I wanted to share something I have been doing that’s got my year off to an outstanding start and it’s a best practice from one of my role models.
At the beginning of every week I do my weekly planning and I have 30 habits that I go through to make sure I am prepared and on top of things. Today I’d like to highlight the most helpful new one.
This year one of the habits I have added is one I’ve read about for years from Jack Canfield. He swears by it and we all know we should do what successful people do if we want the same results as them.
As I look ahead to every meeting I have, I ask myself: ‘what can I ask for from this person today?’ Options include: ask for their business, a referral, a speaking opportunity, that they consider subscribing to the Loyalty Ezine, that they consider purchasing my new DVD or CD. The list can be endless.
Recently I met with someone who’s made more significant changes in her life than anyone I’ve ever met. For the exact same reason I am following Canfield’s advice, I wondered what had helped her make such profound change. In other words my ‘ask’ from her was broader: ‘What have you done in recent years that has helped you become so successful?’
She recommended the Landmark Forum class offered by Landmark Education which she said had helped her make some powerful breakthroughs. I decided I should do the same and will be in Chicago for 3 days later this week - so you will hear more if I am impressed! She also recommended a book by James Ray and I picked that up yesterday.
1. Asking consistently must become a habit if you are to expect great results.
Schedule the time to do it and come up with an answer to ‘what could I ask him/her for?’
It IS that simple.
2. It’s okay to start small.
If you want to ease into this, start by asking for people’s email addresses or mailing addresses for your newsletter or for birthday cards. You could ask the person to attend your networking group as a guest or for introductions to other centers of influence – and there’s a soft way to do that. If you want to meet their CPA, you ask: ‘Can you recommend a good accountant?’ People will tell you whether that person is good or not. They will not recommend them if they’re not impressed. If they say good things;
‘That would be a good person for me to know because if he and I work together, we can probably meet your needs better. Would you mind shooting him an email and just suggest that you think it would be a good idea if he and I got together some time? Thanks.’
While it’s okay to start small, don’t plan to stay there long if you’d like to stay in business! Do a better job with point 5.
3. Only ask if there’s water in the well
You must make emotional bank account deposits in order to have earned the right to ask.
Otherwise you will feel awkward and hurt the relationship.
4. Don’t ask the same person every time you see him/her.
That would get annoying.
5. Asking more often means you must GIVE more often
Read this again! What’s great about this habit is you have to think harder what YOU are bringing to the table. You can’t get water out of an empty well. You have to keep adding value to the relationship by asking yourself the question: How can I most add value to this person?
You are forced to do a better job and keep raising the bar or else you have no right to ask. This is such a great win-win for the relationship and it keeps you on your toes.
6. Be specific when you ask.
Don’t ask for more money. Ask for $5,000. Don’t ask for referrals to anyone they think might benefit, ask to meet Michelle Gonzalez, the VP at 1st National Bank. Don’t ask your Higher Power to be a cool stud because you may end up on a wheel in Detroit!
7. Expect to get what you ask for.
I admit this one takes some practice but I promise you it makes a big difference in what you say and the confidence with which you communicate.
8. Persistence pays.
According to research done by Herbert True at Notre Dame, 60% of all business is done after the salesperson has asked 5 times. Amazingly, 94% of salespeople have GIVEN UP by then so just 6% are getting 60% of the business!
I would love to hear some stories from you about successes you get from simply asking more. I cannot urge you more highly to truly turn this into a habit if it is not already. Most people wing it and that is not for you! May this bring you much joy in 2009!
Who else is an important person in your business world that would appreciate this? Please forward it on!