrong map.

Stephen Covey defines a Principle saying they are:
Universal – They work anywhere.
Timeless – They work all the time.
Self-evident – You can’t argue against them.

Another way to view a principle is to see it more like a rope. They conform to the changing circumstances without having to be compromised. You can lead easier with a rope than a stick, especially if your terrain is chock full of obstacles. It allows for a certain amount of flexibility, while never allowing to get off course.

 

What would happen if you spent as much time, effort and money on keeping existing clients as you do creating new ones?

Do you know what the Lifetime Value of your customers or clients is? See my blog  What Are Your Clients really worth?

Most business owners don’t know the average profit they make from a customer over their lifetime and it’s costing them a fortune.

 

Start with…Yes!
When a customer or client makes a request or asks a question or complains…give them the hope of help.

Words are important and your first response has to be one that gives them a sense of hope that is focused on the positive, the creative, the willingness to help them find a solution.

Answer the way you would want to hear it if it were you asking the question, offering a gripe or making a request.

It’s all about your First Response…use words like:
Yes! Let’s figure out how to…
Great!
No problem!
I’m sure there’s a way we can…
I love challenges.
Cool!
Let’s see what we can do.
Or…
You bet, the best way to handle that is…
The fastest way to get that done is…
The easiest thing to do is…

The words you use, the tone of your voice and your body language start with your intent. Your intent has to be one of servitude.

 

Is that the Best we can do?
At the end of every day ask yourself these questions:
What did we do right today?

What did we do wrong?

What could we have done better?

It’s Constant Improvement mentality of  Is that the Best we can be?

Change the way you think and you change the way you behave which changes your results.

Please follow and like us:

USP! What is Your Unique Selling Proposition?

If you do not have a Unique Selling Proposition (USP), I can guarantee you are not DOMINATING your market and likely you are just getting by.

USP = Unique Selling Proposition

Every business, every business owner and every product or service they sell is unique.

You have a story to tell. Tell it to the world.

What makes you unique is that distinct and appealing idea that sets you apart from all of your competitors.

You would be surprised how easy it is to determine this uniqueness.

Here’s a Key thought: Always realize that your clients and prospective clients are asking…WIIFM (What’s In It For Me). How does what you offer benefit me? How does it solve a problem I have?

If you can’t articulate your USP in 60 seconds or less, neither can your clients and prospective clients.

The sad thing is, when I ask business owners to tell me what their USP is, in one paragraph or less, the vast majority have no answer.

Why?

I’m guessing because they’ve never thought about how important selling is to the success of their business.

Marketing is nothing more than selling and selling is all about creating trusting relationships.

Here’s an Example of a USP:
When Domino’s Pizza first came on the scene, they had a game changing proposition – “hot, juicy, delicious pizza – delivered to your door in 30 minutes or less – or it’s absolutely free.”

They were specific, 30 minutes or less and they gave a Risk Free Guarantee.

AVOID platitudes like the plague.
Like they could have said:  “Best pizza in town delivered to your door.”

“Best pizza”…anybody could say that.

“delivered to your door”…good, but how many questions does that raise?
How long will it take?  Will it be cold and soggy when I get it?… What happens if it isn’t?

Look around your market and see how many businesses say similar things.

Platitudes mean nothing!

Figure out what is unique about your business, about each and every product or service you sell, then tell the world in a clear, concise and honest way.

You have a unique story to tell. 

Tell it often and tell the world and tell it completely…and make sure everyone in your organization is telling it.

Start by asking Smart Questions.
You must identify what the needs or problems are that are going unfulfilled within your industry and market and how you, your products or services solve these problems.

How are we different, better, more valuable and/or more meaningful to our audience? Is it trust? Price? Diligence? Thoroughness? Risk Free Guarantee? Value? Location? After-sale customer service? Selection? Exclusivity? Do you appeal to a certain niche or audience? (small pond)

How aware is the public about your USP?

Is this something people care about? Think: WIIFM

What do people not like about your industry as a whole?

What is the downside of your product or service? What do people not like about them?

How are you different and better than your competition?

Make sure that when your clients think of you, your products or services, they think of your USP.

Principle-centered marketing is holisistic.
It encompasses not just your marketing but every part of your business.

It goes without saying BUT…MAKE SURE YOU CAN ALWAYS DELIVER ON YOUR USP!

Your USP is the foundation around which you will create and build your market DOMINATION.

Invest the time and effort to get it right.

 

We help those who WANT to DOMINATE their marketplace… by teaching and implementing the Principles of Marketing, Selling and Business practices into every aspect of their business…….all while never Breaking the Laws Of God or man. 

Please follow and like us:

Servitude Heart is the Foundational Principle of Marketing

Servitude Heart has to be the Foundational Principle of everything you are and everything you do if you want to create an effective life.

Servitude Heart Says: You can get everything in life you want if you’ll help enough others get what they want.

Philippians 2:3-5
“Do nothing out of selfish ambition or vain conceit, but in humility consider others better than yourself. Each of you should look after not only your own interests but also the interests of others.
Your attitude should be the same as that of Christ Jesus.”

If you were going to follow just one principle, this would be the one.

There is no other way of getting the things you want out of life without breaking the laws of man or God.

This does not mean being a doormat, a martyr, or putting yourself in any “Lose” type situation however.

In fact, only mature, Principle-centered people truly can have a Servitude Heart.

Most marketers think “What do I have to say to get people to buy?

The Principle of Servitude Heart instead says “What do I have to give? What benefit do I have to provide?”

The more value you generate the more value you receive.

Once you understand and internalize a Principle, the techniques to accomplish anything you want are easy.

As long as you “Never Break the Laws of God or Man” almost any plan-
of-action or technique will accomplish what you want.

Five Basic rules of Marketing under the umbrella of Servitude Heart:

Define Your Market:
The very first step to success in business is to define your market by giving the market what it wants.
Almost all major breakthroughs are discovered first as opposed to created first.
But you have to know what they want. Ask them.

The Question is Always the Answer:
Learn to ask Smart Questions.
Like: WIIFM?(what’s in it for me?)

This is the simple question that needs to be answered and satisfied.
The “market” wants solutions to problems.

What is the biggest problem your market or clients have that is causing them the most pain, then provide a solution.
It’s actually pretty easy to do.

Communicate, communicate, communicate.
It’s tough to over-communicate…as long as you are providing something of value in your messages.
What adds value?
Keep this principle in mind in all communications: “An educated customer is the best customer.”

Be Authentic
Only you can be you. Be honest about yourself, your company, your products and/or services.

Don’t try to be someone you’re not.

You and your company are not going to appeal to everyone…don’t worry about it.
Jay Abraham used to pound away at me with this statement…”It is better to talk to 10 People and convince them 100% of the way then to talk to 100 people and convince them 10% of the way.”

Make it Easy for your clients to do business with you.
Make it easy for them to say…“Yes”.

Make doing business with your company easy, appealing and fun.

Eliminate steps when and where you can. Create systems.

Way too many business owners, marketers or sales people forget that their main objective is… to sell something.

The more complicated something is, the more likely your client is going to resist and say…NO THANK YOU.    Make it easy to say…YES.

 

We educate on and implement the Principles of Marketing
and we want to invest in our relationship with you.

We understand somebody has to make the first move, so we are providing this marketing audio program free of charge to you, not as something with low value, in fact we believe you’ve never heard anything quite like it.

We’re doing this to provide an investment in you and hopefully you will begin to understand some of the things we can help you with in your business growth.

Listen to Our Total Dominance audio program that teaches you a marketing plan that will make you the #1 company in your industry AND Totally Dominate your industry.
1. Learn the 2 Common Mistakes Plaguing Most Businesses Marketing
2. Learn a Simple 5 Step Formula for Every Marketing Piece You Ever Create
3. How to Stay Ahead of Your Competition-No Matter What Industry

Please follow and like us:

Marketing Principle: Marketing is simply Salesmanship

Marketing is simply salesmanship in advance and salesmanship is all about creating and maintaining principle-centered relationships.

The stronger your relationship is with your clients/patients/customers, the more successful and profitable you are going to be.

Nothing happens until someone sells something.

We are all salespeople – parents, children, pastors, teachers, waitresses, police officers, doctors… makes no difference.
We sell every day; ideas, services, products, ourselves….Everyone has to sell something every day.

We come out of the womb selling. We had to convince our mothers that we were hungry, tired or just wanted attention.

As you were growing up, you had to “sell” your parents to get what you wanted.

You had to sell yourself to your spouse, your boss, your co-workers, your friends, your customers, your students, etc. etc. etc…

Selling is more about Principles than it is about techniques.

Once you understand the Principles, there are a 101 different techniques to selling.
But, one caveat, Never Break the Laws of God or man.

Selling and marketing is all about creating and maintaining principle-centered relationships.
You build and maintain relationships on Trust.

People buy from people they like, and people will like you if they trust you.

I have a simple formula for trust:
Trust = Competence plus Character demonstrated over Time

Competence is talent, ability, skill, and knowledge.
Character is integrity, motive, and intent.

When trust is low, everything slows down in relationships.
Low trust causes suspicion which slows down decisions and communication.
When trust is high, confidence is high, decision-making is fast and communication is effortless.

In other words success is about building sound, trustworthy relationships.

15 Habits to cultivate within yourself and your business that will help you build strong meaningful relations – both personal and business:

1. Be Honest & Authentic. Always be straight with people.

2. Act with Kindness & Courtesy. Be Respectful of everyone; even those who might be “in-your-face” and/or disagree with you. You may have to “fire” a customer one day, but be respectful about it and then move on.

3. Be Transparent – An Educated Customer is the Best Customer. Consistently tell the world what you offer, why you offer it and how it will benefit them.
Tell the complete story about what makes you and your product or service unique. You don’t have to just tell the good, tell some bad as well. Every product or service will not be the right fit for everyone. Admit it right up front. Stating what you can’t do builds trust and alleviates unpleasant problems down the road. I’d rather lose the sale right up front and build a reputation of integrity than lose a client after the sale due to disappointment.

4. Apologize When Wrong. When you screw up, take responsibility, apologize and make some sort of meaningful restitution.

5. Be Loyal – especially to the Absent (never talk badly about anyone behind their back).

6. Deliver Results – One of the best habits you can cultivate in order to accomplish the results your clients/customers/patients expect is to clarify expectations, the next habit.

7. Clarify Expectations – Make sure everyone fully understands, including yourself. Almost all conflicts are a result of violated expectations. Even though most of my business is done with a simple handshake, it is still imperative that the expectations of effort, responsibilities and results are clarified in writing.

8. Be a Student of your Business – Constantly Improve by exposing yourself to new ideas, techniques and people. This allows you to be innovative.

9. Be Honest about Reality. Being self-aware is one of the foundations of ever achieving greatness. You have to know what motivates and de-motivates you. What your strengths and weaknesses are. You must maintain an unwavering faith in your vision or desired end result and that, in the end, you will prevail but at the same time you have to confront and be honest about the facts of current reality.

10. Be Proactive – Take responsibility and hold yourself and others accountable. Learn to “Think Win-Win or No Deal.” Never blame someone else.

11. Listen with the Intent to Understand Rather than Simply to Respond. Ask Smart Questions and listen.

12. Keep your Promises. One of the best ways to accomplish this is under-promise, over-deliver.

13. Extend Trust -Give trust and expect it in return.

14. Actively Seek Complaints – Be open to feedback; That means proactively seek out complaints as an opportunity to build trust.

15. Have an Attitude of Gratitude.

Every TOP salesperson and develops their own style and techniques but they all adhere to the same Principles

Please follow and like us: