Business-Building Action From Terry L. Brock
[Treat yourself to an audio version of this article which Terry did for Winston Marsh’s Business Marketing Audio Program. Listen to additional content and enjoy it while moving around with your favorite MP3 audio player. Go to the bottom of this posting to listen. Be sure to post your comments on this (below) in the comments section. ]
“Concept Of Value“ Who Defines Value In The Relationship
Perhaps you’ve head the phrase “I want to pick your brain.” In the real world this usually means someone wants to extract valuable information from you without paying for your time. You are supposed to give all your information and help them — maybe they’ll buy you a sandwich or a bottle of water — and they give little or nothing in return.
When someone says they want to “pick your brain” it reminds me of a bunch of vultures hanging around to literally pick a brain. Ugh!
A much better solution is “value for value.” That means that each party in a transaction contributes value to make both parties better off. In business this is often done with an exchange of money. One party contributes a product or service and the other provides an agreed upon amount of money. However, it doesn’t have to involve money. In closer relationships often the value is not money. In fact, money would often be considered crass among those with a closer relationship.
The key is to provide value for what you are offering in business relationships. Remember that value is not determined by the giver but by the receiver. The other person needs to perceive what you’re giving as real value. If they don’t see real value in the interaction, the relationship suffers and could end.
Value Of Systems
Successful people know that success doesn’t come by accident,. It requires planning and systems. Those systems help you to achieve the goals you want.
Systems also help you in business to achieve the goals you want. If you’re in a business where you provide a service some people will use that tacky “pick your brain” approach. They will say they want to get together for lunch to pick your brain. At this point, you have a decision to make. Do you waste several hours of your day talking with someone who probably won’t do much more than waste your time, or do you turn it into an opportunity?
One system I’ve found that helps me is to have a place on your website that provides the opportunity for people to be involved with you in business. You can direct them to that website and they read about your offer.
The next step is where today’s technology comes into the picture to help you and them. Create a PayPal button so that people can sign up for an hour or more of your time. They pay for that and then you schedule a time to go over their situation. You have now moved from “pick your brain” thinking into Value for Value thinking. This makes all the difference in the world for entrepreneurs.
I’ve done this on my website and it has helped me and others enormously. Give people an easy and safe option to get involved with you in a value-for-value relationship.
I recently advised a good friend how to do this. She knows the book industry very well and has worked in it for many years. She has generated millions of dollars in sales for others with books.
Recently over dinner she lamented to me that many people just wanted to call and “pick her brain” about how to start with their book, how to connect with publishers and other questions. It was taking a lot of her time to help people, as she wanted to do. I suggested a website with the payment option built in so people could decide if they really want to get assistance.
Well, my friend called the other day raving about the success she has experienced with this new approach. She is able to weed out the “tire kickers” and get in touch with serious people who believe in value for value. In fact, her clients rave about how they appreciate such an option. They are able to pay a reasonable fee and get valuable information. Many of them want to do more business with my friend and she is able to help them after this initial consultation.
How you structure this for your business is up to you. Find a creative, value for value way to help prospects that doesn’t drain your time and helps them to decide in a monetary way if they really want to proceed. Eliminate the worthless and time-wasting “pick your brain” lunches that are a zero-sum game.
Value for value is the best way to build quality, lasting relationships. Try it and enjoy the benefits. Only the vultures waiting to “pick your brain” will be disappointed.
Copyright (c) 2010, Terry Brock and Achievement Systems, Inc. Terry Brock is an international marketing coach and professional speaker who helps businesses generate profitable results. He can be reached by e-mail at terry@terrybrock.com or through his website at www.terrybrock.com. Join the Twitter adventure with Terry through his Twitter address: @TerryBrock. Join Terry’s Facebook Fan Page at: http://www.facebook.com/SpeakerTerryBrock
