HOW TO PROVIDE VALUE TO YOUR CUSTOMERS AND CONTACTS

Tips on how to provide value to your customers and contacts with Bob Burg

The answer was they're always giving. They're giving value to others. Their focus is always on how they can bring value or give value to others. 

All things being equal people will do business with and refer business to those people they know, like, and trust

Giving simply means, again, providing value to others in a way that others find it to be a value.

Trust is both in terms of Stephen M. R. Covey, who wrote the great book, The Speed Of Trust would say, trust both in terms of competence and character.

He had a binder with 66, not questions, but bits of information about people. It was about the spouse's name, the kids' names, where this prospect went to school, or of what college were they an alumnus of, what were their hobbies. 

I think that with both the podcast and Facebook Lives, I think what maybe I bring to the table is wisdom from other people because I bring people who not everybody has necessarily heard of. 

He did a total shift and looked at how he could bring more value, which didn't mean spending more money. That's not what you need to do, but how he could really focus on that person and bring as much value to the table as he could above and beyond.

I would define networking simply as the cultivating of mutually beneficial give and take or really give and receive win-win relationships. The focus is on giving.

Instead, what I suggest people do is focus on this person. Invest 99.9% of the conversation with that person asking them questions about themselves and their business.

How can I know if someone I'm speaking with that would be a good prospect for you?

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HOW TO PROVIDE VALUE TO YOUR CUSTOMERS AND CONTACTS

[just click to tweet]

HOW TO PROVIDE VALUE TO YOUR CUSTOMERS AND CONTACTS

They're always giving. They're giving value to others. Their focus is always on how they can bring value or give value to others.

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Interview Highlights with Bob Burg...

Years and years ago, back in the, I think the early 90s is when I came out with my first book, which was called Endless Referrals, and the subtitle was Network Your Everyday Contacts Into Sales. It was about business networking back in the day before everyone was writing about business networking. Back then there were just a few of us. The idea was really to teach salespeople and entrepreneurs who knew they had a great product or service. They were proud of what they did. They understood the value it brought to others, but they just were not comfortable or knowledgeable about the process of going out and creating relationships that would lead to direct business with people and with referral business.

I began to think, and this was back in the early 2000s I began to think, wouldn't it be great if we could take the basic premise of Endless Referrals, which was that all things being equal people will do business with and refer business to those people they know like, and trust, which had been the major theme I'd been teaching for years and years. So the first thing I did really in thinking of the title was what's the essence of those people who are able to create those know, like and trust relationships quickly, effectively and sustainably.

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HOW TO PROVIDE VALUE TO YOUR CUSTOMERS AND CONTACTS

[just click to tweet]

HOW TO PROVIDE VALUE TO YOUR CUSTOMERS AND CONTACTS

They're always giving. They're giving value to others. Their focus is always on how they can bring value or give value to others.

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