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Giver’s Gain

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“Giving is better than receiving because giving starts the receiving process.” ~~Jim Rohn

Now that you have begun assembling a winning team, it is time to start working together as a unit.  Have you ever seen the duplex with knee-high grass?  Both owners are waiting for the other guy to get out the lawn mower and nothing gets done.

Starting new relationships that are planned to be mutually beneficial are a lot like that.  Somebody has to make the first move.  The best way to get things rolling is by giving.  For example, give your strategic alliance partner an introduction to some of your customers.

I hope you understand why this is important and won’t skip that in case you don’t.  Word-of-mouth recommendations are built on mutual trust. Trust is earned and the surest way you can earn it is by giving.  Introduce your carpet cleaner to a customer that has a nasty old stain in their lobby.  In the early stages of your relationship you might take the carpet expert onsite to assess the issue before the introduction.  This is good for everyone.  You are learning his business capabilities and do not want to overpromise.  The important thing is to start giving.  It will become easier and you will get better over time.

That leads to the second consideration.  How?  The carpet cleaner and the stain is a simple example.  Start expanding what you see at every opportunity.  Begin to look at the world through the eyes of your strategic alliance partner.  Begin to look at the world through the eyes of your customer.  Ask questions.  How long have you used such-and-such service?  How has that worked out?  What do you like best?  What would you change if you could?

Once you have a solution and can introduce the perfect person for the job you gain currency from your customer and the strategic alliance partner.  Eventually, you will become the “go to” guy for all kinds of needs and can line them up or seek them out.

Be proactive and teach your fellow teammates to do the same.

I have two simple actions you can take this week that are easy and fun.

First, get a card file that will hold multiple copies of all their business cards.  Some people turn them into brochures or collateral.  That will be fine in the future.  For now, let’s just stay simple and flexible.  Get a card file and load ten cards for every resource partner you have.

Second, let your world know that you have these resources available.  Put together a short introductory note and begin sending that out to everyone you know.  Use a variety of media (letter, postcard, email, Facebook, etc.)  Here’s an example:

Dear ____________:

Referrals to competent, credible professionals outside my area of expertise are one of the services I provide to all my customers.

Attached is a list of areas in which I know very ethical and professional experts.  If you are looking for an outstanding individual in any of these areas, please let me know and it will be my pleasure to put you in touch with the people I know who provide these services.

Sincerely,

____________________

It is important that you only list professions, not names and contacts.  You want your customer to go through you for the introductions.  This lets you qualify the situation more completely, emphasize your support role, and make your customer’s (and strategic alliance’s) success more likely.

It won’t be long before this simple exercise bears some fruit and this will engage the other members of your team more actively, as well.

© 2011 by Stephen Hand of Triangle BNI.
All rights reserved. No part of this document may be reproduced or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without prior written permission of Stephen Hand of Triangle BNI.

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Written by bniguy

January 30, 2011 at 2:04 am

One Response

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  1. This is awesome Steve, I love the way each blog seems to build on the next. Great value!

    mojiajele

    January 30, 2011 at 1:47 pm


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