Success Impulse: How your customers (and other people) will love you
Some have success, others have to fight for it. Another impulse for success from our columnist Volkmar Völzke.
You're probably familiar with this: some people, teams and entire companies succeed over and over again, while others (perhaps including yourself) have to fight over and over again for every victory. The important difference is that the first group has created systems for success, while the second group is always starting over.
Systematically attract
One example: One of the very important systems for success is the principle that people - including your customers - want to deal with you again and again. In other words: If you can get other people to come to you because they love it, you'll have to worry less both about customers staying away. This (like most of the key insights) sounds simple in principle, but very few people apply it consistently. So the big question is: How do we manage to systematically attract others and keep them coming (and buying) to us?
Three tips for practice
Among many different ideas to accomplish this, there are three key human drives that you can harness. If you "feed" these drives, everyone will want to be involved with them.
- Security. This is an absolute basic need. If you provide your customers with true certainty, they will be much more likely to buy from you. Attention: Any need for a decision creates uncertainty for the customer. The same with unclear communication. In too many sales conversations, the prospect becomes confused and uncertain rather than knowing exactly what to do. Make every interaction simple and clear. The customer will feel confident - and buy.
- Affiliation. We all want to belong to groups. If you can create a "community" among your customers that they enjoy dealing with, your repeat business will go through the roof. Apple with its fan base sends its regards.
- Meaning. Few things people thirst for more than to be perceived as important. If you credibly increase people's importance in the world, they will want to be with you (and buy from you) again and again. Porsche can tell you a thing or two about it.
So then, if you want to sell more, starting tomorrow you give your customers more security, more belonging and make them more significant. The same for more engagement in your team. Quite simple really, isn't it? But as success coach Jim Rohn said: "What's easy to do is easy to do, not to do."
To the author:
Volkmar Völzke is a success maximizer. Book author. Consultant. Coach. Speaker. www.volkmarvoelzke.ch
