Get What You Want

Steve Beecham

Steve Beecham

Author of “Bass-­‐Ackward Business” -“The Power of Helping without Hustling”.

Several times a day you ask people to go along with you. You're asking them to trust you, believe in you or like your idea.

Here are some examples of typical situations that require trust or buy-in from customers:

  • Financial Advisor - Recommends moving money from one area to another
  • Insurance Agent - Suggests adding a new type of coverage
  • Real Estate Agent - Wants to change the way the house is staged
  • Attorney - Presents a recommended course of action
  • Banking/Mortgage Lender - Offers their best program and rate

How effective are you at getting your customers to go along with you?

If you could use a little help in that area, here's an important first step. Start the conversation KNOWING they will believe you and trust you enough to take your recommendation. First you have to believe that is true and then tell yourself they know it’s true too.

According to Bob Burg, author of The Art of Persuasion, "When you predetermine someone's actions in your own mind, you then take on the corresponding attitude. In other words, if you expect them to be kind and helpful, you project gratitude. People act toward you the way you EXPECT them to."

Make it a habit to set your expectations before going in - wherever it is you're going.

I know you're going to trust me on this one.

Value
Do you create value for your customers? If you don't then it is a race to the bottom, and more often than not, the cheaper guy wins. Not me! I want to have fun and create value for using ME. If my prices aren’t the lowest, let me tell you why. Let me explain why it is best for you to do business with me! How? Go pro in my sport– I want to be a...
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Are You Meeting Enough People?
Who is somebody you can meet this week that you don't know? You can not grow your business if new people don't know about you! But you can't call on them if you don't know who it is you want to meet. I developed a strategy I call my TOP 100. This is a list of people I would like to meet in the next 12 months. Some of these are potential custome...
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Ali Succeeded!
Cassius Clay, better known as Muhammad Ali, got into boxing before he was a teenager. Once his professional career began, Ali would travel to different states for boxing matches. One time, in Las Vegas, he has the pleasure of meeting Gorgeous George. "George Raymond Wagner (March 24, 1915 - December 26, 1963) was an American professional wrestle...
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Open 24/7 Like Waffle House!
Y’all know I believe in how you talk to yourself. How you sell yourself to others can be a direct reflection of how you’re selling yourself to yourself. One of my main mantras I say to myself is: “I'm open 24/7 like the Waffle House.” If any potential or current customer asks me for an appointment or time to get together, I then tell them I’m op...
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Follow Your Star
This week I was reading the www.MondayMorningMemo.com by Roy Williams (the great marketing genius) and he was talking about the STAR. Following Your STAR is about believing! YOU NEED A NORTH STAR THAT IS PULLING YOU IN IT'S DIRECTION. This becomes the journey we are on. I believe I'm supposed to "help others get from where they are now to whe...
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Your Craft
My friend Ben Ortlip says Culture is about craft, community, and cause. Today, let's focus on craft… In order to love or enjoy your job, you have to see a way to get better at your craft. There needs to be something you can get better at. A lot of people are in jobs where they just go through the motions or don't see why they should get better a...
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Poverty to Prosperity
We all have Poverty in our DNA. Somewhere down the line, someone was poor, yet broke through the clutter to move their family forward. Sometimes, maybe generations later, some of us sink back into a poverty mindset and lifestyle. Have you recently sunk back into a poverty mindset? You can get out of a low income/low esteem situation by doing s...
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Who Are Your Top 100?
Who are the Top 100 people in your COMMUNITY that you should meet that could change your LIFE? They don't have to be people that you can make money off of! Just getting out there and meeting others and letting them know you are open for business is the start of getting more referrals and contacts. Remember that you are meeting them because you a...
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Are You Good At What You Do?
When I coach people I ask them about their uniqueness. Everybody says I'm good at what I do. I take care of my customers, I care and want to make sure the other guys don't give them a bad product or take them to the cleaners. AND GUESS WHAT? Everyone of us feels that way but that is not what uniqueness is about. Most of them are as good as you. ...
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Go Out On A Limb
Go out on a limb in your business. Don't be the tree. Everybody else is the tree. Be different. Do something the others don't. Research the needs of your customer – their wants and desires and “water” their tree. Then give it to them better than anyone else. Go out on that limb!
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