People do business with people they know, like, and trust.
If you look at the customers and Distributors you have sponsored, in most cases these people have decided to work with you because, even if for a moment, they believed they liked you and could trust you to have their best interest at heart.
So, how do you do this consciously, over and over again?
There are 2 tools that I have found very effective in creating lasting relationships.
The first is an Anthony Robbins tool called RAPPORT. When you have rapport with someone then you have empowered the relationship to the next level. To gain rapport you must KNOW your prospect. This is a journey. Short or as long as it might take. The best tool for this has been a survey by Ivan Misner called the G.A.I.N.S. Profile.
Follow these links for more information.
http://www.entrepreneur.com/article/56150
www.athensbni.com/…/BNI%20gains%20profile%20worksheet.doc
The G.A.I.N.S. Profile is an acronym that stands for:
G oals
A ccomplishments
I nterests
N etworks
S kills
I recently met a woman who owns an event planning company specializing in weddings. I had a great time getting to know what was important to her through using this profile.
I did not cross-examine her, but had a conversation where I made sure that I covered all of the G.A.I.N.S. Profile points. What is amazing about this process is that she felt heard, and valued. What I received was the learning from knowing her values and needs. We both left our meeting a little more fulfilled, in greater rapport and knowing that we had taken the first steps to building not just an acquaintance but a deeper relationship.
Anthony Robbins suggests building rapport; one must know the things that you learn through the G.A.I.N.S. Profile. Understanding the model of the world your prospect lives in will help you know if and how you can meet their needs with your program. It will help you to be conscious and to focus on what will contribute to their life and help make their goals a reality. It will assist you in contributing to their life as they join your team of successful professionals or the ranks of your very satisfied customers.
This month at Bloomingfortune.com has been about Relationship Marketing and the quality of relationships with your customers and the Distributors that you have sponsored. The on going success of your business is directly related to the ongoing relationship you have with these people and those that you build with your prospects. These are your most important asset. I suggested that you look at Harvey MacKay’s 66 Question Customer Profile and the G.A.I.N.S Profile. Who have you practiced with in using these tools? Tell us what it felt like to use them? Please tell us what difference this made for you? Please share your successes.
Sneak preview – next month : Run Your Business Like a Business!
Much Success!