This is a rebroadcast of Episode 242.
This week Bob Burg, author of It’s Not About You: A Little Story About What Matters Most in Business, joins Dr. Misner in honor of International Networking Week.
Bob reminds us that people only do business with those they know, like, and trust. While they might do business with you for a while if they don’t like you, as soon as they find a competitor they like better, they’ll switch.
Trust puts you ahead nine steps in a ten-step process. People need to trust both your character and your competence. Competence is in greater supply than character, so your character has great economic value.
It’s also important to understand the difference between price and value. Value is what brings worth to a product or service—the reason people are glad to exchange their money for it. We need to give our clients more in value than they pay in money.
So if it’s not about you, who is it about? It’s about those whose lives you choose to benefit.
You can download the introductory chapter to this book and 3 others at www.burg.com.
Brought to you by Networking Now.