Monthly Archives: December 2012
Little things make big things happen. ~John Wooden
Ed Wallace, author of Business Relationships That Last, shares ny passionate belief that creating business relationships that last is the secret to success. Ed Wallace explains that even in the midst of technological advances, the one remarkable simple constant: business is still driven by people and relationships.
One story in Ed’s book, he writes about how the little extras can turn customers into friends. He talks about mastering the art of taking so-called simple business from a merely transactional level to the level of high-value personal relationships, to creating a memorable experience between human beings.
Ed writes that too many of us lose sight of the fact that we are dealing and selling to real people. A real person is on the other end of a call or an email. We may miss an opportunity to enrich business endeavors and life with the growth and learning that comes from true interaction with others. I totally agree, do you?
Ed Wallace’s The Principle of Worthy Intent is the inherent promise you make to keep the other person’s best interests at the core of your business relationship. At BNI, we call Ed’s principle, a Giver’s Gain philosophy.
Ed Wallace’s Relational Capital which he defines as “the distinctive value created by people in a business relationship” or simply put “the little extras.” Keeping the client’s best interest as your focus is the gold rule for client-facing professionals. This realization stood the test of time as Ed advanced through his career from inside sales rep to an executive and now a business owner. The little extras transform transactional activities into the relational attributes.
I highly recommend reading Ed Wallace’s book, Business Relationships That Last to help understand the most undervalued, least understood, most ignored, yet most important asset in your company.
If you do, however, recognize the value of Relational Capital, think about signing up for a proven low cost system that will help you start building personal relationships immediately with your customers. SendOutCards.com is an online marketing tool that will give you an added edge above your competition.
SendOutCards.com/loryfabian has both IPHONE and ANDOID apps available that allow you to send a note of thanks before you leave the parking lot of one appointment to head out to your next meeting.
Imagine sending out a “Nice to Meet You” card before leaving a trade show and include a photo of yourself? Do you think the person you send a personalized note to will take your call? I do.
Check out my website at www.SendOutCards.com/biz/128092 and start building your own Relational Capitol today.
Peace and Hugs to Ed Wallace
The Magic of Christmas! Why Not? Why Not You and Your Family be The Shining Light this Year? by Lory Fabian
Don’t wait for others…Someone needs to be first…why don’t you be the first in your family to Shine the Light?? Our Country sorely needs you.
December is always an interesting month to me. Do you love December and the blessings that come with it as much as I do? I love to go back in time and remember the warm and fuzzy memories of growing up in December. I recall the entire month of December was always and continues to be my favorite month. People are nicer, happier and typically friendlier than usual in December. People give more and help more.
Even today, hearing certain songs often times trigger wonderful memories; the smell of certain foods cooking take me right back to that exact place in time that I loved to be with my Mother baking Christmas cookies. I remember the laughter, closeness & security I felt during our family gatherings during November and December every year.
December, for some reason, gives some of us permission to express our love & gratitude that doesn’t necessary feel quite right or comfortable for some of us any other time of the year. A lot of us get sentimental; we feel more of a sense of compassion during the months of November and December; something that we don’t normally feel. More volunteers show up this time of year helping churches & agencies that desperately need it. Friends, family & neighbors show more friendliness & compassion during the holidays. I call it the Magic of Christmas.
Do you still get a warm & fuzzy feeling recalling your favorite memories of past Christmases? Does a particular party or family get-to-gether come to mind? Remember how much fun it was to bake, shop, and find the perfect gift?
December, for some, can sadly bring out the complete opposite of feelings. Many of us totally dread the next several weeks. We wonder why so many people walk around like Zombies because they over commit themselves, why people go into debt buying gifts they can’t afford, & why too many of us over indulge in eating and drinking. We just don’t get it or understand it.
Each and every one of us tends to see life from our own perspective, our own life experiences. We are almost robotic at times. We live unconsciously, being too busy trying to stuff too much life in a short amount of time.
Do you ever wonder why we continue to do the same ‘routine,’ ‘re-create the same traditions?’ when in fact, a lot of us are “going through the motions, but really not truly feeling the Joy?” Stop it! Stop it now. Only you can fix it.
Do you know anyone that tries every year to re-create their favorite past times with their kids because of their own fond memories. But for one reason or another, their children don’t necessary like or enjoy the same traditions? We now have more blended families ever than before.
Why not start your own new family tradition today? I would love to see more families together trying to be the Shining Light in our world. Families working together will shine together and bring light to the dark cracks and crevices in our society. There are a lot of lonely people haven’t seen happiness or light for years. Get your mind off of yourself and on to others! Ask how you can Serve? Those words will almost guarantee that your troubles will melt away.
If you want to be a Shining Light this year, be One of the First Families to start the new year with Giving instead of Receiving, Be A Family that gives Hope to people who have no Hope? Send at least one card a day for the next 30 days. Check out my website at www.sendoutcards.com/loryfabian and have each of your family members chose a person to send a card to today. Talk about the selected Persons your family chose at dinner time. Who are they? What did they do? How did that person make a difference in your life? Was it a teacher? A Police Officer? A friend? A former co-worker? What did that person do and why did that person mean so much to your family member? Go around the table and suggest ideas on what to say in the Gratitude card.
There isn’t a person on this planet that doesn’t need to feel love and appreciated or who wants to know that somebody cares.
Act on your Promptings today and send a card of Love and Gratitude. What will surprise you the most is the Magic comes back to you.
Merry Christmas! Happy Hanukah! Have a Safe and Healthy 2013!
Written by Lory Fabian @ LoryFabianMarketing
“Evolve NOW or DISOLVE.” Usher
Generally speaking, most people tend to talk more than they listen and they like to talk about themselves. If you’re listening and then you ask good follow-up questions based on the information you just heard, you are already more likely to stand out in the other person’s mind.
Focused Attention is important, as well as asking the “right” questions. Focusing on them, as opposed to yourself or your awesome product (as most salespeople do) makes you memorable in the most positive way. Again, GIVING IS IMPORTANT, for by providing valuable information they might not have had before is the biggest factor when creating a solid business contact.
In other words, if you leave a networking event with a clear plan of how you can help others and you did not discuss your products or services…you have done well!
But there is another important element that can separate you from all others…THE LOST ART OF FOLLOWING UP. Most people drop the ball here, but this is the most crucial step. How you respond sets the tone for who you are and how others remember you. Send each person an individual message, be it a phone call, email or note card.
Best methods for following up:
- Handwritten Notes – Ideal and certainly states your desire to invest the time in fostering a relationship. Should always be your first choice for your highest priority contacts. Utilize email and phone as viable secondary options.
- Voicemail – When you need to communicate your energy and attitude. Smile and be in a good mood, as your voice will reflect your state of mind.
- Email – Good for a quick note or when time is of the essence. Craft a clear and attention getting subject line to get thru the clutter. Email works well in conjunction with a voicemail or handwritten note to let someone know you will contact them.
What success stories can you attribute to your ability to follow up with contacts or clients?
Hugs and Peace to Kim Althage, St. Louis Professional Network Team
Need a system to stay in contact with your contacts and customers? Go to www.sendoutcards.com/loryfabian. You can create one card as a campaign and re-use THE SAME CARD over and over again for every new person you meet, to thank a customer or to show appreciation. Each card can be personalized or used as a standard company correspondence response card. Questions? Email me at firstname.lastname@example.org