Agriculture | Marketing | Innovation

Category: Thinking (Page 2 of 3)

Stop knee-jerking after targets

What is your purpose as a business?knee-jerking after targets like you are a professional stank-leg dancer

To make money? No, that is an outcome. An important one for sure. You won’t be in business long without profit.

But that is not why your business exists.

You started your business to solve a problem, to fill a need. In solving that problem, you made money.

At some point, the money got better, you focused more on the money then solving the problem. Caring more about hitting the next financial target than helping your customers.

Now you knee-jerk after targets like a professional “Stanky-leg” dancer, chasing after the money. Which is always elusive since you are trying to solve a problem that you can’t remember.

This money chasing, knee-jerking mentality is borne from a fear of loss. This fear is keeping you from a relationship with your customer. It’s only through a trusting relationship with the customer that they believe you can solve their problem and happily give you their money.

Without this trust, your business success (or lack of) is based on a purely transactional basis. The customer isn’t sure if you are the right solution, you just happen to show up at the right time. Have a price that isn’t too risky if your solution doesn’t work. The problem is, someone will always be faster or cheaper, or both. So you scurry around trying to be “Mister Right Now” while doing the financial “Stanky-Leg” to close the deal and hit your numbers.

Why is this easier than building trust and working to compel customers to work with you?

To get back on track, remember what your purpose was and work with that in mind. Work to develop a relationship of trust with your customer. Be very clear with your customers about why you are in business and what problems you help with.

If it is a big enough problem to solve and you are clear enough on how to solve it, the money will flow.

The post What is your purpose as a buisness? first appeared on CraigMDick.com

Trust is Reciprocal

I have talked about the importance for developing trust. From Jeff Beals’ 5 steps  to Margie Warrell’s 3 core domains of Trust .

Trust

In one of those article I mentioned that trust is reciprocal. What I mean by that is, you have to trust others first for them to trust you.

Or another way of looking at it is, if you don’t trust me, I won’t trust you.

We have all met at least one person that says “I never trust anyone”. Maybe they are risk averse or maybe they have been really burned trusting the wrong person. People are selfish, they don’t care about your reasons, what they think is, “this person really just wants the best deal for themselves and wouldn’t think twice about taking advantage of me”.

So If you don’t trust me, I defiantly wont trust you. Since there is no trust, everything we both say will be misinterpreted. Once that starts, then everything we both say is guarded to reduce what is used against us. Every word is hedged to make sure we don’t get caught. We can’t be open.  With lots of unclear communication, we don’t really know what each other wants. And that’s what we each end up with, something we don’t really want.

By trusting someone from the start, you are saying, I approve of you, I like you. People love approval, to know they are ok, to know they are understood, to be liked. When people know you like them, they like you in return. This reciprocal approval is the foundation for all successful relationships. You cannot build trust without a relationship. You cannot do good deals without trust.

Robert Chen shares the benefits of trust:

  • More influential
  • Clients share more valuable information
  • You avoid big problems, people will share problems earlier
  • You are more effective at solving problems with good information
  • More effective in negotiations.

I have found these to be spot on. In that article, Robert also gives 101 practical ways to build trust these which I highly recommend. I see some on the list I need to work on.

But Craig, it’s risky to trust others. I might get burned!

Yes you might.  And if the first impression you give someone is, “I don’t trust people”, then they won’t trust you and you have just increased the likelihood that you will get burned.

Trust is so hard to establish, why wouldn’t you start there? Why hold people at arm’s length? Why make things harder on yourself? Why make it harder to do business, to reach your goals?

Trust is essential for social and economic transactions. You need people to trust you if you want to sell your products or service. Building that trust starts by first trusting others. You can’t harvest without first planting. Sow trust with every interaction.

 

The post Trust is Reciprocal first appeared on CraigMDick.com

Emerge  –  Expand  –  Evolve

This is the rhythm of agriculture, the cycle of innovation, the journey of a great brand.

 

EmergeEmerge

Like plants, ideas emerge

Every great product starts as idea, a seed

Like a seed, much unseen work is done for ideas to reach the light of day

 

ExpandExpand

You must expand to survive

New ideas, like freshly emerged plants are fragile

You must grow

 

EvolveEvolve

Through growth you evolve your thinking

New thinking leads to innovation

New ideas emerge

 

The cycle starts again.

 

The post Emerge  –  Expand  –  Evolve first appeared on CraigMDick.com

Perfection is For Losers

Yes, if you are a perfectionist you are a loser!Perfection is For Losers

You are the very thing you are trying to avoid: loss.

Perfectionism is rooted in fear. Fear of not being good enough. Fear of appearing incompetent. Fear that everything will be lost.

In the back of their minds, perfectionists believe that the only way to make sure they don’t lose it all is to control everything: to make sure it’s perfect.

Thus, perfection is only an illusion. It’s a facade that perfectionists set up to keep people at arms lengths so others can’t find out that they really are. Insecure, self-loathing and afraid of loss.

When we do discover what perfectionists really are, trust is shattered, and they can no longer be a part of our evolution. At that point, all is lost.

Nature evolves and so must we. Thus, what seems perfect today, but does not evolve is a dead shitty mess tomorrow.

Be like nature, be yourself, good enough for today and evolve as needed.

 

The post Perfection is For Losers first appeared on CraigMDick.com

More thoughts on Trust

Last week I had the honor of speaking to Titan Pro’s dealer network on soil health. One of my fellow speakers was Jeff Beals.  WheTrustn Jeff is not speaking or consulting, he serves as executive vice president at NAI NP Dodge Commercial Real Estate Company and is co-host/producer of an award-winning business talk-show on 1110 KFAB Radio.

When I lived in the Omaha area I enjoyed listening to his radio program on the weekends, so it was a real highlight of the conference to share a stage with Jeff and then listen to his talk.

The topic Jeff spoke was How to Sell in Brutally Competitive Environments. The key to sales in a brutal environment, trust. You must develop trust to be effective.

Jeff’s 5 steps to develop trust are:

  1. Clear communication
  2. Pass a moment of truth (when you have the opportunity to be truthful, you had better be)
  3. Consistent performance
  4. Behave as a fiduciary
  5. Be responsive

These all are in alignment with Margie Warrell’s 3 core domains of Trust, which you know I am a fan of.

I couple of other tips I really liked from Jeff’s talk were:

Customer before commission

This aligns with my definition of trust, I have faith that you will do what is in my best interest. Once you truly server your customer, you will be in demand and you won’t need to worry about commissions. Worry about yourself first, then you will always be worried about your commissions.

Jeff’s deadly sin of sales – is to assume

I think many people in sales and marketing think they know what the customer wants and are fearful to ask too many questions out of fear. Fear they will look dumb. If you want to build trust, and ultimately a sale, you must know what the customer wants. The only way to do that is Jeff’s rule #1 (see above).

Over the past couple weeks though I have realized one thing is missing from Maggie, Jeff and my keys to building trust.

Trust is reciprocal. What I mean by that is, you have to trust to be trusted.  More on that in a future post.

Make sure you check out Jeff’s work, and if your group is looking for a speaker, I would recommend him for any event you are planning.

 

The post  More Thoughts on Trust first appeared on CraigMDick.com

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