Managing clients:
The purpose of business is to increase profit. Profit most people think can only be done with reducing costs, or increasing prices. That shows a lack of imagination. There are other ways to do this. Rory teaches a few. In his honor.
The purpose of business is to increase profit. Profit most people think can only be done with reducing costs, or increasing prices. That shows a lack of imagination. There are other ways to do this. Rory teaches a few. In his honor.
When you are engaged with clients you are in the process of accumulating capital. Most people assume capital is money. That is not all there is. Trust is the bigger capital to earn. When you treat people well, they trust you. How do we do this?
Find something your client really wants and thinks is a big deal but to you it's simple. Do it, and give it to them for free. This transaction is a minor side-channel transaction. Given your relationship with them, they'll assume they'll have to pay for it.
But you give it away and you get to be present when they experience a delightful moment of pure joy. This creates is step one. Step two is where you unleash the magic. What's the magic? Most people don't know this but laughter is the key. Make them laugh right then and there.
Laughter is like your iPhone or Android syncing with the cloud. When you are exchanging ideas with people, remember their brains are busy processing the logic. Logic processing is tiring. As they are doing this, give them a breather.
Laughter is the whole body talking. Chemical reactions are involved. Their logic center is excused while their soul connects with yours. That's why people want to be 'in' on the joke. They are asking to sync with the cloud (what everyone knows).
If you put in the time, making people laugh, delivering value and doing it repeatedly you get to acquire the jewels on top of the gold payments. What are these jewels? Trust. Trust gets you referrals. Trust gets you new revenue streams.
A client who hired you for X, eventually with trust will offer you the chance to do Y. That's a free business increase. No marketing, no advertising. Just trust embedded into your network of clients and the people you serve. Not to mention that they will give you other clients.
Laugh all the way to the bank. Be in the business of creating joy for others. Joy cannot be created if it's a one way transaction. Everyone must benefit. Be good, synchronize the room with laughter. If you don't believe me, explain what a comedian on stage is doing...
