Adding Value: Does It Mean Giving Away My Stuff For FREE?

by Sabrina Risley

You may have a large network.  You may know a lot of people.  They may know a lot of people.  It seems that this alone would be the perfect formula for creating a networking goldmine, but as you may have noticed, a network alone won’t necessarily bring you endless referrals and a steady stream of new clients.  But there is one thing that will…

Adding VALUE and helping those within your network!

A concentration on adding value and service as an important facet of your business growth strategy will have a tremendous effect on what you attract.

So what does adding value and helping others really mean?  It’s like paying it forward.  It’s doing good for the sake of doing good, not for the sake of what you think you might receive in return.  It’s about serving without attachment to an outcome or expectation.  One of my favorite quotes from Bob Burg‘s Go-Givers Sell More reads “The task here is not to create value in order to create a sale or “in order to” anything.  It’s to create value, period.”

Adding value could look like any number of things:

  • Making a phone call instead of sending an email
  • Sending a handwritten note or thank you card
  • Remembering birthdays, anniversaries or other important dates
  • Making an introduction or connecting someone to another person of high-value to them
  • Recommending valuable resources and sharing information
  • Offering a free report, success tips, or valuable information that solves your target market’s problems
  • Following up with a client, contact or prospect to be sure they are satisfied
  • Thinking ahead to what your client might need, suggesting other products and services
  • Sending referrals
  • Saving a client money… and the list can go on and on.

Here are a few specific examples that might help you translate things for your own business:

  • A massage therapist or hair stylist might call their client a few days after delivering service to see how they are doing.
  • An insurance agent might call their client to let them know about new changes in their policy, how that will impact them, and offer suggestions.
  • Thinking outside the box… a professional on the networking circuit might focus on connecting at least two people from every event with someone who could be a good strategic alliance or power partner.
“The essence of the Go-Giver philosophy is this: the more you give, the more you have.”

With this quote in mind, you’ll notice what did not make my list of what adding value looks like…

  • Giving away your services and products for free
  • Discounting your services and products
  • Over-giving to a paying customer because they demand it

These are not examples of adding value.  In fact, much of the time, free or discounting decreases its perceived value. Think of what you treasure more… something for which you paid full price or the item you found on sale?  Well, happening upon a great sale can be exhilarating, however consider an article of clothing costing $100. When the item goes on sale for $50, doesn’t it make you wonder whether the item was ever worth the original $100?

To really be of service and to add value to your network and clients, your giving must contribute in some manner.  Here are a few questions to consider when determining how to add greater value in your business.

  • Is this something that will directly impact the other person?
  • Would this help them solve a problem or overcome an obstacle?
  • Could this support them in learning something new?
  • Am I giving this without being attached to getting something back in return? (giving from the heart versus giving to buy approval)
  • Can I freely give this, without it taking away from my energy, causing resentment, or it being a disservice to myself or other clients?

These are all for your consideration when looking for ways to add value.  Remember, it’s about being of service and giving, but it’s not about giving away your services and products for free, offering discounts, depleting your energy, and devaluing your time and worth.

Focus on adding value for others and you’ll soon see your business grow in value.

“Right now, your total job is to focus on one thing and one thing only; providing value to other people. If you do that well, sales – and money – will find you.” ~Go-Givers Sell More

(c) 2012 Behind The Moon, Inc. All Rights Reserved.

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Feel free to share this article in its entirety and include the Bio information for Sabrina Risley below along with live link back to this blog post.  Thank you.

Sabrina Risley founded Behind The Moon, Inc.® in 2003, a Colorado-based networking organization that sets itself apart with its motto “grow your business by helping others grow theirs.” Behind The Moon offers several networking events across Colorado’s Front Range that attract professionals who network to give rather than get. You will find Sabrina speaking to audiences about effective networking techniques, the power of partnerships, and principles of service and giving as a means to grow a business. Sign up for Sabrina’s free report, Networking For Success at http://www.behindthemooninc.com/index.php/free-report.

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Building Your Network Through Gravitational Pull

By Andrea Costantine

Have you ever felt that building your network is a struggle and takes a lot of energy and hard work?  Well, it’s quite possible that you’ve been using shear force, pushing, and paddling upstream.  This is the exact opposite of building your network through gravitational pull which is all about serving and taking a genuine interest in others, rather than “convincing” them about your greatness.

Bob Burg, author of Endless Referrals, The Go-Giver and Go-Givers Sell More explains the difference between pushing vs pulling like this: “pushing is telling people what you want; pulling is finding out what they want. “ Pushing on people doesn’t move them closer to you. As Burg writes, “…ask them about themselves, find out what their interests are, put their interests ahead of your own, and you can “pull” people from vast distances. The influence created by pushing does not carry far. The influence created through pulling is limitless.”

Push strategies are me-centered, when you are talking, selling and thinking of your own interests and agenda. Pull strategies take the focus off of you and your sales and include genuinely taking an interest in others, connecting people to leads and resources, building relationships and giving in ways that meet the needs of others.

Burg also writes “The secret to developing a vast and thriving sales business is the impact you have on the people you have not yet met.” Think of the times when someone knows of you before you’ve even met them. This is your influence preceding you. So consider how you can impact, influence and grow your network using “pull” strategies. Be the person who genuinely helps and gives to others and you will find that people naturally gravitate towards you and the opportunities you have to draw great people into your network multiply significantly.

Now let’s consider how to incorporate pull strategies into your networking. To some, networking is a disguised version of “tit for tat” as Burg writes. In a dog-eat-dog world, it’s all too easy to consider “what have you done for me lately?”  Doing good deeds and being a Go-Giver isn’t about keeping score. Recognize that when you give and do for others, the returns may not come back directly from the people you serve. You will receive gifts back in a variety of ways… an old client hiring you back for an upcoming project, new business coming from the referral of a raving fan, a lead coming from a “competitor” with whom you’ve developed a respectful relationship.

Have a positive influence on others and make networking about giving and serving others. Being a Go-Giver is about doing things for others, taking a genuine interest in them, and ultimately serving the best interest of those around you. Whether you see a direct return from a particular person or not, it simply doesn’t matter, because the truth is that Go-Givers do indeed sell more.

To expand your influence and achieve the success you desire , join national best-selling author, Bob Burg and Behind The Moon live on April 8, 2011 in the Denver Tech Center for Influence & Success: The Go-Giver Way.  More Information.

(c) 2010, 2011  Behind The Moon, Inc. All Rights Reserved. 

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Feel free to share this article in its entirety and include the Bio information below along with live link back to this blog post.  Thank you.

 

Andrea Costantine is a writer, speaker, and wanna-be artist, focusing on the good things in life.  She is a perpetual optimist, lover of nature, yoga, travel, and new experiences.  Learn more about Andrea at www.andreacostantine.com.

The Business Books that Changed My Life & Business

By Sabrina Risley

There are quite a few books that I have enjoyed over the years that have greatly impacted my business.  I wanted to take the time to share those with you here.

The Referral of a Lifetime by Tim Templeton  – This was one of the first books that I read and was gifted to me by a colleague. It literally changed my perspective on networking, referrals, and helping others to grow their business and ultimately helping to grow mine.  This book helps you to understand the power of a referral and how it can change your business.

Million Dollar Rainmaker by Ed Robinson – Another great book about really caring about others, building relationships and putting others needs before your own. A “rainmaker” is a type of person to whom business and money flows easily simply because of who they are and how they operate in their business.

Raving Fans by Ken Blanchard – The main theme of this book is that it’s easy to build your business when you have Raving Fans and people out there who love your work and love to spread good news about you to others.  This is an excellent book about customer service and doing the things a little differently in your business.

The Go-Giver and Go-Givers Sell More by Bob Burg & John David Mann – Both are some of my all time favorites. The Go-Giver is an easy-read, very compelling parable.  Go-Givers Sell More combines the esssence of The Go-Giver with Burg’s book, Endless Referrals.  The essence of the Go-Giver series is how doing for others comes back to you with such great magnitude, more than you could ever know and that business grows naturally when focusing on the needs of others and taking your needs and agendas out of the equation.

I am happy to announce that the author of The Go-Giver, Go-Givers Sell More and Endless Referrals, Bob Burg will be in Denver on Friday May 7th.  Be sure to reserve your spot today at www.bit.ly/9H9JsF.

(c) 2010 Behind The Moon, Inc. All Rights Reserved. 

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Feel free to share this article in its entirety and include the Bio information below along with live link back to this blog post.  Thank you.

Sabrina Risley founded Behind The Moon, Inc.® in 2003, a Colorado-based networking and referral group organization that sets itself apart with its motto “grow your business by helping others grow theirs.” Behind The Moon offers several networking events across Colorado’s Front Range, as well as referral groups that attract professionals who network to give rather than get.  You will find Sabrina speaking to audiences about effective networking techniques, the power of partnerships, and principles of service and giving as a means to grow a business.  To learn more about Behind The Moon, please visit http://www.BehindTheMoonInc.com

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