March 22, 2016
Be a Go-Giver not a Go-Getter
Make no mistake, we get back from life only what we put in. To reap any rewards from The Universe we must first provide goods or services of equal or greater value to that which we wish to receive. So be a “go-giver”, not a “go-getter”.
This does not mean we will always struggle to get ahead and “make a profit”, but it does mean the person to whom we supply these goods or services must feel they too are gaining from the transaction and relationship. Otherwise there is disparity and one party will feel they have “lost out” on the deal, and this is never good business practice in the long run.
What’s the hourly rate?
When people talk of being paid “by the hour”, this leaves room for misunderstanding. Nobody gets paid for the hour itself, but for the value they bring to that hour. If you think you can simply sit on your sofa and manifest riches then you are setting yourself up for disappointment.
I suggest you must first be a “go-giver” before you can enjoy the rewards of a “go-getter”. I don’t even like the term “go-getter” much, as it conjures up images of a competitive, something-for-nothing individual, whereas being rewarded for what one “gives”, or provides, seems to me to be much more of a creative expression instead.
If the person with whom you are dealing feels like they are coming away better off from the transaction then not only will you get return business from that individual but you will also get referral business as this person will happily recommend you to others. I’m not suggesting you “cut your own throat” to secure the deal and run at a loss, but you can find ways to ensure that both of you are happy to do business with each other again in the future.
Having competition is good, but beware of being competitive
Rewards gained through being competitive can be transient and difficult to hold on to for very long, but rewards gained through being creative are easier to secure, they are repeatable, and better still they are capable of being scaled up.
Finding creative ways of providing extra value are what will put you ahead of your competition. Look at what your competition is doing and create ways of making your goods or services better value than theirs.
Rather than looking at “cutting corners” to make savings, instead I recommend you see where you can add value at your end to make the deal a more attractive proposition to your prospective customers and clients. For just a little effort on your part you can put yourself disproportionately ahead of others in your field.
Give me examples…
Let’s say you sell stereo systems. Chances are you know more about stereo systems than many of your clients, so offer to deliver and install every system you sell and while you are at the customer’s home point out to them all the features this system has to be best utilised in the room in which they want it installed.
Take a roll of cable-tidy with you so as not to leave an unsightly mess of wire-spaghetti behind their new system. You’re in the trade; you can buy a roll of it in bulk and it will only cost you pennies per customer, but the goodwill is priceless and they will tell everyone about how thoughtful and helpful you are. You have gone from merely selling goods to providing a service as well. This goodwill pays dividends in referrals in the long run.
If you sell fruit and vegetables from a stall in the market, recommend produce that is in season right now and some appetising recipes for those items. Maybe the customer knows exactly what they want when they come to your stall, but by taking the time to draw their attention to some other products you are excited about you will raise your chances of securing more sales through your enthusiasm and knowledge.
All you have brought to the table here is your knowledge but you are providing extra value at no extra cost to yourself. My own greengrocer is meticulous in how he displays his fruit and vegetables, even taking the time to polish and arrange fruit in such a way that my eye is drawn to his stall even though he is four stalls in from the entrance to the market.
I, and I assume others as well, walk past three other fruit and vegetable sellers to get to his stall even though I suspect he buys his stock from the same suppliers. While others are looking at their mobile phones, he’s busy shining apples. He’s gone the extra mile at no financial cost to himself and it has paid dividends in the long run.
What can I do?
See what creative ways you can come up with to bring added value to the products and services you provide. This also applies around the home, your neighbourhood, the workplace, and your social circle.
What can you do at no great cost to yourself that will bring added value to your relationships as a partner, a parent, a friend, an employee, and a colleague?