This post is a response to a question that came in from Mike in Fredericksburg, VA, after listening to the telephone seminar, “Becoming Wealthy During Turbulent Economic Times”.
On Tuesday November 25th, 621 small business owners, sales professionals and entrepreneurs tuned in to an 84 minute, information packed, no B.S. telephone seminar on both how to think AND behave in order to maximize their ability to thrive in any economy.
How can I use your method of “farming” to breakthrough my current plateau of sales in my accounting firm?
“I really got a ton out of your perspective on hunting vs. farming as a way of attracting new prospects and customers. I’m really stuck though because I always have believed in the concept of giving value first, asking for business second, yet my annual sales revenue has hit a plateau and I can’t seem to break through to the next level. My question is, how can I use this “universal” or “spiritual” principle to really break through with my sales, not just to feel good about what I’m doing?”
Mike B. CPA, Fredericksburg, VA
ANSWER: Jon Berghoff
Mike, you are right on in searching for a way to use this spiritual principle to grow your business.
Most important is understanding that it takes creativity, proactive effort, and old fashioned hard work to provide value for others. It can’t simply be a feeling or an attitude. The feeling, or attitude is required, but only effective when backed up with action. You might remember on the call that I mentioned the importance of behaviors, not just thinking, to elevate results.
I would ask you this question:
What are some ways that you could be adding value that are easy to do, that you have allowed becoming easy not to do?
This is a good starting place. If this triggers anything, than put it to work. You might take the three areas from the call: problem solving, gift giving, and distributing information, and ask yourself; what are the fastest, easiest ways you could apply these lessons. I use the words “fast” and “easy” because most people over complicate the process of farming (giving value first, asking for business second).
It might be as little as making sure your assistant answers every phone call in a positive and uplifting way, vs. an unmonitored non-emotion-inducing approach.
It could be the difference between sending out a packet of complimentary, valuable information to your prospects before you meet them for a sales presentation, so they are conditioned early on to see you as an authority or expert.
Maybe it means hosting a telephone conference call for everybody in your sphere of influence, teaching them 4-7 ways to save money during tax season.
Jon Berghoff
Jon Berghoff is the founder of Global Empowerment Connection. GEC has a history of creating sales, leadership, and entrepreneurial success through ‘harmonic influence’ over ourselves, others and the world. Subscribe to Insights on Influence, our free e-zine at www.geconnection.com.
