Shortsighted Panic

One thing is for certain - we will all have crises in our lives. Unless we cocoon ourselves into an existence of pure safety, the challenges of life and business will touch us. Often times we forget that we are paid as professionals to solve the problems that confront us. The problems are what feed our existence and help us grow.

It is funny when the problems we face become bigger than they need to be in our minds. Instead of keeping the long view of our business - growing revenue, developing relationships, creating a brand, delivering a perfect experience - we can become overwhelmed by our predicament. We can become shortsighted. In so doing, our creativity can be paralyzed. All we have as business professionals is our ability to solve problems. Yes, we need to focus on the shortsighted things that confront us, but keep the long view in mind. You will get through your crisis. Your problem usually can be solved. That long view will keep your creativity and enthusiasm strong and your problems will just be obstacles to get through.

Relationship or Transaction?

I often hear my clients and salespeople say, “I am in the relationship business.” I wonder whether that has the same meaning between any two people. Are they saying that they get referrals as the highest form of leads? Are they talking about their skill to connect with people? Aren’t we all in the relationship business? After all, it is people that make business happen generally. People buy from people they like and trust.

Is your business truly built on relationships? How much is that relationship worth? At what cost might you sacrifice the relationship? For example, perhaps you have a referral source who has truly added value to you. When they refer you business, do you cross-sell that person back? What if you are partnering with that person in the deal? Have you thrown them under the bus to get the deal? Would you forgo the deal if it means your partner wins?

How about another scenario. Are you a salesperson who is led by the almighty carrot? Are you up and down emotionally based on your next deal? Are you so fixated on your pipeline that your emotions affect the people closest to you like your family, co-workers, partners or past customers? Are your relationships only as good as your pipeline?

Think about an alternative way to approach selling. Build it on adding value. When times are dry, invest more deeply into your partners and co-workers. Create stronger bonds. That old saying from Zig Ziglar always rings true, “If you help enough people get what they want in life, you will have everything you want.” Do you believe this? If your business is built on transactions, it will be hard to grasp. If it is truly built on relationships, the world will open up to you. You will be able to view transactions in their rightful place - consequential to your excellent relationships.