I’m not sure when it was that I tossed my half-baked process of New Year’s resolutions out the window.
Like many, I have in the past resolved to lose weight, get in better shape, live a more balanced life, walk the dog nightly.
Unfortunately, too many holiday “traditions” such as resolutions seem to be caught up in some pseudo-commercialized nonsense.
As I am typing this Extra and Access Hollywood will be asking celebs what their New Year’s resolution will be.
CNBC is asking market movers and shakers their thoughts on the same.
Here is a different idea.
When it comes to our business how about if we recommit to five core principles that are proven to maintain your best clients, win prospects, and grow your both your top and bottom lines?
And how about if we mandate that each of our direct reports commit to the same principles?
Not only in January, but all year.
Not just in the ‘New Year,’ but every year.
Here are a few thought starters:
- Commit to only giving the straight story – It’s too easy in business, especially commissioned sales, to be tempted to tell partial stories or half-truths and to parse out just enough information to get the deal.
We know from experience that the whole truth, delivered transparently, not only builds great relationships – it feels good.
- The policy of timely follow-up and follow-through, not just for prospects but for clients, never gets old and always wins fans.
Recently I needed to call a hotel’s event coordinator on behalf of a client. She decided that a message left on a Tuesday need not be returned until the following Monday. Since this slowed the wheels of event progress for both the client and me, she did nothing to create any fans.
- Allow clients to experience only professional, upbeat interactions – don’t you hate when a service provider’s bad day comes cascading down on you, even subtly?
- There’s magical power found in under-promising and over-delivering. That said, promising a great deal, then delivering even more, is a home run.
- Keep your perspective aligned with the client’s perspective – always try to think about the problem addressed and solution presented from the client’s point of view.
In order to effectively achieve that, we must listen.
Listening closely and carefully is a learned skill – just because you have ears does not mean you can hear. And hearing the sound does not mean you listened.
If these five core principles do not all resonate, pick five of your own.
Then communicate them broadly, frequently, and loudly across your organization.
Now I’m off to walk the dogs.
