Networking Information |
|
How Well Do Your Customers Know You?
Know your customer, know your customer, know your customer. Three very important rules of business. But let me ask you this: How well do your customers know YOU? Sam Walton, founder of Wal-Mart, asked himself this important question several decades ago. His answer: employee nametags. So, he rolled out an initiative that required all of his employees to wear badges, the purpose of which was to "help the customers get to know the people they bought from." But helping customers "get to know you" isn't just about names, it's about information. In other words, it's about self-disclosure, which is the process of revealing your personal information to another. This process starts with a small piece of information, i.e., your name. Then, as the relationship develops, it progresses into more intimate territory with the sharing of opinions, preferences and experiences. What's more, because of its reciprocal nature, self-disclosure has incredible power. It creates comfort, establishes rapport, helps discover the CPI (Common Point of Interest) and builds trust between you and your customers. I once worked at a mom-and-pop furniture store in Portland, Oregon. More so than any business I've ever walked into, the owners of City Liquidators leveraged self-disclosure to its fullest extent. You couldn't step five feet into their store without seeing pictures of their family. The walls donned clippings from nostalgic newspaper articles and various personal memorabilia that brought the store to life! As a result, shoppers who walked in the door felt like they personally knew the owners. Engaging conversations about children, families and growing up in Portland were frequent among the customers. And, the emotional connection sparked by these interactions helped the customers feel more comfortable while shopping - which ultimately secured their loyalty. Not to mention, self-disclosure actually helps YOU get to know your customers better as well! Here's another example. My friend Dennis is a doorman at the Ritz Carlton. He is a master of using self-disclosure to establish relationships with guests. If a family with young children pulls into the front drive, Dennis always gets excited. (He has a young daughter himself.) And as soon as he extends his warm welcome to the arriving guests, he doesn't hesitate to share information about his own family. Sometimes he'll even show guests a picture! But Dennis knows that an effective way to learn about his customers is to educate them about himself first. How well do your customers know you? Here are some ways you can use self-disclosure to create comfort and build rapport with buyers: What's Your Story? Write it out. Practice saying it aloud. Make it funny. And tell it to everybody. Publish it on your marketing materials, and especially your website. Create a special page on your website called "Our Story," or "My Philosophy" that shares this personal anecdote. Start Blogging Recommend Resources My friend Ed who works for Cornerstone Financial does this all the time. He spends a few hundred dollars a year buying copies of his favorite books for his customers. He tells them how the books improved his life in the hopes that his customers will reciprocate their similar experiences - which they do. Your ability to educate your customers not only about your products and services, but about yourself, is critical to your success. If you follow these principles of self-disclosure and reciprocation, your customers will get to know you better than ever before! So, remember what my friend Jeffrey Gitomer says: it's not what you know; it's not WHO you know - it's who knows YOU. © 2005 All Rights Reserved. Scott Ginsberg is a professional speaker, "The World's Foremost Expert on Nametags" and the author of HELLO my name is Scott and The Power of Approachability. He helps people MAXIMIZE their approachability and become UNFORGETTABLE communicators - one conversation at a time. For more information contact Front Porch Productions at http://www.hellomynameisscott.com.
MORE RESOURCES: Tesla eyes private 5G networks Light Reading Hewlett Packard Enterprise Leverages GenAI to Enhance AIOps Capabilities of HPE Aruba Networking Central Platform Yahoo Finance Research: How Women Can Build High-Status Networks HBR.org Daily NVIDIA Announces New Switches Optimized for Trillion-Parameter GPU Computing and AI Infrastructure NVIDIA Blog Planner: Networking events in the Upstate, March 29-April 4 - UPSTATE BUSINESS JOURNAL Upstate Business Journal Hybrid work drives demand for SASE, zero-trust networking ComputerWeekly.com 4 Fiber Optic Networking Spotlights From the Optical Fiber Conference - News All About Circuits Unleash your networking potential: 5 tips for women by high-tech guru Hilla Bakshi The Jerusalem Post NAB 2024: Evertz Highlights New Features for Its Software-Defined Video-Networking Solution Sports Video Group How AI Is Poised to Upend Cloud Networking Data Center Knowledge An immersive education and networking experience – Music Connection Magazine Music Connection Magazine Craft Your Perfect Elevator Pitch at the New Jersey Health Care Networking Group's April 10 Meeting, Open to All New ... The Link News Networking, Educational Sessions at NHS Provide Practical Takeaways Hardware Retailing Arista Networks (ANET) Laps the Stock Market: Here's Why Yahoo Finance HPE integrates custom AI models into Aruba Networking Central SiliconANGLE News Strategic networking: The key to startup success - Insights from Aneesh Khanna - ET Edge Insights ET Edge Insights Meet the visionary behind Creator Space Fort Wayne, a networking event for local creatives inputfortwayne.com Join Berman Law Group's Free Business Networking Mixer at Tap 42 • Coral Springs Talk Coral Springs Talk Public Service & Social Impact Networking Night | Jonathan M. Tisch College of Civic Life Tisch College of Civic Life HPE taps GenAI to bolster AIOps on Aruba Networking Central ComputerWeekly.com Prosoluce Chooses Open Networking For Core Network Upgrade Silicon Canals The ultimate guide to real estate networking HousingWire Speed Networking: When networking isn't fast enough The Monroe Sun CrowdStrike vs. Palo Alto Networks platform battle: Who will win the cybersecurity war? - SDxCentral OFC 2024: How will 6G impact networking? Fibre Systems Hewlett Packard Enterprise Leverages GenAI to Enhance AIOps Capabilities of HPE Aruba Networking Central Platform Business Wire Marcus Rosemy-Jacksaint Draft Networking Interview: 'I Can Play Just About Anywhere' The Draft Network Tarheeb Still Draft Networking Interview: Calm In Critical Situations The Draft Network Cody Schrader Draft Networking Interview: 'I Wanna Win Championships' The Draft Network Karsen Barnhart Draft Networking Interview: 'I'll Make A Big Impact' The Draft Network Brunch and Bonding Networking Event Missouri State University The Price Women Pay for Networking With High-Status People The Wall Street Journal Women's empowerment in the workplace starts with smarter networking George Mason University Health-Fargo hosting nurse networking night Essentia Health Networking tricitiesbusinessnews.com GigaGreen Accelerates All Bands to 5G and Enables 5.5G Multi-dimensional Experience Foundation Networks Light Reading Essentia Health hosting nurse networking night in Nisswa Essentia Health NSA Issues Recommendations to Protect Software Defined Networking Controllers National Security Agency A how-to guide to networking MPR News Extreme Networks, Inc. (EXTR) is Attracting Investor Attention: Here is What You Should Know Yahoo Finance ITB Asia 2024 gears up for networking and business opportunities Travel And Tour World Is Arista Networks (ANET) Stock Outpacing Its Computer and Technology Peers This Year? Yahoo Finance Networking, job fair highlights of SASE student conference University of Colorado Boulder Cisco Networking Academy's NFL Apprentice Cisco Newsroom Aryaka Transforms Global Secure Networking with Groundbreaking Unified SASE as a Service PR Newswire Juniper Networks Unveils 'Next Generation' Of AI Networking With New Platform, Data Center Updates CRN Continuing Education Sponsors Regional Business Networking Event Seton Hall University This networking tip ‘has worked wonders for me,’ says career coach and founder of Success Bully CNBC Construction Networking Event continues to grow UW- Platteville Pioneers The 3 Best Wi-Fi Mesh-Networking Kits of 2024 | Reviews by Wirecutter The New York Times Effective Networking Is About Giving, Not Just Taking INSEAD Knowledge |
RELATED ARTICLES
Community Involvement Networking It is important for you to join at least one service club in your area to help your small business in the community. It might be wise to get with other small businesses which are friends and figure out how each of you can join a different service club to maximize your word of mouth referral base in the community. 10 Terrific Tips to Talk Your Way to the Top What is "the top" anyway? According to society, "top" has a significant amount of import as evidenced by the following expressions: top-quality, top-rated, top-dollar, top-grade, top-of-the-line, and of course, top dog. It is relatively safe to assume then that we are a culture that places a premium on having "top" anything. Mother Said - Wash Your Hands Think health articles are boring? This one isn't, so read on - it may save your life.. Five Stumbling Blocks To Successful Networking And How To Overcome Them The ability to connect with people is essential to success in any business. Professional networking events present opportunities to interact with others on a personal level and to develop profitable relationships. The Secrets of Effective Networking Before we talk about specific networking tips I want to address a critical aspect of networking that is often overlooked. Sometimes we are so eager to network that we don't stop to consider whether or not we are investing our energy in the right places. Unforgettable First Impressions Part 1: Discover the CPI People like others whom they are like. So if you want to make a flawless first impression, it is your duty to discover what you have in common with every person you talk to. How To Make Your Next Networking Event A Success There are people who are natural born networkers - those people that can make conversation in any situation and have no problem walking up to complete strangers. This article is for the rest of us - networking tips that help reduce the stress of attending a networking event and will have you walking away from the event with prospects. How to Collect Business Cards Why the business card grab is not why you are there? So how do you obtain the card and show interest that gains confidence?One of the things I am also always asked is, "How do you collect cards?" and "What do you do with them when you get them back to the office?" What really happens when you collect business cards? Often they get put into a pocket with many others. Have you ever collected cards to later find out that you have no idea who the person was? This happens all the time. How to Gain Maximum Value from Your Networking Time One of the best ways to get business is through networking. That's what the majority of people I speak to tell me. Alliances: More Than A One Way Relationship What is the biggest advantage of forming an alliance?Everyone has their own definition of an alliance. I had a potential alliance with a person that was starting his own business. Measuring Value for a Networking Group How do you measure a group's worth to your organization?It is sometimes necessary to measure the value of a group. You may be asking yourself why you would want to measure the value of a group whose purpose is business. The Foundation of Networking: Its Not Rocket Science Commandment 1LoveWhen we choose to simply love, our giving and receiving becomes unconditional. We can listen and not be caught up in the vicious cycle of judgment. How to Make the Most of Those First 30 Seconds Did you just meet the most important person in your career/business? Tongue tied and not sure what to do about it? With advance planning and creative thinking you can be confident you will know how to handle this situation should the opportunity present itself.We all have had the juncture when we run into someone that we have really wanted to meet. Network Marketing Secret: On Becoming the 'GoTo' Guy For years we've been taught to identify ourselves as reps for one XYZ company or another.~We have our fancy business cards printed, some letterhead, maybe an address stamp. Networking for Wallflowers: How to Profit from Getting into the Crowd The two most common complaints about networking are: 1) I never meet people I can do business with and 2) I am always so uncomfortable going to networking events. These two complaints are related and can be relieved with a three step approach to networking that helps even the most frustrated networking wallflowers. Unforgettable First Impressions Part 2: Its All About Them! Jean de la Bruyere said, "The great gift of conversation lies less in displaying it ourselves than in drawing it out of others. He who leaves your company pleased with himself and his own cleverness is perfectly well pleased with you. Why Cant I Start A Conversation With You? One out of every ten Americans has a fear of talking to strangers. When you enter a room full of new faces, to start these conversations seems like an impossible task. Giving the Gift of Your Name (The Networking Factor) Although, this is about giving the gift of your name to others, it certainly runs a close second in importance to "Whats' in a name?"What is giving the gift of your name? Giving the gift of your name is when you see someone you haven't seen in a while and you are kind enough to give (remind) him or her your name (the gift) again without any hesitation.It's not nice to keep someone guessing about your name. Increase Your Sales by 30% Using Internet Collaboration Networks Small businesses are really excluded from the global economySmall businesses from many different industries, both traditional and hi-tech, have discovered a new way for them to succeed in the "global economy".It involves collaboration on large proposals, R&D and fulfilment of orders assisted by relatively low cost, virtual collaboration technology. Effective Networking The process of finding out about a job, getting interviewed, and eventually receiving an offer for employment starts with networking. By networking I don't mean sending out hundreds of copies of your résumé unsolicited to H. |
home | site map |
© 2006 |