If you’re concentrating on the selling, then you don’t have a “give” mentality for growing your business.
If you’re focusing on building relationships and getting to know people and provide true, honest value to them, whether it’s a part of your business or not, then you probably do have the “give” mentality for growing your business.
But…But…When Do You Sell?
One of the questions I’m asked time and time again when I talk about the “give” mentality to growing your business is, “Okay, great, so I build relationships. But when do I get to sell?” The bottom line is that, if you’re doing your job and getting to know people, you shouldn’t have to sell much. That doesn’t mean you won’t make money, it simply means you shouldn’t have to be doing much selling (meaning, convincing), simply because the people you’re building relationships with will let you know when they’re interested in buying. This type of exchange is not only easier, but yields customers and clients who are more loyal and happier about hiring you or buying your products.
Don’t get me wrong—you do still have to pitch and explain your services in the most appealing way possible that lets your prospective clients and customers know what value you bring to the table. The difference is that you wait until they ask you to tell them about what you do, versus pouncing on any possible opening, which makes your opportunity to sell a much more organic experience.
How to Stay in the Give Mentality
It’s not always easy to stay in the give mentality when you’re growing your business, especially if you’re struggling or really need the business, but most importantly, it’s hard to stay in “give” when so many people out there are stuck in “get.” Here are a few ways you can stay in the “give” mentality to grow your business.
Be Aggressive…In the Right Ways
Being successful doesn’t necessarily mean that you are aggressive about pushing your business on people in conversations. Some of the most successful people I know are aggressive about pursuing their work, sure, but not about pressuring people to hire them or buy their products. So be aggressive when it comes to delivering an exceptional product or service with unquestionable excellence and be aggressive about serving your clients and customers impeccably. The result will be referrals and recommendations to people who want what you have to offer.
Educate by Example
Even when others are bombarding you with sales pitches and pressure tactics, you can provide an excellent example of how to be successful without those strategies, and in the process, teach others an alternative path to success.
Choose Your Network With Care
Being aware of who you surround yourself with. If you’re connected to someone who just doesn’t get it, and who continuously lives in “get” mode, eventually you’ll naturally gravitate away from that person. Over the years I’ve experienced a few people who seemed very “get” oriented. Gradually, I became uncomfortable with the relationships, simply because the conversation always seemed to be about what they could get, rather than what they could give. And when I think about my business, I think about who and how I can help, rather than how I can get business. It’s a fine line, but a line that makes a world of difference in a relationship.
Deal With Your Money Junk
If you have brain junk around money, it’s affecting the way you conduct business—plain and simple. Money brain junk makes you live in fear and anxiety about making ends meet—no matter how successful you are. And if you don’t deal with that junk you’ll be stuck in your fear and ultimately, a “get” mentality, as in “how do I get my bills paid?” And that will keep you stuck in the wrong mentality to help you in successfully growing your business.
I recommend these books to begin to fully appreciate and understand the “give” mentality, primarily because when I read these books (all by Bob Burg and John David Mann), I thought, “Yes.” They’re quick and easy to read, and definitely worth every page:
Do you have experiences with the “give” vs. “get” mentality in growing your business? Share in the comments below!
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