Author: Staff

  • Maintaining Relationships: High-Touch, Not High-Tech by Ross Reck

    Computer WomanWhile electronic communication makes it possible for us to exchange information rapidly, it falls short when it comes to the caring and feeding of personal relationships. Relationships occur between two people and people need periodic personal touches from the other person if the relationship to remain vibrant. So get out from behind your computer screen and visit some of these people in person just to say hi and ask how they’re doing. If you can’t visit them in person, at least phone them. Spend fifteen minutes a day doing this and watch how your personal productivity takes off. Today’s Example of the Week will illustrate this point. – Ross Reck[1]

    References:

    1. RossReck.com

  • Don’t Close Sales, Open Relationships

    I had a financial planner call on me several years ago.  His first comment as he walked into my office was, “I’m not here to sell you anything.”

    I remember thinking to myself at the time, “What a refreshing approach.”

    The gentleman went on to say that what he really wanted to do was to get a feel for some of my personal financial goals.  Then at our next meeting, he would present me with some options regarding things I could do to make sure I achieved those financial goals.

    When this person returned for our second meeting, we spent a great deal of time getting to know each other better.  As it turned out, we had some mutual friends and some common interests.  I was starting to really like this person.  He then showed me the results of his analysis of my financial goals, which among other things revealed a gaping hole in my financial provisions for my family if I were to die suddenly.  He pointed out that the situation could be remedied, at least temporarily, with a $100,000 term insurance policy.  He then went on to tell me about a number of other products that were of interest to me.

    Well, I felt so good about this person and what he was telling me that I suggested we meet again the following week when my partner was coming to town, because I knew my partner would be every bit as interested as me. Notice here who is asking for the appointment—not the salesperson, but an excited prospective buyer.  This man wasn’t trying to sell me; he was simply letting me buy.

                At this point, I was happily saying to myself, “I have finally met a salesperson I can trust; a salesperson who really has my best interests at heart.”  Then, as this person was packing up his briefcase, he said to me, “By the way, I’ve already got the paperwork filled out for this $100,000 term insurance policy.  Why don’t you just sign it, and we’ll get the ball rolling.”

    When I heard that statement I was stunned.  This person had spent the better part of two rather lengthy meetings doing a very good job of convincing me that I could trust him and with one sentence, he told me he was more interested in my money than he was in me.  The bottom line was, I no longer felt I could trust him.  After he left, I called his office and canceled our next appointment and I never saw this person again.  Had he stayed focused on our relationship and not tried to close me before I was ready, both my partner and I would have spent a fair amount of money with him.

  • Capitalize On Your Moments Of Truth by Ross Reck

    LuggageStanding Ovation

    A moment of truth is an opportunity to come through when the people around you don’t expect you to. I was on a Hertz Rental Car bus in Chicago one time when a pregnant woman traveling with three kids and six suitcases was about to get off. Instead of merely unloading her suitcases onto the street, the driver carried them several hundred feet and loaded them onto a Smarte Carte, which he paid for with his own money. Everyone on the bus was so impressed that when the driver returned, they gave him a rousing standing ovation. During the remainder of the ride, that’s all everyone talked about. So, the next time you’re presented with a moment of truth, make the most of it. You’ll earn the respect of those around you and the next time you ask one of these people for a favor, you can bet their answer will be an enthusiastic yes. – Ross Reck

    References:

    1. RossReck.com

  • Customers Prefer Special Treatment Over Low Price

    A story about a hardware store

    Some relatives of mine, Dick and Lucille, own and manage a hardware store in a small town in Michigan.  The hardware store they own is part of a chain of hardware stores that specializes in serving small communities.  When Dick and Lucille moved to this community twenty years ago, they became part of it.  They lived there, their kids went to school there, and they went to church there.  When they opened their store, as people came in, they welcomed them warmly, eventually got to know them, and each time they came back, treated them as friends.  Dick and Lucille never tried to sell them anything.  As a result of this honest, sincere, and friendly treatment, these customers came back time and again, and Dick and Lucille’s business blossomed.

    About eight years ago, a competing hardware store chain built a new and much larger hardware store about a half-mile south of town by the freeway.   Needless to say, Dick and Lucille were very concerned that they would lose many of their customers to this new and much larger store.

    As it turned out, many of their regular customers did go to that new store—but all they did was look.  Yes, the store was larger and much more modern than Dick and Lucille’s store and the prices on some items were a little lower.  But there was no warm and friendly greeting as these customers walked into this new store.  There was no old friend to chew the fat with while he was custom-cutting a piece of plastic pipe for you.  And there was no resident expert whom you could ask what the fish were biting on that week.  In other words, this new store may have had any piece of hardware or appliance you could possibly want, but it didn’t have Dick and Lucille.

    None of Dick and Lucille’s regular customers switched their allegiance to this new store and several years later it closed.  On the other hand, Dick and Lucille’s business is better than ever.  What killed this new store is that the people who ran it assumed that people went to a hardware store to buy hardware, and that they would go where they could get the best possible deal, even if it were a matter of only a few cents in price.  At Dick and Lucille’s store, however, customers came in to visit with Dick and Lucille; and while they were there, they picked up any hardware items they happened to need.  What this proves is that if you make your customers to feel special, you literally lock out the competition!

    References:

    1. RossReck.com

  • Negative Comments Hurt Everyone

    Negative commentsNothing good ever comes out of negative comments.  They make you, the sender, look bad to the people observing your behavior.  They also make the receiver feel bad.  If you regularly dish out negative comments, don’t expect any of these people to give you their best efforts the next time you ask them for a favor. [1]

    References:

    1. RossReck.com